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GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. About the Role We are looking for a Distinguished Engineer to lead technical direction across GitLab's Core DevOps services, the systems the majority of our users touch every day. Distinguished Engineers are recognized experts across multiple technology domains and represent the most senior level of technical leadership within and across divisions at the company. Core DevOps builds continuous Integration, continuous deployment, planning, and source control experiences. These are among the most mature, highest traffic, and most deeply interconnected systems at GitLab. They carry years of accumulated architectural decisions, they sit in the critical path of our customers' own delivery pipelines, and they are being reshaped by the shift toward AI native development. The job is to raise their quality, converge them onto a coherent go-forward architecture, and retire accumulated risk, all without interrupting the millions of users and Fortune 100 organizations who depend on them. GitLab is pursuing a set of company-wide engineering goals: large gains in developer productivity, measurably higher quality in what we ship, and engineering practices reshaped around AI and agentic workflows. Core DevOps is where much of that strategy has to land, because these are the services our own engineers and our customers depend on daily. In this role you will bring that strategy into Core DevOps in a form that works for long lived production systems, and carry what you learn here back out to the rest of engineering. What You'll Do Set and continuously refine the go forward technical direction for CI, CD, Plan, and source code experiences, aligned against the horizontal architectural initiatives. Work directly with the VP of Engineering as her technical counterpart on planning, technical investment, and where the group's engineering effort should go. Translate GitLab's company-wide productivity, quality, and AI native engineering goals into concrete technical direction for Core DevOps, and turn into iterable roadmaps, partnering broadly across the org. Define what good means in measurable terms for these services, including availability, latency at p95 and p99, pipeline success rate, test reliability, data correctness, and defect escape rate, then hold designs and implementations to it. Maintain a clear and current picture of systemic technical risk across the group, including single points of failure, unowned critical paths, brittle coupling between CI/CD and Plan, scaling limits, and past decisions that now constrain the roadmap. Drive a prioritized plan to retire it. Lead the hardest design decisions hands on, writing code, prototypes, and proofs of concept where a design argument needs evidence behind it. Drive convergence on shared patterns, libraries, and paved paths, reducing how many different ways the same problem gets solved across the group. Design migration paths that let large, long lived systems change underneath users without breaking them, using incremental cutover, dual run, measurable rollback, and deprecation with clear timelines. Adopt the platform capabilities coming from GitLab's AI organization and the company's productivity initiatives into Core DevOps, feed this group's requirements back into them, and help prove what works on systems of this scale and maturity. Serve as the escalation point for complex or contested technical decisions across the group, including those where no single team owns the outcome. Review significant designs and merge requests in the group's critical paths, and use review to teach rather than only to gate. Ensure designs hold across GitLab.com, GitLab Dedicated, and Self-Managed deployments, and respect multi-tenant, compliance, and data governance boundaries in each. Partner with Infrastructure, Security, and SRE so Core DevOps services are observable and debuggable, and so failure modes degrade gracefully instead of cascading. Make architectural constraints and opportunities clear to Product in roadmap terms, so that technical investment and product ambition get planned together instead of traded off late. Write clear, opinionated design documents, architecture narratives, and decision records that let teams across the group make aligned decisions independently. Grow Principal and Staff Engineers across Core DevOps, raise the bar on design rigor and technical writing, and contribute to the technical hiring bar for senior individual contributors. Participate in the Incident Management on-call rotation to help meet availability goals for GitLab.com, and complete Interview Training to participate in hiring as a technical interviewer or panel member. What You'll Bring 10+ years of software engineering experience, including 4+ years in a Staff, Principal, or equivalent senior technical leadership role. Deep expertise in AI and ML systems, including large language models, agentic frameworks, and autonomous workflow design at production scale. Proven track record of leading hands-on technical experimentation, including defining evaluation frameworks, running benchmarks, and translating findings into scalable architecture decisions. Strong background in scalable, multi-tenant distributed systems, including service decomposition, fault tolerance, observability, and operational resilience. Experience designing and implementing human-in-the-loop controls, safety guardrails, and responsible AI practices for production systems. Experience mentoring senior engineers and influencing technical direction across multiple teams or divisions without direct authority. Ability to work effectively in a fully remote, globally distributed organization with excellent written and asynchronous communication skills. The base salary range for this role's listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity . Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $250,000—$349,000 USD How GitLab Supports Full-Time Employees Benefits to support your health, finances, and well-being Flexible Paid Time Off Team Member Resource Groups Equity Compensation & Employee Stock Purchase Plan Growth and Development Fund Parental Leave Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab's policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab's EEO Policy and EEO is the Law . If you have a disability or special need that requires accommodation , please let us know during the recruiting process .

Who we are At Twilio , we're shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work , and strong culture of connection and global inclusion means that no matter your location, you're part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we're acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. . Hiring and how we work We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings. . See yourself at Twilio Join the team as Twilio's next New Business Account Executive. About the job This position is needed to sell into high value Enterprise prospects and existing customers with ARR over $25k. You will play a key role in further growing Twilio's Communication Products business across the DACH Region. You will be responsible for sourcing new, high value customers as well as driving the sales process from internal leads to qualifying new prospects and handling deals to closure. Responsibilities In this role, you'll: Be responsible for new customer acquisition and driving ACV for a specific set of accounts while maintaining the highest levels of customer satisfaction. Master creating pricing proposals, negotiating terms and managing the contract process. Ideally, you also have experience selling communications to a technical and business audience, building trust and mutual respect with technical customers and peers. Be passionate about what you do and you are able to think outside of the box and have extraordinary interpersonal and communication skills to make complex contractual, technical, and financial details sound simple. Able to balance challenging priorities and handle multiple projects/deals at the same time. Qualifications Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! *Required: 6+ years of Enterprise Sales experience and a track record of personally selling and closing complex solutions to enterprise and software companies. Strong experience identifying, mapping and prospecting enterprise accounts Proven success in selling complex, technical solutions such as cloud communications platforms, APIs, and/or enterprise software Experience in account management, developing and managing large enterprise clients, and a history of meeting or exceeding sales targets Experience working with Fortune 500 or similarly large enterprises Background in working within a quota-driven environment with proven ability to close high-value deals (e.g., six to seven figures) Expertise in solution-based selling or consultative selling Strong negotiation and contract management skills, including handling complex deals with long sales cycles. Prospecting and lead generation skills—ability to develop a pipeline through multiple channels, including direct sales, partnerships, and networking. Ability to build and nurture relationships with C-level executives, decision-makers, cross-functional partners and key stakeholders in large enterprises Strong presentation and negotiation skills Comfortable working in a dynamic environment. Fluent in German Desired: Ideally, you also have experience selling both to a business and technical audience Understanding of the CPaaS ecosystem and familiarity with: Cloud communications (voice, SMS, chat, video, etc.). APIs and integrations for communication services. Telecommunications industry dynamics. Knowledge of enterprise technology architecture and the technical needs of large organizations, including how CPaaS solutions integrate with existing systems. Location This role will be remote, and based in UK, Spain or Ireland. