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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 Role You will expand TRM's strategic access across the Australia & New Zealand public sector ecosystem. This is a senior individual contributor role , designed for someone who already has deep credibility and trusted relationships across government, regulatory bodies, law enforcement, national security, financial intelligence, or public-sector practitioner communities in Australia & New Zealand. You are not being hired to build a network from scratch. You are being hired to activate a network you have already earned. This is not a traditional closing-quota sales role. Your mandate is to open senior-level conversations, multi-thread strategic public-sector accounts, create qualified opportunities, and help TRM become part of the most important conversations happening across European agencies and regulatory institutions. What You'll Do Open senior-level access across Australia & New Zealand public-sector accounts by activating a network you have already built. Build multi-threaded relationships across agencies, regulators, law enforcement, financial intelligence units, and practitioner communities. Help TRM earn a seat in the most important public-sector conversations across Australia & New Zealand, including financial crime, illicit finance, crypto investigations, blockchain intelligence, sanctions, fraud, asset recovery, digital assets, and emerging regulatory priorities. Identify and pursue high-value opportunities with government agencies, regulators, and other public-sector institutions. Represent TRM externally at conferences, government forums, practitioner events, and industry convenings, turning public presence and private conversations into qualified opportunities. Partner with Sales, Product, Marketing, and Policy to convert strategic access into qualified pipeline, customer opportunities, product signal, and durable market advantage. Turn market, technology, and regulatory shifts into an early-warning system for TRM, helping the company spot opportunities and risks before competitors do. Close the loop between field signal and internal strategy by feeding practitioner insight, agency priorities, procurement dynamics, objections, and regional market intelligence back into TRM's product and go-to-market teams. What We're Looking For Established network across Australia & New Zealand government, regulatory bodies, or public-sector practitioner circles Comfortable as a public voice for TRM: conferences, panels, government forums Experience translating relationships into concrete opportunities, not just warm intros Already uses AI for research, prospecting, and pipeline management, with a concrete example to point to Hard Requirements Based remotely within Australia & New Zealand Willing to travel 30-40% Existing relationships in Australia & New Zealand public sector / government space 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 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 you're considered. What to Expect From Our Interview Process Our process is designed to understand how you think, solve problems, and deliver impact, while giving you the opportunity to evaluate TRM. Most interview processes include a case study, AI skills assessment, and Leadership Principles interview. Recruiter Intro: Explore your experience, motivations, and alignment with the role. Hiring Manager: Dive deeper into your relevant experience, skills, and impact. First Round: Typically 1–2 interviews focused on the skills most critical to the role. Final Round: Meet some of the people you'd be working with. This is usually a panel-style session where we go deeper on your craft, problem-solving, and alignment with TRM. References: We'll speak with former colleagues who can provide perspective on your work and impact. Offer: If it's a mutual fit, your recruiter will walk you through your offer and answer your questions. Welcome to TRM: Once you sign, we'll get you ready for your first day and onboarding. Your recruiter will share your specific interview plan and preparation guidance along the way. Learn more about interviewing at TRM Life at TRM We are building a safer world. That promise shows up in how we work every day. TRM moves quickly. 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 as we experiment and iterate Work that often requires 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 comfort navigating 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. At the same time, many people find this work deeply rewarding. 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. Learn more about Interviewing at TRM 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. 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. Learn more about building tools for defenders . 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. Learn More : Company Values | Interviewing | FAQs

Hi there! Thanks for stopping by Are you actively looking for a new opportunity? Or just checking the market? Well… you might just be in the right place! We have bike enthusiasts, foodies, video game heroes, dog and cat lovers, movie buffs, musicians, and every variety of people. Lightspeed was founded on the principles of diversity and inclusion and our daily practices and interactions reflect this commitment everyday. Wherever you look, you will find a friend in Lightspeed. If you're keen to join, we're looking for an Account Executive II to join our team in Manila. We're looking for a Full Cycle Account Executive II to drive new retail business growth by managing inbound opportunities from Sales Development Representatives (SDRs) while proactively re-engaging historical leads. In this role, you'll build and manage your own pipeline, qualify prospects, conduct product demonstrations, and guide opportunities through the entire sales cycle to close. You'll play a key role in helping retailers discover the value of Lightspeed's solutions while contributing to the growth of a fast-paced company that's transforming the retail industry. What you'll be doing: Manage the full sales cycle, from qualifying and discovering customer needs through to delivering product demonstrations, negotiating solutions, and closing new business opportunities. Build and manage a healthy sales pipeline, accurately forecasting activity and revenue while maintaining up-to-date records in Salesforce and other sales tools. Consistently achieve and exceed monthly and quarterly sales targets through effective pipeline management and customer engagement. Collaborate with cross-functional teams and leadership on pricing, deal strategy, and customer acquisition initiatives. Prepare accurate sales quotes, contracts, and orders while ensuring a seamless customer experience throughout the buying journey. Gather and share market insights, customer feedback, and competitive intelligence to help inform sales strategies and business decisions. What you need to bring: We're looking for a candidate who has experience with the following: Proven experience managing the full sales cycle in a quota-carrying, new business sales role. Experience selling within industries such as SaaS, software, technology, cloud solutions, telecommunications, e-commerce, retail technology, or point-of-sale systems. Strong pipeline management and forecasting skills, with experience tracking and delivering against daily, weekly, monthly, and quarterly targets. A track record of consistently achieving or exceeding sales goals and driving measurable business results. Excellent communication, relationship-building, and presentation skills, with the ability to engage stakeholders at all levels. A proactive, growth-oriented mindset and enthusiasm for building a successful sales career at Lightspeed. Our hiring process is very straightforward. The whole process will be conducted at the comfort of your own home, through Zoom or Google Meet. No need to go through Manila's heavy traffic! Be a changemaker You'll enjoy: Genuine career growth opportunities based on performance within a company that's continuously expanding Uncapped commission Work with highly skilled people who are as passionate about sales & marketing as you are An environment that encourages initiatives and leadership Work in a team big enough for growth but lean enough to make a real impact Fun activities with your teammates & social events throughout the year Opportunity to learn, expand your skill set, forge wonderful relationships and make your mark within the diverse and inclusive Lightspeed culture, a true Canadian tech success story Plus benefits designed to keep you happy, healthy and fulfilled. Market-leading salary package Permanent work from home setup Coworking space available, if needed We follow the PH holidays! Benefits you can enjoy from day one: HMO for you and your 2 dependents (Maxicare) 15 Vacation leaves 10 Sick leaves Government Mandated Benefits Food Allowance of 1000PHP per month Work from Home Allowance of 1000PHP per month Health and wellness benefit of 7500PHP per year Free access to Mental Health support and coaching services Opportunity to grow your career in a company that values internal mobility Exciting online and in-person events hosted regularly by our Manila Culture Club Not yet convinced? For honest reviews left by real people, you can check our Glassdoor page. To know more about Lightspeed, you can check our website , LinkedIn , and Youtube pages. We're an open book! We know that people are more than what's on their CV. If you're unsure that you have the right profile for the role... hit the 'Apply' button and give it a try! We partner with Inform Group to employ our Lightspeed workforce in the Philippines. Inform Group hosts Lightspeed employees who enjoy the benefits of the Philippine labour code combined with the full career opportunities provided by Lightspeed. To all recruitment agencies: Lightspeed does not accept unsolicited agency resumes. If we have not directly engaged your company in writing to supply candidates for a specific vacancy, Lightspeed will not be responsible for any fees related to unsolicited resumes. Lightspeed is a proud equal opportunity employer and we are committed to creating an inclusive and barrier-free workplace. Lightspeed welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process. Where to from here? Obviously, this has to be mutually beneficial: we want you to step into a role you love, and we want to offer you a place you're proud to come to every day. For a glimpse into our world check out our career page here . Lightspeed is building communities through commerce, and we need people from all backgrounds and lived experiences to do that. We were founded in 2005, in Montreal's gay village and our original members were all part of the LGBTQ+ community. The ethos of our business has been about inclusion from the very beginning, and we strive to provide a workplace where everyone belongs. Who we are: Powering the businesses that are the backbone of the global economy, Lightspeed's one-stop commerce platform helps merchants innovate to simplify, scale, and provide exceptional customer experiences. Our cloud commerce solution transforms and unifies online and physical operations, multichannel sales, expansion to new locations, global payments, financial solutions, and connection to supplier networks. Founded in Montréal, Canada in 2005, Lightspeed is dual-listed on the New York Stock Exchange (NYSE: LSPD) and Toronto Stock Exchange (TSX: LSPD). With teams across North America, Europe, and Asia Pacific, the company serves retail, hospitality, and golf businesses in over 100 countries. Lightspeed handles your information in accordance with our Applicant Privacy Statement .