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 25% travel is anticipated to help you connect in-person in a meaningful way. What We Offer Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic . Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. . Stay alert to recruitment fraud We care about your safety. Scammers sometimes impersonate Twilio recruiters through fake job postings, emails, websites, or messages. Please ensure you are engaging with an official @ twilio.com email address. We will never ask for payment, gift cards, cryptocurrency, or banking information during the recruiting process. We do not make job offers without a formal interview process or conduct interviews exclusively through text-based messaging apps. . Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role The Engagement Manager plays the critical role in helping Customers drive adoption of high value functionality of the GitLab platform. The Engagement Manager plays a sales overlay role by shaping customer engagements focused helping customers accelerated toward their positive business outcomes with GitLab. The Engagement Manager serves as a trusted advisor to customers in their portfolio, providing guidance to Sales, Customer Success and Professional Services Delivery team and ensuring the highest levels of customer satisfaction. Perform discovery (with account team or with customer) to understand customer current-state, constraints and desired positive business outcomes. French language is essential for this position. Identify standard and custom services to align to customer outcomes. Build custom-scoped services engagement proposals for key strategic customers with guidance/review from Sr. Engagement Manager. Explain technical solution proposal to account team and/or customer. Meet and exceed set financial targets. Explain GitLab Services value proposition, catalog of service offerings, and methodologies. Explain standard packaged solutions to Customer to gain agreement to move forward. Help customer understand commercial terms - price, period of performance, payment/invoice structure, etc. Guide Account team to execute governing legal agreement to execute services. Coach Account Executives on how to include consulting and education services on quote/order form. Coordinate closing process with help from Account Executive. Coordinate staffing requirements with PS Operations team to ensure skillset, language, and timezone match are appropriate for each engagement. Handle standard objections related to price, DIY implementations, etc. Update quarterly bookings forecast on a weekly basis using Salesforce/Clari. Identify and communicate risks to account executives and EM leadership team. Build relationships with Account Executives, Customer Success Managers and Solutions Architects within their patch to ensure Global Services are included as part of the standard customer journey. Join Sales leadership forecast calls (within patch) to report on Services Forecast and to identify key customer accounts where services should be attached. Provide timely and predictable responses to incoming questions/requests from customers or account executives to reinforce positive brand of Global Services. Establish mentorship with more senior engagement manager. Setup individual development plan. Communicate trends in customer behavior to Practice Management team. How GitLab will support you Benefits to support your health, finances, and well-being Flexible Paid Time Off Team Member Resource Groups Equity Compensation & Employee Stock Purchase Plan Growth and Development Fund Parental leave Home office support Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. How GitLab Supports Full-Time Employees Benefits to support your health, finances, and well-being Flexible Paid Time Off Team Member Resource Groups Equity Compensation & Employee Stock Purchase Plan Growth and Development Fund Parental Leave Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab's policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab's EEO Policy and EEO is the Law . If you have a disability or special need that requires accommodation , please let us know during the recruiting process .

Support a multi-million dollar business' supply-chain & logistics team Fresh Prints is a New York-based custom apparel startup. We work with talented student entrepreneurs and provide the working capital, training, and support they need to build businesses at their schools. The Customer Experience Associate (what we call the role internally) is responsible for providing timely, accurate, and professional support to customers across multiple communication channels like email, text, chat, and call. This role focuses on resolving incoming client inquiries efficiently while maintaining high-quality service standards and contributing to a positive overall customer experience. Performance Expectations A successful associate will: Consistently meet productivity and quality benchmarks Demonstrate strong attention to detail in documentation and communication Apply feedback to reduce repeat errors Show ownership of tickets from start to resolution Prioritize customer-first decision-making Maintain reliability and accountability during assigned shifts Key Responsibilities Respond to customer inquiries via email, chat, text, and/or phone in a timely and professional manner Resolve customer issues accurately while adhering to company policies and service standards Maintain detailed and accurate documentation in tickets and internal systems Ensure proper ownership of customer conversations, including follow-ups and handoffs Meet or exceed defined performance metrics (e.g., QA score, response time, resolution time, tickets per shift) Collaborate with cross-functional teams (Sales, Operations, Production, etc.) to support customer needs Maintain professionalism and brand standards in all client-facing communication Contribute to process improvements by identifying recurring issues or inefficiencies Eligibility and Qualifications At least 1.5 years of experience in customer support, client services, or a similar customer-facing role Comfortable working in a fast-paced, metrics-driven environment Strong written communication skills with the ability to maintain a professional brand voice Skills and Competencies Strong written and verbal communication skills Attention to detail and organizational ability Problem-solving and critical thinking skills Ability to manage multiple conversations simultaneously Basic data and system navigation skills (CRM, ticketing systems, spreadsheets) Ability to work independently while knowing when to escalate Job Location: Work From Home / Remote Working Hours (after training period): 5:00 AM to 2:00 PM Philippine Time, Monday to Friday IMPORTANT NOTE: Training period will take around 1-2 months, with the timings of 9:00 PM - 6:00 AM Philippine Time, Monday to Friday Monthly Salary: Between $550 to $700 base (depending on experience) At Fresh Prints, we deeply value the long-term contributions of our team. To recognize and celebrate that commitment, we offer a 2-month paid Sabbatical to eligible employees. Fresh Prints never charges any money during the hiring process. If you're asked to pay for a job, it's not real. Fresh Prints is an equal employment opportunity employer and promotes diversity; actively encouraging people of all backgrounds, ages, LGBTQ+, and those with disabilities to apply.

About Toptal Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and team members based around the globe , Toptal is the world's largest fully remote workforce . We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold. Job Summary: Toptal's inbound sales team is a driving force behind our growth, converting inbound interest from small- and medium-sized businesses into Toptal clients. As Manager, SMB Sales, you will lead a team of Client Advisors, coaching them towards growth and holding them to a high standard of excellence in a high-velocity, consultative selling role. You will keep the team responsive to new inquiries while ensuring active opportunities continue to move. You will coach advisors through stalled decisions, specialist involvement, and client follow-up, stepping in where your judgement can help secure the next commitment. You will lead a team that is responsible for executing strong discovery, disciplined qualification, portfolio selling across Toptal's full offering with complete ownership of the client relationship from first conversation through close. Your team's job is to position Toptal as a strategic services partner, not a single-transaction talent vendor, and you set that standard. You will be accountable for improving conversion of inbound leads by identifying conversion leakage, bringing accountability to individuals' performance, hiring Client Advisors with consultative potential, reviewing calls, demonstrating stronger approaches, and coaching each advisor on changes to improve their sales skill and industry knowledge. Internally, this position works closely with leadership across Client Services, Talent Operations, Client Experience, and People to support a team-based approach to best-in-class service. Our ideal candidate is ambitious, competitive, driven by team success, and pairs that drive with genuine curiosity about what makes a sales team excellent. If you want to sharpen a team's performance and be recognized for the results, this is the team you want to be part of. 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. Coach: Coach Client Advisors on discovery, qualification, portfolio selling, and deal management. Demonstrate how to bring a useful point of view, support recommendations with relevant proof points, address concerns, and ask for commitment. Develop: Review live and recorded calls, examine active opportunities, and identify specific changes that will improve each Client Advisor's results. Run focused role-plays, demonstrate stronger approaches, and give clear, actionable feedback. Hire and Build: Recruit and interview Client Advisors against our Client Advisor Core Competencies, hiring for consultative potential - curiosity, business acumen, and coachability - as well as sales experience. Playbook Ownership: Own and continuously refine the Client Advisor inbound playbook, using call audit findings and conversion data to keep it current and effective. Manage Performance: Understand causes of underperformance and agree specific corrective actions and timelines with Client Advisors. Demonstrate sustained improvement in team conversion and sales performance, supported by stronger discovery, qualification, follow-through, and portfolio expansion. Onboard and Ramp: Manage onboarding for new Client Advisors, ensuring they complete sales training and assessing each new advisor against the skill-based Client Advisor ramp milestones — running discovery unaided, qualifying a live opportunity, surfacing needs beyond the initial request — on the path to independent, quota-carrying performance. Career Development: Support career development and succession planning for Client Advisors, including the path into leadership. Pipeline Oversight: Challenge the evidence behind each Client Advisor's view of an opportunity: why it may proceed, what remains unresolved, when decisions are likely, and use that judgment to improve qualification and prioritize support, and strengthen forecasting discipline.. Operational Excellence: Identify process improvements that increase Client Advisor efficiency, productivity, and scalability. Cross-Functional Partnership: Work seamlessly with cross-functional partners that include, but are not limited to: Client Services, Talent Operations, Client Experience, and People leadership. Additionally, be able to bring in the right specialists (matching, delivery, HireGlobal, service-offering experts) at the right time. Reporting: Deliver presentations to cross-departmental partners covering metrics, key takeaways, and action plans based on data analysis. Motivation and Recognition: Motivate the team through recognition, incentives, and transparent communication of expectations and results. Culture: Drive a culture of high performance, accountability, and continuous improvement within the team — including a learn-it-all habit of self and peer call review, and a library of strong calls that show the standard. In the first week, expect to: Onboard and integrate into Toptal leadership. Learn Toptal's model, our team members, and our story. Become acquainted with the team members who will report to you. In the first month, expect to: Complete Toptal's leadership/sales training program and build a deep understanding of who our clients are and how Client Advisors sell across our full portfolio. Understand your team and their current performance levels, the SMB Sales Leadership and expectations, and identify the main causes of conversion leakage. Begin 1-1 coaching with each team member based on ongoing live and recorded call reviews. In the first three months, expect to: Develop and roll out your strategy to increase team performance and productivity, with individual goals set for each team member. Run consistent coaching and opportunity-review cadences with specific improvement priorities for each Client Advisor. Deliver your first cross-departmental presentation covering metrics, key takeaways, and action plans. In the first six months, expect to: Demonstrate measurable commercial improvement in conversion and sales performance from Client Advisors being coached, supported by stronger call quality scores, opportunity progression, and qualified HireGlobal and services opportunities. Regularly assess performance against KPIs, partnering with sales enablement and operations to continuously improve. Continue building, coaching, and mentoring your team toward greater results. In the first year, expect to: Run an optimized, well-managed inbound sales function that maximizes Toptal's ability to capture SMB market demand profitably. Develop senior Client Advisors who mentor new team members and serve as reference points on discovery quality and portfolio positioning. Sustain a culture of high performance, continuous improvement, and record-breaking results and client experiences. Qualifications and Job Requirements: Required Qualifications Bachelor's degree required. Three or more years in business-to-business sales, featuring one to two years direct leadership of inbound, inside, or end-to-end small business sales teams. Demonstrated record of improving individual and team sales performance through specific coaching, disciplined opportunity management, and clear performance expectations. Ability to learn and coach to a structured sales methodology. Experience managing pipeline and forecast rigor across a team in a CRM. Genuine, demonstrable passion for AI in the world of work, including using AI to improve how a sales team researches, reviews calls, and coaches. Outstanding written and verbal communication skills; comfortable presenting metrics and strategy to cross-departmental partners. Comfortable operating in a dynamic environment with evolving processes and priorities. Full availability during working hours to support your team and step into client escalations as needed. 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. Preferred Qualifications Experience leading a team that sells more than one product or service line into the same account (portfolio selling). Experience with a named sales methodology (MEDDPICC, Challenger, SPIN, Sandler, or similar). Software, tech, or professional-services sales leadership experience. Fluency with modern sales tooling, including AI-assisted call review, conversation intelligence, and CRM workflows. Core Competencies These are the skills we evaluate during interviews and continue to develop with you after you join. Consultative sales mastery. You can run and model an excellent discovery call yourself — open-ended discovery, disciplined qualification, and a dated, named next step — and show your team what good looks like. Coach-first leadership. You develop people through call review, role-play, and specific feedback, not just dashboards. Your team gets better because you are in the details with them. Talent judgment. You can spot curiosity, business acumen, and coachability in an interview, and you can tell real potential from polish. Insight-led selling. You can teach Client Advisors to bring a point of view, reframe a client's thinking when needed, and position Toptal as a strategic services partner rather than a talent marketplace. Accountable. You take ownership of your team's results and hold your team accountable to raising their own bar. Critical thinker. Strong analytical and problem-resolution skills, with a demonstrated ability to develop data-driven solutions. Proactive, collaborative communicator. You drive toward the mission without being told, and you communicate clearly across your team, cross-functional partners, and clients essential in our remote environment. Compensation Additional Information

Most boards and executives are currently flying blind when it comes to cyber risk. They are guessing. At Safe, we've built an AI-driven engine that finally gives the C-Suite a clear, quantified, and real-time view of their security posture. We don't just provide data; we provide certainty . We are a $170M Series C-funded category leader. We don't play in the mid-market; we operate at the highest levels of global enterprise. Today, we are proud to serve 10% of the Fortune 500 , protecting global icons such as Apple, Netflix, AT&T, Verizon, and Victoria's Secret . As we scale toward our next chapter, we are looking for high-performers who want to do the best work of their careers at the intersection of AI and Cybersecurity. The Culture Memo: Our Operating System Safe is not a typical corporate environment. We are a high-intensity, mission-driven team. We value builders who want to define a category and work alongside people who are equally committed to excellence. Extreme Ownership: We don't do "not my job." We hire people who see a gap and own the solution from start to finish. The Elite Standard: We serve the most sophisticated companies on the planet. Our work must be bulletproof. Whether it's a line of code or a sales deck, we aim for Tier-1 quality every time. Methodology & Rigor: We don't wing it. From Force Management and MEDDICC in sales to data-driven sprints in engineering, we rely on proven frameworks to stay disciplined and predictable. Radical Candor: We move too fast for politics or sugar-coating. We value direct, honest feedback that helps us find the right answer quickly. The Series C Hustle: We have the stability of a well-funded leader but the heart of a startup. The Perks & Ownership: We want our team to feel like owners because they are owners. We trust our people to manage their results and their time. Meaningful Equity: Every "Safestar" is a shareholder. You aren't just an employee; you are a partner in our success. Unlimited Leaves: We don't believe in clock-watching. We offer unlimited leave because we trust you to take the time you need to recharge while staying committed to the mission. Comprehensive Benefits: We provide top-tier medical insurance and wellness benefits to ensure you and your family are well cared for. Career Trajectory: We are growing aggressively. For high-performers, the path for advancement moves at the speed of your ambition. You are the technical lead on CTEM deals, from the first discovery call through a closed proof of value. You work between the customer's vulnerability management team, their CISO, and our account executives. Your job is to prove, in the customer's own data, that SAFE finds the exposures that matter and gets them fixed faster than what they run today. You start as the CTEM expert on the team. Over your first year, you learn TPRM and CRQ so you can carry any SAFE deal. Reports to: VP, Global Pre-Sales Level: Solution Architect or Senior Solution Architect, set by experience Location: Remote, North America What you will do: Run technical discovery. Map the customer's