Company Overview Deepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are 'Powered by Deepgram', including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram's voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words. There is no organization in the world that understands voice better than Deepgram. Company Operating Rhythm At Deepgram, we expect an AI-first mindset—AI use and comfort aren't optional, they're core to how we operate, innovate, and measure performance. Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do. Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. This may not be the right role if you're not excited to experiment, adapt, think on your feet, and learn constantly, or if you're seeking something highly prescriptive with a traditional 9-to-5. NOTE: THIS IS A REMOTE ROLE THAT WILL BE BASED OUT OF SINGAPORE. THE OPPORTUNITY This is a rare chance to be one of the first people building Deepgram's business in Asia Pacific. You will help lay the foundation of how we serve customers across APAC. You will shape the playbook rather than inherit one, work directly with our lighthouse regional customers, and have visible impact on how an AI-native company scales in one of the world's most dynamic markets. If the idea of building something from the ground up energizes you, this role is for you. Our Customer Success team, known as The Heartbeat of Deepgram, sits at the intersection of customers, product, and growth. We're not here just to "manage accounts"; we make Deepgram successful in our customers' environments by combining technical expertise with commercial impact. Customer Success Engineers are hands-on partners who ensure adoption, solve complex technical challenges, and highlight opportunities for expansion. At the same time, we bring back the insights that shape Deepgram's roadmap and the internal tools we build to support customers. WHO YOU ARE You are not a traditional CSM. You're a Customer Success Engineer, someone who thrives at the intersection of APIs, customer outcomes, and business growth. You have a strong technical foundation and are comfortable running demos, guiding architecture discussions, and helping customers integrate AI-driven solutions into their workflows. You're equally skilled at reading a room, building trust with executives, and uncovering growth opportunities that come from technical adoption. You've likely been a Technical Account Manager, Sales Engineer, Implementation Engineer, or Solutions Engineer, and you're excited to bring that blended experience to help customers realize value from day one and scale it over time. As a Customer Success Engineer, you will nurture and grow relationships with strategic customers, leading initiatives that drive adoption, enablement, and measurable business outcomes. You will own the lifecycle for assigned customers from onboarding and enablement through engagement, performance analysis, and expansion. You will be pivotal in aligning customer strategies with Deepgram's roadmap and strategy, ensuring both Deepgram and our customers achieve shared success. WHAT YOU'LL DO Act as a technical expert and strategic advisor to enterprise customers, engaging directly with developers, engineers, and executives to align business goals with technical solutions. Build, nurture, and sustain customer relationships across all personas interacting with Deepgram (from developers and program managers to CIOs, CTOs, and other C-level stakeholders). Conduct regular on-site visits with customers to partner closely, work hands-on to drive adoption, and actively embed Deepgram into their workflows. Frequent travel may be required. Own and manage the full customer lifecycle: onboarding, adoption, technical enablement, expansion, and advocacy. Focus on making Deepgram successful in the customer's environment; ensuring products are integrated, enabled, and adopted effectively, applying best practices, reference architectures, and creative solutions to drive outcomes. Continuously operate in discovery mode, surfacing customer issues, deeply understanding their complexity and business impact, and translating them into actionable requirements for internal teams. Confidently run live product demos, guide architecture discussions, and troubleshoot technical issues, bridging the gap between solutions design and commercial growth. Maintain a deep understanding of Deepgram APIs, integrations, and AI/ML technologies. Leverage AI to amplify your impact; be an expert in how Customer Success can apply AI to drive customer outcomes, surface insights, and improve internal systems. Proactively identify and scope opportunities for expansion (cross-sell, upsell, multi-product adoption), partnering with Sales. Develop and execute structured customer success plans that align business outcomes with Deepgram's product capabilities. Proactively initiate and lead executive business reviews, joint planning sessions, and strategy workshops to stay ahead of risks, ensure alignment, and surface opportunities for growth. Serve as the voice of the customer internally, influencing product roadmap, GTM strategy, and even the internal tools and processes we build to support customers. Track, analyze, and report on key performance indicators (adoption, usage, health, satisfaction, expansion, and overall revenue impact). YOU'LL LOVE THIS ROLE IF YOU Thrive at the intersection of sales engineering, account management, and customer success. Have high EQ and a high learning index, you read the room, adapt your style, and quickly absorb technical and business complexity. Are a strong communicator who can keep many stakeholders aligned and focused, often through constant updates and over-communication on status and ownership. Are energized by technical problem-solving, live demos, and translating support questions into growth conversations or business outcomes. See customer health and technical adoption not as endpoints but as the fuel for revenue expansion. Value collaboration and thrive in high-growth, fast-paced environments where priorities shift quickly. Have a high degree of integrity and can work both collaboratively and independently in a remote WFH environment. Being self-directed is key to staying proactive. Enjoy leveraging data to guide decisions, uncover insights, and identify opportunities for program improvement. Are persistent, resourceful, and able to adapt your communication style to suit both technical and business audiences. Are thoughtful in your approach and constantly question the status quo. Just because we do things a certain way, doesn't mean it's the best way! IT'S IMPORTANT TO US THAT YOU HAVE 7-10+ years in Technical Account Management, Sales Engineering, and/or Enterprise Customer Success (with strong technical focus), at innovative, API-driven technology companies (developer-first, developer tools, or emerging AI/tech). A proven track record in roles that blend customer engagement with technical expertise, navigating between solution design, technical problem-solving, and commercial growth. Hands-on experience running product demos, POCs, or technical workshops with enterprise customers. Demonstrated success identifying expansions, cross-sell, and upsell opportunities in complex enterprise accounts. Strong technical aptitude: able to discuss APIs and developer workflows, and hold fluent