scanners, asset inventory, ticketing, and remediation workflow, then find where it breaks. Deliver demos built for the buyer. Show their problem solved in their terms—no feature tours. Own proofs of value. Write success criteria with the customer, connect their tools, and deliver measurable results on a deadline. Win the technical argument. Position SAFE against legacy vulnerability management and other exposure management platforms, using facts and the customer's own data. Speak to both rooms. Explain exploitability and remediation to engineers, then explain the same exposure in business and financial terms to a CISO. Know your deals. Keep stage, blockers, and next steps current in our CRM and presales systems so the forecast holds. Make the product better. Bring product what customers ask for, where we win, and where we have gaps. Build what the team reuses. Demo environments, POV playbooks, and competitive notes. What you bring: 3+ years hands-on in vulnerability management or exposure management, as a practitioner or as a presales engineer selling it Working knowledge of the stack: scanners such as Tenable, Qualys, and Rapid7, cloud and application security findings, EDR, CMDB, and ITSM tools such as ServiceNow and Jira Fluency in prioritization: CVSS, EPSS, CISA KEV, asset criticality, exploitability, and compensating controls, plus an opinion on where each falls short Understanding of the five CTEM phases: scoping, discovery, prioritization, validation, and mobilization Comfort with APIs and messy data. You can read API docs, troubleshoot an integration, and make sense of a raw export Clear communication. You can make a point to a CISO in two minutes and defend it with an engineer for twenty Hunger to learn. You pick up new domains fast, on your own, and you use AI tools every day Speed and ownership. You are comfortable with change, short timelines, and work that has no playbook yet Coachability. You want direct feedback, and you act on it Nice to have: Experience running POVs or POCs with enterprise accounts Exposure to cyber risk quantification, FAIR, or third-party risk Scripting in Python or SQL Background in penetration testing, red team, threat intelligence, or incident response Experience presenting to CISOs or executive audiences Your first 90 days: By day 30: You know the platform and its integrations. You have shadowed live deals and passed your CTEM demo in front of the SA team. By day 60: You lead CTEM discovery and demos with your account executives and co-run your first POV. By day 90: You own CTEM POVs end to end and have started on TPRM. Why this job: You shape a category. Exposure management is still being defined. Your deals and your feedback decide how SAFE wins it. You get range. You start in CTEM and add TPRM and CRQ, which few presales roles in security offer. You get coached. Practitioners get a structured path into presales. Experienced SEs get more scope and direct access to product and leadership. You work with agentic AI in production, in front of enterprise security teams, every week. Compensation Additional Information If you're passionate about cyber risk, thrive in a fast-paced environment, and want to be part of a team that's redefining security, we want to hear from you!

About Juniper Square Private markets are one of the largest, most complex, and most underserved corners of global finance. Our mission at Juniper Square is to unlock their full potential. We're the Operations Partner trusted by 2,300+ GPs, unifying technology, data, and fund administration services into a single platform that helps GPs move faster, make better decisions, and scale with precision. With $300B+ under administration and 700,000+ LPs on platform, we've built the scale to match our ambition. And with JunieAI, our purpose-built AI platform, we're reimagining how private markets operate, embedding intelligence across every workflow. Founder-led since 2014, backed by $350M+ in funding, and now 1,000+ employees strong, we're building a company designed to shape the future of private markets for decades to come. Our culture is built for people who want to do ambitious, meaningful work alongside exceptionally talented teammates. We think like owners, move with urgency, and take pride in solving hard problems that truly matter to our customers and the future of private markets. We believe the best ideas come from open debate, deep collaboration, and diverse perspectives, which is why we believe transparency is the default and feedback makes us stronger. If you're energized by high standards, rapid growth, and the opportunity to help define a category at a pivotal moment, come join us! Juniper Square offers employees a variety of ways to work, ranging from a fully remote experience to working full-time in one of our physical offices. We invest heavily in digital-first operations, allowing our teams to collaborate effectively across 27 U.S. states, 2 Canadian Provinces, India, Luxembourg, and England. We also have physical offices in San Francisco, New York City, Mumbai and Bangalore for employees who prefer to work in an office some or all of the time. About your role As a Senior Program Manager, PMO, you will own program management for Juniper Square's most complex, cross-functional software initiatives, driving execution from planning through release while acting as a senior voice inside our Program Management Office (PMO). You will partner closely with engineering, product, design, QA, platform, and operations leadership to build program plans, resolve dependencies, and keep delivery on track against customer commitments. You will act as a bridge between engineering, product management, and other cross-functional partners, translating ambiguous, high-stakes problems into a program plan that accounts for internal and external dependencies. Beyond your own programs, you will help set the standard for how the PMO runs: contributing to governance, process standardization, metrics, and, critically, how the team uses AI. This role carries a heavy AI focus. You are expected to operate at the Workflow Orchestrator level on Juniper Square's AI fluency ladder. That means you do not just use AI tools yourself; you design and deploy multi-step workflows that span multiple tools or data sources and replace manual coordination, and you build the reusable systems (prompt libraries, Cowork skills and plugins, scripted Jira/Confluence data extraction) that other program and technical program managers across the org rely on. You will be looked to as the AI thought leader for the PMO organization, actively raising the AI fluency floor for the team. What you'll do Own program management for Juniper Square's most complex, multi-team software initiatives, partnering with engineering, product, design, QA, platform, and operations to build program plans, resolve cross-functional dependencies, and drive execution through every stage of the software development lifecycle. Act as a senior bridge between engineering and product management, translating ambiguous, cross-functional problems into a concrete program plan with clear milestones, owners, and dependencies, including with third-party teams where relevant. Establish and evolve the execution framework (agile/scrum ceremonies, artifacts, governance cadence) for your programs, and contribute those improvements back into PMO-wide standards and processes. Provide regular, senior-leadership-ready status reporting; proactively identify, monitor, and mitigate risk; apply change management discipline when scope or timelines shift. Contribute to PMO governance, including metrics definitions, process standardization, and adherence tracking, across the broader program management team. Design and deploy multi-step, AI-powered workflows, such as Cowork skills and plugins and scripted Jira/Confluence extraction and analysis, that replace manual PMO coordination, built as systems other PMs and TPMs can reuse rather than one-off personal shortcuts. Maintain a working library of reusable prompts, templates, and automations for high-frequency PMO work (status reporting, metrics dashboards, roadmap artifacts) and proactively share them across the team. Serve as an AI thought leader for the PMO org: define what "good" looks like before automating a workflow, build in validation steps, and own the accuracy of anything you ship. You can delegate the work, never the accountability. Mentor and coach TPMs and PMs on day-to-day program management practice, PMO goals, and their own AI fluency; contribute to roadmap planning and help anticipate delivery challenges across the organization. Ensure program documentation, status reporting, and delivery metrics are maintained on a regular, reliable cadence. Qualifications Bachelor's degree in Computer Science or equivalent practical experience. 