technical conversations with engineers and architects. Experience engaging across technical teams (developers, architects, support) and executive buyers (CIO, CTO, VP Engineering, etc.). Exceptional interpersonal, communication and collaboration skills, with proven ability to influence internal and external stakeholders (including executives, technical teams, and sales). A strong sense of ownership and stewardship for your customers, and a keen focus on developing a strong personal brand. IT WOULD BE GREAT IF YOU HAD A background spanning solutions engineering or technical account management in addition to CSM responsibilities. Experience working in AI, machine learning, voice AI, cloud infrastructure, or developer-first technologies. Familiarity with automation tools, advanced analytics, and/or basic scripting that help you move faster and smarter. If you love operating where innovation and relationship management intersect, and you want to help build something from the ground up, we'd like to hear from you. BENEFITS & PERKS We offer best-in-class benefits, localized to your market. This includes comprehensive health coverage, generous paid time off, paid parental leave, meaningful learning and development support, and stipends to help you do your best work. Specific benefits are administered locally and governed by country-specific regulations. Backed by prominent investors including Y Combinator, Madrona, Tiger Global, Wing VC and NVIDIA, Deepgram has raised over $215M in total funding. If you're looking to work on cutting-edge technology and make a significant impact in the AI industry, we'd love to hear from you! Deepgram is an equal opportunity employer. We want all voices and perspectives represented in our workforce. We are a curious bunch focused on collaboration and doing the right thing. We put our customers first, grow together and move quickly. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, pregnancy, parental status, genetic information, political affiliation, or any other status protected by the laws or regulations in the locations where we operate. We are happy to provide accommodations for applicants who need them. Notice : We're aware of individuals impersonating Deepgram recruiters. All legitimate Deepgram recruiting communication comes from an @ deepgram.com email address. If you've received a message claiming to be Deepgram, please forward it to careers@deepgram.com.

Company Overview Deepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are 'Powered by Deepgram', including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram's voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words. There is no organization in the world that understands voice better than Deepgram. Company Operating Rhythm At Deepgram, we expect an AI-first mindset—AI use and comfort aren't optional, they're core to how we operate, innovate, and measure performance. Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do. Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. This may not be the right role if you're not excited to experiment, adapt, think on your feet, and learn constantly, or if you're seeking something highly prescriptive with a traditional 9-to-5. Deepgram is the Voice AI platform powering the next generation of enterprise voice agents, contact centers, and real-time speech applications. As we continue expanding globally, APAC represents one of our highest-growth strategic regions for partner-led expansion. We are hiring an APAC Partner Business Development Manager to build and scale Deepgram's partner ecosystem across ANZ, ASEAN, Japan, Korea, India, and Greater China. In this role, you will drive sell-to, sell-through, and sell-with motions alongside strategic partners including hyperscalers, ISVs, CCaaS/CX platforms, GSIs, telcos, and regional system integrators. This is a highly cross-functional, builder-oriented role focused on growing partner-sourced and partner-influenced revenue across diverse APAC markets. You'll work closely with Sales, Solutions Engineering, Product, Marketing, and global partner teams to establish Deepgram as a leading Voice AI platform in the region. If you thrive in fast-moving environments, enjoy building new GTM motions, and are excited about shaping the future of AI partnerships in APAC, we'd love to meet you. What You'll Do Drive Regional Partner Growth Build and manage strategic partner relationships across APAC Develop joint value propositions, GTM plans, and regional co-sell motions tailored to local market dynamics Establish Deepgram as a strategic Voice AI partner across key ecosystems in the region Drive Sell-To, Sell-Through, and Sell-With Motions Partner closely with hyperscalers, ISVs, CCaaS/CX platforms, GSIs, telcos, and regional integrators Generate and accelerate partner-sourced and partner-influenced pipeline across APAC markets Support co-sell opportunities through customer meetings, presentations, workshops, and negotiations Build Pipeline & Revenue Identify, develop, and close new partner-driven opportunities across ANZ, ASEAN, Japan, Korea, India, and Greater China Monitor pipeline progression and maintain strong forecasting discipline Align regional execution with global revenue and partnership goals Expand the APAC Partner Ecosystem Identify and onboard new strategic partners aligned with Deepgram's platform and regional expansion priorities Help launch new partner motions, regional programs, and GTM initiatives Collaborate internally to develop partner enablement content, localized assets, and solution positioning Represent Deepgram in APAC Participate in regional partner and customer engagements, both virtual and in-person Stay informed on APAC market trends, competitive dynamics, AI adoption, regulatory requirements, and sovereign AI initiatives Act as a strategic voice for APAC market needs internally What You Bring Proven experience in business development, partnerships, alliance management, or enterprise sales within the technology industry Experience driving revenue through strategic partnerships and co-sell motions across APAC markets Strong understanding of APAC business dynamics and experience operating across multiple regions including ANZ, ASEAN, Japan, Korea, India, and/or Greater China Experience partnering with cloud providers, ISVs, GSIs, telcos, CCaaS/CX platforms, or regional system integrators Excellent communication, negotiation, and relationship management skills Analytical mindset with strong operational and forecasting discipline Self-starter mentality with the ability to thrive in fast-paced, ambiguous environments Strong cross-functional collaboration skills across global teams and time zones Willingness to travel across APAC as needed Nice to Have Experience within AI, Voice AI, Speech AI, CCaaS, or adjacent technology markets Existing relationships within AWS, GCP, Azure, APAC GSIs, telcos, or regional ecosystem partners Experience launching new partner motions or regional GTM programs from zero Working proficiency in a second APAC language such as Mandarin, Japanese, Korean, or Bahasa Notice : We're aware of individuals impersonating Deepgram recruiters. All legitimate Deepgram recruiting communication comes from an @ deepgram.com email address. If you've received a message claiming to be Deepgram, please forward it to careers@deepgram.com.

Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 200+ public data centers globally and thousands of private sites at the edge, the SASE-based Zero Trust Exchange is the world's largest in-line cloud security platform. We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world's hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler. Role We are looking for a Sales Engineer to join our team. This is a remote based in Thailand, reporting to the Head of Solution Engineering, Emerging Markets in the Solutions Consulting department. As a critical technical partner, you will drive the digital transformation of our enterprise customers by providing expert thought leadership and high-impact technical guidance. You will be responsible for the end-to-end technical sales process, ensuring our solutions are positioned to solve complex business challenges effectively. What you'll do (Role Expectations) Provide technical thought leadership and advice to enterprise customers on how to transform their digital experience Take total ownership of the technical sale and all associated processes Identify and qualify technical opportunities while developing and maintaining trusted advisor relationships with key customer stakeholders Deliver high-impact sales pitches, technical demonstrations, and whiteboard presentations to ensure successful solution deployments Travel 30% to Phillipines, Indonesia and Vietnam Who You Are (Success Profile) You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful. You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution. You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact. You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust. You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose. What We're Looking for (Minimum Qualifications) Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain Bachelor's degree or an equivalent combination of education and professional experience 5+ years of experience in presales roles, with at least 3 years specifically focused on selling security solutions and technologies Hands-on experience with systems installation and administration of routers/switches Deep technical knowledge of network security principles and applications What Will Make You Stand Out (Preferred Qualifications) Demonstrated experience using AI-powered diagnostic tools or predictive analysis to optimize complex proof-of-concept (PoC) configurations and evaluate enterprise network security postures Technical proficiency with GPO, Active Directory/LDAP, and SSO/SAML integrations Strong understanding of HTTP and web security technologies, including proxies, caches, and firewalls #LI-Remote #LI-NL1 At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: Various health plans Time off plans for vacation and sick time Parental leave options Retirement options Education reimbursement In-office perks, and more! Learn more about Zscaler's hybrid working model and benefits here . By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.

StackAdapt is the leading technology company that empowers marketers to reach, engage, and convert audiences with precision. With 465 billion automated optimizations per second, the AI-powered StackAdapt Marketing Platform seamlessly connects brand and performance marketing to drive measurable results across the entire customer journey. The most forward-thinking marketers choose StackAdapt to orchestrate high-impact campaigns across programmatic advertising and marketing channels. We are seeking a Sales Director, Victoria to lead and scale our sales organisation across Victoria, spanning both Holdco and Independent agency segments. This is a high-impact leadership role focused on driving new business across both Holdco and Independent agency partnerships. You will build and lead a team of high-performing sellers, develop go-to-market strategies, and play a key role in expanding StackAdapt's footprint across the Victorian agency market. You will collaborate closely with cross-functional teams including Product, Solutions, and Account Management to deliver innovative, data-driven solutions to clients. What you'll be doing: Drive Revenue Growth Identify, pitch, and close new business with Holdco and Independent agencies across Victoria Own and exceed revenue targets through strong pipeline generation and conversion Lead new logo acquisition and expand StackAdapt's presence in the Victoria market Ensure presence with senior stakeholders are consistent, and promoting the stackadapt business for rapid growth High volume external meeting expectations alongside managing team Build and Execute Go-to-Market Strategy Develop and execute sales strategies tailored for Holdco and Independent agencies across Victoria Define ideal customer profiles (ICPs) and account segmentation Translate market insights into actionable sales and product strategies that best fit these agencies Lead and Develop a High-Performing Team Build, coach, and scale a team of hunter-focused sales professionals Establish strong sales processes, pipeline discipline, and forecasting rigor Foster a high-performance culture focused on accountability and results Collaborate Cross-Functionally Partner with Product, Solutions, and Marketing to deliver client-centric solutions Act as the voice of the customer, influencing product innovation and positioning Ensure seamless handoff to Account Management for long-term client success Represent StackAdapt in Market Build new senior relationships with senior Holdco, Independent agency, and marketing leaders Stay ahead of industry trends, competitive dynamics, and client needs What You Bring Proven track record of driving a sales team across Holdco and Independent agency segments Experience managing a sales team and embedding a tech solution across Holdco and Independent agencies Strong leadership experience, with the ability to build and scale high-performing teams Demonstrated success in developing and executing go-to-market strategies Excellent communication skills, with the ability to articulate complex solutions to executive audiences Strong analytical and strategic thinking capabilities Experience using CRM tools (e.g., Salesforce) for pipeline management and forecasting A self-starter mindset with the ability to thrive in a fast-paced, evolving environment Strong practical proficiency with AI tools, with demonstrated experience using AI to improve sales productivity, account planning, prospecting, pipeline management and strategic decision-making. Experience coaching and developing sales teams to adopt AI effectively, embedding practical AI workflows that improve seller productivity, preparation and overall sales execution. Strong understanding of emerging AI-driven advertising and marketing solutions, with the ability to translate complex AI capabilities into clear commercial use cases and solutions for senior agency and client stakeholders. Additional Details This role is Melbourne-based and may require very occasional travel across Australia The compensation range listed for this role reflects the expected base salary for candidates located in the posting country based on a global rate. It is informed by market data and the approved budget for this position. StackAdapt maintains different compensation ranges for roles across other countries and regions, and final offers will be aligned to the candidate's current location. We do not ask c andidates about current or prior salary history, and we will not use such information, if volunteered, in setting an offer. This range represents base salary only. Depending on the role, candidates may also be eligible for additional compensation such as annual bonuses, commissions, equity awards, and a comprehensive benefits package. Factors Influencing Final Compensation: The final compensation offer will be determined by a variety of factors, which may include, but are not limited to: the candidate's specific experience, technical skills, knowledge, abilities, and relevant education, licensure, and certifications. Other business factors, such as organizational needs and budget alignment, may also be considered in the final offer. Base Salary Band $150,298—$217,536 AUD StackAdapter's Enjoy: Highly competitive salary Retirement/ 401K/ Pension Savings globally Competitive Paid time off packages including birthday's off! Access to a comprehensive mental health care program Health benefits from day one of employment Work from home reimbursements Optional global WeWork membership for those who want a change from their home office and hubs in London and Toronto Robust training and onboarding program Coverage and support of personal development initiatives (conferences, courses, books etc) Access to StackAdapt programmatic courses and certifications to support continuous learning An awesome parental leave program A friendly, welcoming, and supportive culture Our social and team events! Please note: Benefits and perks may vary depending on your country of employment and the nature of your engagement. In locations where StackAdapt does not have a legal entity, employment and benefits are administered in accordance with local regulations and partner policies. StackAdapt is a diverse and inclusive team of collaborative, hardworking individuals trying to make a dent in the universe. No matter who you are, where you are from, who you love, follow in faith, disability, superpower status, ethnicity, or the gender you identify with (if you're comfortable, let us know your pronouns), you are welcome at StackAdapt. StackAdapt is committed to providing an inclusive and accessible recruitment process. Accommodations are available upon request for candidates taking part in all aspects of the selection process. If you require an accommodation, please let us know. We use artificial intelligence (AI) to streamline the resume reviews of candidates and assess their fit based on the criteria outlined in the job posting. We do not use AI to make any final hiring or interview decisions. About StackAdapt We've been recognized for our diverse and supportive workplace, high performing campaigns, award-winning customer service, and innovation. We've been awarded: G2 Top Software for 2026 2026 Best Workplaces™ for Young Talent and in Canada by Great Place to Work® #1 DSP on G2 and leader in a number of categories including Cross-Channel Advertising 2026 Winner in the (CTV/OTT) Product/Platform category for the 2026 ADWEEK Tech Stack Awards To learn more about our privacy practices, please see our Privacy Policy . #LI-REMOTE

StackAdapt is the leading technology company that empowers marketers to reach, engage, and convert audiences with precision. With 465 billion automated optimizations per second, the AI-powered StackAdapt Marketing Platform seamlessly connects brand and performance marketing to drive measurable results across the entire customer journey. The most forward-thinking marketers choose StackAdapt to orchestrate high-impact campaigns across programmatic advertising and marketing channels. We are seeking a Sales Director, Holdco NSW to lead and scale our Holdco sales motion across NSW and New Zealand. This is a high-impact leadership role focused on driving new business from our recently established and building Holdco partnerships. You will build and lead a team of high-performing sellers, develop go-to-market strategies, and play a key role in expanding StackAdapt's footprint within the Holdco segment. You will collaborate closely with cross-functional teams including Product, Solutions, and Account Management to deliver innovative, data-driven solutions to clients. What you'll be doing: Drive Revenue Growth Identify, pitch, and close new business with agencies in the Holdco segment across NSW & NZ Own and exceed revenue targets through strong pipeline generation and conversion Lead new logo acquisition and expand StackAdapt's presence in the ANZ market Ensure presence with senior stakeholders are consistent, and promoting the stackadapt business for rapid growth High volume external meeting expectations alongside managing team Build and Execute Go-to-Market Strategy Develop and execute sales strategies tailored for specific holdco agencies Define ideal customer profiles (ICPs) and account segmentation Translate market insights into actionable sales and product strategies that best fit these agencies Lead and Develop a High-Performing Team Build, coach, and scale a team of hunter-focused sales professionals Establish strong sales processes, pipeline discipline, and forecasting rigor Foster a high-performance culture focused