15+ years of total industry experience, including 8+ years of technical program management on complex, large programs spanning multiple cross-functional teams. Deep understanding of the product development lifecycle and technical program management at scale, with a track record of driving programs from concept through release across multiple teams. Demonstrated AI fluency at the Workflow Orchestrator level: you have designed and deployed at least one multi-step AI or Cowork workflow spanning multiple tools or data sources, with a measurable time or quality improvement you can speak to specifically. Not just personal, ad hoc prompting. Comfortable maintaining a working library of reusable prompts, skills, or workflow templates, and configuring Cowork skills, connectors, and plugins without needing engineering support. Hands-on experience automating program-management workflows with AI, for example scripting or using AI tools to extract and analyze data from Jira and Confluence, generate status reports, or build reusable prompt libraries and templates that others rely on. Comfort defining quality criteria before deploying AI-assisted workflows, validating outputs, and owning the accuracy of anything you automate. Experience with project management tooling (Atlassian suite, Microsoft Project, Smartsheet, or equivalent) and Agile/Scrum; working familiarity with SAFe. Experience partnering cross-functionally with product management, design and UX, customer success, customer support, and other functions such as sales, marketing, and legal as needed. Experience with program and project governance: budgeting, vendor management, compliance, and metrics. Professional credentials (PMI PMP, ACP, CSM) a plus. Experience with fintech platforms, cloud platforms (AWS), Docker, and Kubernetes a plus. Self-driven and adaptable, comfortable mentoring peers, and flexible working with counterparts across geographies and time zones. Compensation Compensation for this position includes a base salary and equity, and a variety of benefits. The U.S. base salary range for this role is $150,000 to $190,000 USD. The Canadian base salary range for this role is $120,000 to $150,000 CAD. Actual base salaries will be based on candidate-specific factors, including experience, skillset, and location, and local minimum pay requirements as applicable. Benefits include: Health, dental, and vision care for you and your family Life insurance Mental wellness coverage Fertility and growing family support Flex Time Off in addition to company-paid holidays Paid family leave, medical leave, and bereavement leave policies Retirement saving plans Allowance to customize your work and technology setup at home Annual professional development stipend Your recruiter can provide additional details about compensation and benefits. #LI-Remote #LI-NY1

Build a Safer World. TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure. The Sales Enablement Manager for Onchain Compliance equips TRM's go-to-market team to sell compliance solutions with consistency and credibility in a fast-moving regulatory market. You will design and continuously improve the onboarding, training, certification, and coaching that shorten time to productivity for the field, and you will run enablement as an AI-first system so a small team can scale as TRM's products and processes change. This role sits at the center of TRM's GTM engine, partnering closely with Sales Leadership, PMM, Product, and Deployment. The impact you will have: Shorten time-to-ramped-productivity for the Onchain Compliance GTM team by owning segment-specific onboarding built as an AI-first system, using AI to turn a product spec into a full enablement package, including a knowledge check, in a single working session. Keep the field credible the moment the market moves by building training, roleplays, and talk tracks from real call and deal data with AI, so the team can speak to new capabilities and regulatory events fast. Raise win rates by running ongoing training and certification across discovery, product mastery, objection handling, competitive positioning, and compliance fundamentals, with AI-generated roleplays and call analysis pinpointing where each person needs practice. Help managers develop their teams by delivering AI-driven personalized development paths for each GTM team member and surfacing the coaching signals that matter most. Protect the field from risk by building AI quality checks so nothing inaccurate on compliance or regulation reaches a customer conversation. Scale a small team's reach by building and shipping your own agents and automations without waiting on RevOps or engineering, automating last quarter's manual work every quarter. What we're looking for: Demonstrated AI fluency: you have redesigned your own workflows around AI tools and can build and ship agents and automations, going from spec to a finished enablement asset, including a knowledge check, in one working session. Experience building and delivering onboarding, training, and certification programs for sales or customer-facing teams, using AI to produce and personalize content at scale. Able to learn complex topics quickly and turn them into simple, practical resources, using AI to accelerate research, drafting, and call analysis. Hands-on with sales and enablement tools, and quick to adopt, optimize, and automate new systems with AI. Comfortable building AI quality checks and roleplays from real call and deal data so content stays accurate and practice is realistic. 3-5+ years in sales enablement, sales training, sales operations, or a related GTM function (high-growth SaaS, fintech, crypto, or cybersecurity), with working knowledge of crypto compliance, AML/CFT, or financial-crime risk and credibility with compliance buyers. About the Team: You will join TRM's GTM Enablement team within Sales, focused on the Onchain Compliance segment. Small, high-leverage team where enablement runs as an AI-first system and one person's programs reach the whole field. The work is intellectually demanding: you translate fast-changing product capabilities and compliance topics such as transaction monitoring, wallet screening, and sanctions exposure into clear, practical guidance the field can use immediately. Distributed, not distant: async collaboration through Slack, Notion, and shared documentation, with recurring cross-functional meetings. Team Operating Rhythms: Primary overlap: at least 4 hours of daily overlap with US Eastern business hours Slack-first, async communication (text, voice notes, and video messages), plus recurring cross-functional syncs. Weekly 1:1s and team syncs; a few in-person gatherings per year for planning and connection. Distributed, not distant, across global time zones. On-Call Responsibilities: No on call responsibilities. Travel Requirements: Schedule: Occasional travel for team gatherings, GTM kickoffs, or in-person training. Frequency: Low; a few times per year. Onsite Requirements: Schedule: None Learn about TRM Speed in this position: Launch-ready in one sprint: when Product kicks off a 2-week feature sprint, ship the full enablement package in parallel (positioning, training, a knowledge check, and adoption measurement) so the field is enabled and certified before the feature flag goes live. Field-ready in 48 to 72 hours: when a new enforcement action or regulatory change drops, deliver updated messaging, a field brief, and a 15-minute manager roll-out guide within 48 to 72 hours so the team can speak with credibility immediately. Targeted fix in 10 days: after spotting a pattern of weak discovery with compliance buyers, design and deliver a micro-training (framework, examples, practice reps) within 10 days with 80%+ participation. Application Instructions If you're interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team. Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your skills and qualifications for the role. If you send your resume directly to someone at TRM, we can't guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure your application will be considered. Interviewing with TRM Our process is designed to understand how you think, solve problems, and deliver impact, while allowing you to evaluate TRM. Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview. Recruiter Intro: Qualifications, motivations, and alignment with the role. Hiring Manager: Deep dive into your relevant experience, skills, and impact. First Round: 1–2 interviews focused on the skills most critical to the role. Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM. References: Former colleagues who can provide insight into your work and impact. Offer: Congrats! Your recruiter will present the offer and compensation details. Welcome to TRM: We're excited to build a safer world with you! Your recruiter will share your specific interview plan and preparation guidance along the way. AI Fluency at TRM AI fluency is a baseline expectation at TRM. We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks. At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to: Accelerate repeatable workflows Structure and solve problems Improve output quality Increase speed and leverage You will be evaluated on applied AI fluency during the interview process. Life at TRM We are building a safer world. That promise shows up in how we work every day. TRM moves FAST. We are a high-velocity, high-ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days. Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving. At TRM, you should expect: Priorities and targets to change quickly Operating with a high degree of ambiguity A high level of personal ownership and accountability Close collaboration across teams and functions Frequent, high-touch communication Creative problem-solving and out-of-the-box thinking A pace that rewards urgency, adaptability, and outcomes This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires thriving in ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment. We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure-test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Leadership Principles We hire and grow against three leadership principles. They're the standards for how we operate, treat each other, and make decisions. Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly. Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday. Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger. Join our Mission At TRM, we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you're excited by TRM's mission but don't check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast. TRM is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore. Privacy Policy and Additional Information By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy . We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM. Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law. If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at privacy@trmlabs.com . To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form . No response will be provided to inquiries unrelated to job posting compliance. The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form . Recruitment agencies TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement.

Build a Safer World. TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure. Team & position summary We are looking for a Software Engineer, API Integrations to join TRM's AI Engineering team, focused on building the third-party integrations and scalable integration platform that power our AI-native products. You will design and ship reliable connectors, APIs, services, and integration infrastructure that allow TRM's AI systems to access external data sources safely, quickly, and at scale. In this role, you will work closely with engineers, product managers, data teams, and internal users to turn integration needs into production-grade systems. You will help improve the speed, quality, and reliability of how TRM connects to external intelligence sources, ultimately supporting our mission to build a safer financial system for the world. The impact you will have: Design, build, and maintain third-party API integrations that power TRM's Agentic products and workflows. Develop scalable integration infrastructure, shared services, and internal tooling that make it faster and safer to add new data sources. Build reliable APIs, backend services, and data pipelines that support high-volume, mission-critical product experiences. Collaborate with product, engineering, data, and internal stakeholders to translate integration needs into clear technical roadmaps and measurable outcomes. Improve the quality, observability, reliability, and maintainability of TRM's integration platform as usage grows across the business. What we're looking for: Experience designing and building scalable backend systems, APIs, web services, and production software. Strong understanding of third-party API integration patterns, including authentication, rate limits, retries, error handling, data normalization, and monitoring. Experience with storage systems such as relational databases, analytical databases, queues, caches, or event-driven architectures. Ability to work through ambiguity, structure complex problems, and identify the highest-impact technical priorities. Strong ownership mindset and comfort driving projects from vague requirements through production launch and iteration. Ability to communicate complex technical ideas clearly to both technical and non-technical stakeholders. Experience working collaboratively in a cross-functional environment with product, design, data, infrastructure, and customer-facing teams. Experience with OSINT data sources a plus Experience with AI Production Systems a plus About the Team: The AI Engineering team builds the systems, workflows, and infrastructure behind TRM's AI-native products. This role sits on the team focused on third-party integrations and the scalable platform that enables TRM to connect to external data sources quickly, reliably, and securely. The team operates on a weekly sprint schedule. Engineers are expected to lead projects as technical anchors and are given opportunities to grow ownership according to their level and goals. We work closely with product, design, data platform, infrastructure, and customer-facing teams to deliver capabilities that directly impact customers and internal users. The team's culture is built on psychological safety, high ownership, trust, accountability, and a bias toward shipping useful systems quickly. The team's timezone is a mix of EST and PST, with at least 6 hours of overlap with PST, generally from 8 am to 2 pm PST. On-call: We have an on-call rotation that is approximately one week long and occurs once every 4–6 weeks. On-call work includes responding to PagerDuty alerts that warrant immediate attention and triaging customer or internal support requests from designated Slack channels. Learn about TRM Speed in this position: The team is often tasked with delivering critical integration work on tight timelines. In one example, a project initially estimated to take two months was delivered in two weeks by ruthlessly prioritizing, bringing in the right implementation support, and partnering with product to descope the first milestone while preserving immediate customer value. The project was able to deliver value quickly in sales conversations while the team continued to iterate on future milestones. Engineers at TRM are empowered to drive decision-making across product, design, and technical implementation. Rather than waiting days for alignment, engineers are expected to analyze tradeoffs, propose solutions, and move discussions toward clear decisions. The following represents the expected range of compensation for this role: Individual pay is determined by skills, qualifications, experience, and location. The compensation details listed in this posting reflect the US base salary only. Additionally, this role may be eligible to participate in TRM's equity plan. Please note – we factor in the different costs for geographies outside the United States. TRM has a large group of internal power users who provide fast product feedback. When engineers identify a clear pain point from this group, they are empowered to ship targeted improvements directly to beta users without multiple layers of approval. In this role, speed means building integrations that are useful quickly, then hardening them into scalable, observable, and reusable platform capabilities as usage grows. Application Instructions If you're interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team. Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your skills and qualifications for the role. If you send your resume directly to someone at TRM, we can't guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure your application will be considered. Interviewing with TRM Our process is designed to understand how you think, solve problems, and deliver impact, while allowing you to evaluate TRM. Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview. Recruiter Intro: Qualifications, motivations, and alignment with the role. Hiring Manager: Deep dive into your relevant experience, skills, and impact. First Round: 1–2 interviews focused on the skills most critical to the role. Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM. References: Former colleagues who can provide insight into your work and impact. Offer: Congrats! Your recruiter will present the offer and compensation details. Welcome to TRM: We're excited to build a safer world with you! Your recruiter will share your specific interview plan and preparation guidance along the way. AI Fluency at TRM AI fluency is a baseline expectation at TRM. We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks. At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to: Accelerate repeatable workflows Structure and solve problems Improve output quality Increase speed and leverage You will be evaluated on applied AI fluency during the interview process. Life at TRM We are building a safer world. That promise shows up in how we work every day. TRM moves FAST. We are a high-velocity, high-ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days. Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving. At TRM, you should expect: Priorities and targets to change quickly Operating with a high degree of ambiguity A high level of personal ownership and accountability Close collaboration across teams and functions Frequent, high-touch communication Creative problem-solving and out-of-the-box thinking A pace that rewards urgency, adaptability, and outcomes This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires thriving in ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment. We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure-test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Leadership Principles We hire and grow against three leadership principles. They're the standards for how we operate, treat each other, and make decisions. Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly. Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday. Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a one‑team mindset — giving and receiving feedback to make the team stronger. Join our Mission At TRM, we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you're excited by TRM's mission but don't check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast. TRM is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore. Privacy Policy and Additional Information By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy . We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM. Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law. If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at privacy@trmlabs.com . To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form . No response will be provided to inquiries unrelated to job posting compliance. The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form . Recruitment agencies TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement.

About Toptal Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and team members based around the globe , Toptal is the world's largest fully remote workforce . We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold. Job Summary: As an Enterprise Sales Executive at Toptal, you will be a key driver of growth within our AI Solutions business. In this role, you will identify, develop, and close opportunities with enterprise clients by helping them solve complex business challenges through forward-deployed AI solutions, AI software and platforms, AI services, and AI-enabled transformation. You will develop tailored solutions that help clients move from AI strategy and experimentation into production, combining Toptal's capabilities across AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to achieve measurable business outcomes. This role is designed for true hunters who thrive in a high-performance, client-facing environment. It is ideal for individuals who have successfully sold enterprise AI solutions and are passionate about building a book of business from the ground up, forging executive relationships, and creating long-term client value. Success in this role is measured by your ability to convert new enterprise relationships into durable revenue and establish Toptal as a core AI services provider embedded in your clients' most critical initiatives. Enterprise AI has shifted rapidly from experimentation to execution. Companies are investing in models, agents, AI platforms, data infrastructure, and AI-enabled applications, but many are struggling to translate those investments into production systems and measurable business outcomes. The challenge is no longer simply selecting an AI model or platform. Enterprises must identify the right workflows, connect AI to their proprietary data and knowledge, integrate existing systems, build and deploy agents and applications, establish evaluation and control frameworks, drive adoption, and continuously operate and improve AI in production. Toptal brings together world-class AI and domain talent, forward-deployed solution delivery, AI platforms and capabilities, strategic technology partners, expert-in-the-loop operations, and managed services to help enterprises move from AI promise to production. This role exists to convert that market opportunity into new enterprise relationships and position Toptal as a strategic partner for companies deploying AI across their organizations. This is a remote position with significant client-facing fieldwork across the US. Applicants who reside within commutable distance of a major metropolitan area are strongly preferred. 