on accountability and results Collaborate Cross-Functionally Partner with Product, Solutions, and Marketing to deliver client-centric solutions Act as the voice of the customer, influencing product innovation and positioning Ensure seamless handoff to Account Management for long-term client success Represent StackAdapt in Market Build new senior relationships with Holdco stakeholders and marketing leaders Stay ahead of industry trends, competitive dynamics, and client needs What You Bring Proven track record of driving a sales team with this customer segment Experience managing a sales team and embedding a tech solution within Holdcos Strong leadership experience, with the ability to build and scale high-performing teams Demonstrated success in developing and executing go-to-market strategies Excellent communication skills, with the ability to articulate complex solutions to executive audiences Strong analytical and strategic thinking capabilities Experience using CRM tools (e.g., Salesforce) for pipeline management and forecasting A self-starter mindset with the ability to thrive in a fast-paced, evolving environment Strong practical proficiency with AI tools, with demonstrated experience using AI to improve sales productivity, account planning, prospecting, pipeline management and strategic decision-making. Experience coaching and developing sales teams to adopt AI effectively, embedding practical AI workflows that improve seller productivity, preparation and overall sales execution. Additional Details This role requires very occasional travel to NZ The compensation range listed for this role reflects the expected base salary for candidates located in the posting country based on a global rate. It is informed by market data and the approved budget for this position. StackAdapt maintains different compensation ranges for roles across other countries and regions, and final offers will be aligned to the candidate's current location. We do not ask c andidates about current or prior salary history, and we will not use such information, if volunteered, in setting an offer. This range represents base salary only. Depending on the role, candidates may also be eligible for additional compensation such as annual bonuses, commissions, equity awards, and a comprehensive benefits package. Factors Influencing Final Compensation: The final compensation offer will be determined by a variety of factors, which may include, but are not limited to: the candidate's specific experience, technical skills, knowledge, abilities, and relevant education, licensure, and certifications. Other business factors, such as organizational needs and budget alignment, may also be considered in the final offer. Base Salary Band $150,298—$217,536 AUD StackAdapter's Enjoy: Highly competitive salary Retirement/ 401K/ Pension Savings globally Competitive Paid time off packages including birthday's off! Access to a comprehensive mental health care program Health benefits from day one of employment Work from home reimbursements Optional global WeWork membership for those who want a change from their home office and hubs in London and Toronto Robust training and onboarding program Coverage and support of personal development initiatives (conferences, courses, books etc) Access to StackAdapt programmatic courses and certifications to support continuous learning An awesome parental leave program A friendly, welcoming, and supportive culture Our social and team events! Please note: Benefits and perks may vary depending on your country of employment and the nature of your engagement. In locations where StackAdapt does not have a legal entity, employment and benefits are administered in accordance with local regulations and partner policies. StackAdapt is a diverse and inclusive team of collaborative, hardworking individuals trying to make a dent in the universe. No matter who you are, where you are from, who you love, follow in faith, disability, superpower status, ethnicity, or the gender you identify with (if you're comfortable, let us know your pronouns), you are welcome at StackAdapt. StackAdapt is committed to providing an inclusive and accessible recruitment process. Accommodations are available upon request for candidates taking part in all aspects of the selection process. If you require an accommodation, please let us know. We use artificial intelligence (AI) to streamline the resume reviews of candidates and assess their fit based on the criteria outlined in the job posting. We do not use AI to make any final hiring or interview decisions. About StackAdapt We've been recognized for our diverse and supportive workplace, high performing campaigns, award-winning customer service, and innovation. We've been awarded: G2 Top Software for 2026 2026 Best Workplaces™ for Young Talent and in Canada by Great Place to Work® #1 DSP on G2 and leader in a number of categories including Cross-Channel Advertising 2026 Winner in the (CTV/OTT) Product/Platform category for the 2026 ADWEEK Tech Stack Awards To learn more about our privacy practices, please see our Privacy Policy . #LI-REMOTE

HackerOne is a global leader in Continuous Threat Exposure Management (CTEM). The HackerOne Platform unites agentic AI solutions with the ingenuity of the world's largest community of security researchers to continuously discover, validate, prioritize, and remediate exposures across code, cloud, and AI systems. Through solutions like bug bounty, vulnerability disclosure, agentic pentesting, AI red teaming, and code security, HackerOne delivers measurable, continuous reduction of cyber risk for enterprises. Industry leaders, including Anthropic, Crypto.com , General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, and the U.S. Department of Defense, trust HackerOne to safeguard their digital ecosystems. HackerOne was recognized in Gartner's Emerging Tech Impact Radar: AI Cybersecurity Ecosystem report for its leadership in AI Security Testing and has been named a Most Loved Workplace for Young Professionals (2024). HackerOne is at a pivotal inflection point in the security industry. Offensive security is no longer optional – it is the standard for forward-thinking companies that want to build trust and resilience in a world where AI-driven innovation and adversaries are