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. You will be responsible for building a targeted portfolio of accounts via identifying, prioritizing, and developing your own book of business rather than inheriting an existing one. Once you have signed net new customers, you will partner with Client Partners to deepen and expand those strategic relationships over time. Net new accounts may begin with a specific AI initiative, workflow, platform implementation, or business problem requiring a disciplined approach to defining the opportunity and matching the right Toptal capabilities to the client's needs. As relationships mature, accounts become more complex, with deeper engagement across multiple business units, workflows, technology platforms, and senior executive relationships. These accounts demand a highly consultative, strategic approach that includes navigating cross-functional priorities, understanding the client's AI and technology environment, aligning solutions to evolving business objectives, and demonstrating credibility at the C-suite level. Success will require the ability to adapt your engagement style to the maturity and complexity of each account while consistently driving measurable client value and long-term growth. Own and build a portfolio of enterprise AI accounts, with direct accountability for new logo acquisition, revenue growth, and client outcomes. Prospect, pitch, negotiate, and close new opportunities in close partnership with our Sales Development Representatives (SDRs), while expanding the relationships you establish. Define and execute account strategy, including opportunity creation, pipeline development, and multi-year growth planning. Lead AI solution development and deal execution in partnership with AI Services leadership, Industry GMs, Practice Leaders, Pursuits, Partnerships, and Delivery teams. Partner with Client Partners to drive coordinated account expansion and maximize total account value as accounts mature. Shape AI solutions that apply Toptal's capabilities across AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to clients' most important business and operating challenges. Maintain disciplined pipeline and account intelligence to support accurate forecasting and informed decision-making. Lead strategic conversations with prospective and existing clients, while exercising discretion and independent judgment. In the first week, expect to: Onboard with Toptal and meet your TopPal. Learn the core of Toptal's model, our value proposition, and our deep capabilities. Familiarize yourself with the tools and resources needed to be successful. Dive into our sales methods, our selling processes, and playbooks. Become familiar with our contracting and legal methodologies, templates, tools, and processes. In the first month, expect to: Meet key Toptal stakeholders who will support your success and the success of the overall team. Learn about the Toptal AI Go-To-Market Strategy, our key sales plays, solution portfolio, partner ecosystem, and client engagement model. Work with AI Services leadership to establish a portfolio strategy and build account plans. Shadow key calls and client meetings. Begin to meet with clients, leveraging your existing enterprise AI network and relationships, to articulate Toptal's capabilities and identify where we can help organizations move AI into production. Begin prospecting and actively engaging target accounts within your portfolio. Meet with SDRs, Client Partners, and cross-functional team members to align on joint account strategies. Collaborate with Pursuits and Delivery teams to understand how we design AI engagements. In the first three months, expect to: Exercise discretion and independent judgment in the negotiation of contracts, work collaboratively with clients, and help them engage with Toptal's AI capabilities and specialists. Begin shaping AI solutions that resonate with your target accounts, including forward-deployed AI solutions, Outcome Agents, agentic workflows, enterprise data and knowledge solutions, AI platforms, and managed AI services, demonstrating your comfort and ability in working with ambiguity and directly innovating alongside your clients. Establish credibility with client stakeholders through informed, consultative engagement tied to their AI priorities, business workflows, existing technology investments, and desired outcomes. Own your pipeline and forecast with confidence. Develop proposals and close your first set of deals. Actively contribute to team rituals, best practice sharing, and win/loss reviews. In the first six months, expect to: Have an initial base of active clients while continuing to build your overall portfolio. Expand your buyer network and deepen executive engagement across your accounts. Drive net new opportunities by introducing additional AI capabilities, platforms, solutions, partners, and managed services and displacing incumbent providers. Shape and influence client priorities, aligning Toptal's AI solutions to critical business objectives and measurable, validated outcomes. Execute against a defined growth plan tied to measurable outcomes. In the first year, expect to: Have built a list of incredible client accounts, advising them on how to utilize Toptal's AI capabilities to address their priorities and key business challenges. Establish and expand a strong executive network across your portfolio, building a foundation of advocates and sponsors. Begin to mentor new members of the team, teaching them about Toptal, our AI model, and how to successfully grow their territory. Be recognized for your subject matter expertise in enterprise AI solutions, leveraging your existing network and relationships as well as your proven consultative selling skills to drive meaningful results for your clients and the overall AI Services team. Qualifications and Job Requirements: Bachelor's degree is required. 7-10+ years of experience in enterprise technology, AI software, professional services, or consulting sales, with a strong foundation in enterprise account development and complex solution selling. Direct experience selling enterprise AI solutions is required, ideally including forward-deployed AI solutions, AI software or platforms, AI consulting and professional services, or managed AI services. Extensive experience in consultative customer engagement and selling service-oriented, technology-enabled, or outcome-based solutions to enterprise clients. Demonstrated success building a book of business from the ground up, i.e. self-sourcing, prospecting, and developing new enterprise relationships rather than relying on an inherited portfolio. Proven track record managing a $5M+ annualized gross portfolio and closing $250K-$1M+ complex, multi-phase deals with enterprise clients with $2B+ in annual revenue. Must be comfortable engaging C-level executives on how AI is changing their business, technology environment, operating model, workforce, and competitive landscape. A well-rounded understanding of enterprise AI challenges and trends, including generative AI, agentic AI, AI applications and platforms, enterprise data and knowledge, models, workflow automation, governance, evaluation, controls, and managed AI operations. Ability to have informed discussions about how AI moves from strategy and experimentation into real enterprise workflows and production environments, including the importance of context, data, integration, validation, governance, adoption, and ongoing operations. Experience selling solutions involving leading AI, cloud, data, or enterprise technology platforms, and the ability to work in a platform-flexible environment across client technology ecosystems. Exposure to hybrid talent models, forward-deployed delivery models, or alternative consulting delivery models. Ability to build and execute account plans that lead to consistent portfolio growth and a healthy pipeline. Proven success in collaborative prospecting, running virtual and on-site sales calls, and leading sales pursuits backed by a multidisciplinary team. Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts. Ability to partner effectively across multiple internal teams to shape innovative solutions that drive client success. Willingness and ability to travel to client sites, conferences, and team events (up to 25%). Passion for solving client problems with creativity and urgency. Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location. Outstanding written and verbal communication skills. 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

Discord has a highly engaged community of millions of daily active users who use the platform for many different reasons, but there's one thing that nearly everyone does: play video games. Discord plays a uniquely important role in the future of gaming, and we are focused on making it easier and more fun for people to hang out before, during, and after playing games. We are seeking a QA/DevOps Engineer to join Discord's Business Systems team. In this role, you will own automated test suite development and maintenance across Oracle ERP Cloud (Fusion) and Salesforce, with a focus on Tosca-based regression and progression testing. You will embed automated testing into CI/CD pipelines and partner closely with ERP Functional, Technical, and DevOps teams to ensure every release is tested consistently and defects are caught early. What you'll be doing Run Oracle ERP Cloud and Salesforce QA automation suites for all quarterly patch upgrades end-to-end. Review new Oracle and SFDC release features and recommend improvements to existing testing processes. Build and improve regression and progression test automation in the Tosca environment for Oracle Fusion and Salesforce. Create, maintain, and update Tosca scripts to reflect system and process changes across GL, AP, AR, and FAH modules. Lead feature enhancement reviews as part of quarterly patch assessment cycles and new enhancement projects. Integrate automated test suites into CI/CD pipelines; trigger regression suites automatically on every release candidate build. Maintain test infrastructure and environments in collaboration with DevOps and ERP Technical teams. Document test coverage, defect trends, and release readiness in Jira and shared reporting dashboards. Automation Use Cases FAH Process Automation: Auto-test Financial Accounting Hub on each new sales item addition to eliminate manual unit testing. AR Regression Suite: Automated flows for invoicing, receipts, and customer setup across every release. AP Regression Suite: Payment runs, supplier invoices, holds, and approvals tested automatically on each patch cycle. Salesforce Tosca Automation: Develop, maintain, and expand automated SFDC test suites in Tosca, integrated with release pipelines. What you should have 3-5+ years of QA automation experience. Hands-on Tosca experience for regression and progression test suite development and maintenance. Experience executing and maintaining automated test cycles for quarterly Oracle patch upgrades. Familiarity with Oracle ERP Cloud and SFDC release feature review and technical impact assessment. Experience integrating automated test suites into CI/CD pipelines (Jenkins, GitHub Actions, GitLab CI, or equivalent). Familiarity with pipeline configuration: triggering regression runs on pull requests and release candidate builds. Working knowledge of version control (Git / GitHub or GitLab): branching, pull requests, and code review workflows. Basic scripting capability in Python, Shell, or PowerShell for test utility automation and pipeline support. Understanding of containerized test environments (Docker); experience running tests in ephemeral containers is a plus. Jira for defect tracking, test coverage reporting, and sprint participation. Experience writing and maintaining test documentation: test plans, test cases, regression logs, and release readiness summaries. Ability to work cross-functionally with ERP Functional Analysts, ERP Technical Developers, and DevOps engineers. Familiarity with SOX compliance, ITGC controls, and ERP change management practices. Preferred Qualifications Oracle Fusion certification or formal training in Oracle ERP Cloud modules. Experience with SaaS QA automation in a high-growth technology company environment. Exposure to OIC (Oracle Integration Cloud) or MuleSoft integration testing. Familiarity with Salesforce test automation frameworks beyond Tosca (Selenium, Provar, or equivalent). Prior experience working with AMS or managed services vendors in an ERP context. Knowledge of Oracle quarterly release cycles and technical impact assessments. Exposure to infrastructure-as-code or environment provisioning concepts (Terraform, Ansible). This position is US-based and can be remote but if you live in the Bay Area, you're welcome to work from our beautiful SF office. The US base salary range for this full-time position is $156,000 to $175,500 + equity + benefits. Our salary ranges are determined by role and level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include equity, or benefits. Why Discord? Discord plays a uniquely important role in the future of gaming. We're a multiplatform, multigenerational and multiplayer platform that helps people deepen their friendships around games and shared interests, and helps developers build and grow their businesses. We believe games give us a way to have fun with our favorite people, whether listening to music together or grinding in competitive matches for diamond rank. Join us in our mission! Your future is just a click away! Discord is committed to inclusion and providing reasonable accommodations during the interview process. We want you to feel set up for success, so if you are in need of reasonable accommodations, please let your recruiter know. Please see our Applicant and Candidate Privacy Policy for details regarding Discord's collection and usage of personal information relating to the application and recruitment process by clicking HERE.

About ElevenLabs ElevenLabs is an AI research and product company transforming how we interact with technology. We launched in January 2023 with the first human-like AI voice model. Today, we serve millions of users and thousands of businesses - from fast-growing startups to large enterprises like Deutsche Telekom and Meta. Our investors are some of the world's most prominent, including Andreessen Horowitz, ICONIQ Growth and Sequoia. We've raised $781M in funding and our last valuation was $22B - multiples of 11, always. We have expanded from voice into three main platforms: ElevenAgents enables businesses to deliver seamless and intelligent customer experiences, with the integrations, testing, monitoring, and reliability necessary to deploy voice and chat agents at scale. ElevenCreative empowers creators and marketers to generate and edit speech, music, image, and video across 70+ languages. ElevenAPI gives developers access to our leading AI audio foundational models. Everything we do is the result of the creativity and commitment of our team - builders doing the best work of their lives. We are researchers, engineers, and operators. IOI medalists and ex-founders. If you want to work hard and create lasting positive impact, we want to hear from you. How we work High-velocity: Rapid experimentation, lean autonomous teams, and minimal bureaucracy. Impact not job titles: We don't have job titles. Instead, it's about the impact you have. No task is above or beneath you. AI first: We use AI to move faster with higher-quality results. We do this across the whole company—from engineering to growth to operations. Excellence everywhere: Everything we do should match the quality of our AI models. Global team: We prioritize your talent, not your location. What we offer Innovative culture: You'll be part of a generational opportunity to define the trajectory of AI, surrounded by a team pushing the boundaries of what's possible. Growth paths: Joining ElevenLabs means joining a dynamic team with countless opportunities to drive impact - beyond your immediate role and responsibilities. Learning & development : ElevenLabs proactively supports professional development through an annual discretionary stipend. Social travel : We also provide an annual discretionary stipend to meet up with colleagues each year, however you choose. Annual company offsite: Each year, we bring the entire team together in a new location - past offsites have included Croatia and Italy. Co-working : If you're not located near one of our main hubs, we offer a monthly co-working stipend. About the Role As the Account Management Lead you'll lead a team of experienced Account Managers across the Western Europe region. You'll balance people leadership, strategic direction, and hands-on customer impact - driving excellence in post-sales outcomes and ensuring your team consistently delivers measurable value to customers and the business. You will: Lead, coach, and develop a high-performing AM team, owning team and regional NRR performance, customer retention, and expansion goals. Act as a player-coach: directly manage priority accounts, join key customer conversations, and model best-in-class success practices. Lead by example in complex post-sales and renewal cycles, unblocking issues, driving adoption, and identifying expansion opportunities. Set strategic direction for the team, aligning account manager initiatives with company goals and market trends. Monitor and optimize delivery quality across all accounts, ensuring consistency, excellence, and predictability in customer outcomes, implementing scalable processes that improve accuracy, visibility, and operational efficiency. Design and implement repeatable playbooks for renewals, upsells, and adoption; automate workflows and tools to scale team impact. Own the ongoing development and optimization of best practices for Commercial and Scale playbooks, ensuring consistent execution, measurable impact, and continuous refinement as the business evolves. Build and maintain executive-level relationships across priority accounts, serving as a strategic advisor and customer advocate in internal and external forums. Represent the voice of the customer in leadership discussions, influencing roadmap, operations, and revenue strategies. Partner with Europe GTM & cross functional leadership to align organizational objectives, drive cross-functional initiatives, and ensure cohesive execution across customer success, sales, and operations teams. Requirements • 10+ years of experience in account management or post-sales roles within SaaS, ideally some of this within Western Europe accounts. • Demonstrated technical acumen with the ability to upskill and enable the team — fostering confidence in navigating product capabilities, integrations, and data insights to strengthen customer outcomes. • 5+ years of direct people leadership experience — managing AMs, driving team quota, and developing talent through coaching and enablement. Passion for developing people and building a high-performance, feedback-driven culture grounded in accountability, learning, and customer impact. • Strong player-coach mindset: comfortable managing key accounts directly while leading others to excel in their own portfolios. • Demonstrated success in exceeding renewal, expansion, and NRR goals through effective customer engagement and strategic account management. • Expertise in CS methodologies and best practices (e.g. success planning, adoption frameworks, ROI storytelling, executive alignment). • Strong analytical and operational skills: adept at using data to identify performance trends, optimise workflows, and forecast outcomes. • Strong builder mindset - you thrive in building from scratch, redefining processes and playbooks, and operating with an AI-first mindset • Bonus: Hands-on with tools (Salesforce, Gong, Sigma, Pylon) and capable of improving data quality, visibility, and usage insights across the team. • Proficiency in German or French is required. This role is remote-first, so it can be executed from anywhere within Europe. If you prefer, you can work from our offices in London, Dublin or Paris. We are an equal opportunity employer and do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability or other legally protected statuses.