moving faster than ever. With the industry shifting, HackerOne stands apart: we combine the ingenuity of the largest security research community with a best-in-class AI-powered platform, trusted by the world's top organizations. HackerOne Values HackerOne is dedicated to fostering a strong and inclusive culture. HackerOne is Customer Obsessed and prioritizes customer outcomes in our decisions and actions. We Default to Disclosure by operating with transparency and integrity, ensuring trust and accountability. Employees, researchers, customers, and partners Win Together by fostering empowerment, inclusion, respect, and accountability. Vice President, Partnership Sales Remote Location: United States - Boston, MA; Seattle, WA; San Francisco Bay Area; Austin, TX; or Washington, DC Position Summary HackerOne is seeking a Vice President, Partnership Sales to build and scale our partnership sales strategy and accelerate partner-led revenue growth. Reporting to the Chief Revenue Officer, you will lead a team of seven Channel Account Managers and shape how HackerOne identifies, develops, and grows high-impact partnerships across strategic resellers, technology alliances, and cloud marketplaces. You will establish the strategy, operating model, and executive relationships needed to make partnerships an increasingly productive and scalable growth channel for HackerOne. This is an opportunity to shape a critical revenue function while partnering across Sales, Marketing, Revenue Operations, Legal, Customer Success, and Product to strengthen HackerOne's market presence and create durable growth. What You Will Do Success in the Vice President, Partnership Sales role will be accomplished by delivering on the responsibilities below in alignment with the Values and Principles that define how we work at HackerOne. Own the Outcome for HackerOne's partnership sales strategy and performance, establishing clear revenue goals, operating rhythms, accountability, and execution plans that increase partner-sourced and partner-influenced growth. Multiply Your Impact by leading, coaching, and developing a high-performing team of seven Channel Account Managers across multiple levels and areas of focus. Build the leadership, capabilities, systems, and operating model required for the partnership sales function to scale beyond individual effort. Apply First Principles Problem Solving to assess HackerOne's existing partner landscape and determine where and how partnerships can create the greatest business value. Challenge legacy assumptions, simplify the partner model where needed, and concentrate resources on the partnerships and motions with the strongest potential for durable growth. Advance AI Native by redesigning how the partnership sales team works, making AI the default operating layer and not a tool bolted onto existing workflows. Partner identification, prioritization, enablement, and execution should run through AI-native systems where human judgment is the steering input, not the manual labor. Forecasting is continuous and model-driven, not spreadsheet-and-gut. Enablement is generated and personalized, not templated and static. The team's scalable ways of working emerge from AI-native defaults: agents handle the repeatable, humans handle the relational, and every workflow is designed for that split from day one. Use Data-Driven Decision Making to define the metrics that matter for partnership performance, evaluate partner productivity and pipeline contribution, inform investments and resource allocation, and continuously improve the effectiveness of the partnership sales strategy. Demonstrate Change Agility by evolving partnership strategy and execution as HackerOne's business, customers, technology ecosystem, and markets change. Provide clarity through ambiguity and ensure the team can adapt priorities while maintaining momentum against revenue objectives. Build and deepen executive-level relationships with strategic resellers, technology partners, and cloud marketplaces, including the AWS ecosystem, creating joint strategies that strengthen HackerOne's market position and generate measurable commercial impact. Partner across Sales, Marketing, Revenue Operations, Legal, Customer Success, and Product to align partnership priorities with company strategy, remove barriers to execution, develop effective partner programs and enablement, and create a cohesive partner experience. Minimum Qualifications Proven sales leadership experience within information security, cybersecurity, or a closely related market, with demonstrated accountability for meaningful revenue outcomes. Demonstrated experience building, establishing, or scaling channel and partnership sales programs, including leading teams responsible for reseller, channel, technology alliance, or cloud marketplace relationships. Demonstrated success developing, negotiating, launching, and growing high-value strategic partnerships that generate measurable pipeline and revenue contribution. Experience leading and developing high-performing sales or channel teams while establishing the strategy, performance metrics, operating cadence, and accountability required to scale results. Preferred Qualifications Experience building and scaling partnerships within the AWS ecosystem or other major cloud marketplaces. Experience operating in a growth environment generating $30M+ in new ARR. Experience helping scale a company through significant stages of growth, including preparation for or progression toward an IPO. Experience building a partnership function across multiple partner types, markets, or customer segments. Compensation Bands: Tier Guide Tier A: $252-280k base salary plus commission (60/40 split) Tier B: $226-277k base salary plus commission (60/40 split) Tier C: $216-264k base salary plus commission (60/40 split) #LI-Remote #LI-KM1 Job Benefits: Health (medical, vision, dental), life, and disability insurance Equity stock options Retirement plans Paid public holidays and unlimited PTO Paid maternity and parental leave Leaves of absence (including caregiver leave and leave under CO's Healthy Families and Workplaces Act) Employee Assistance Program Eligibility may differ by country We're committed to building a global team! For certain roles outside the United States, India, the U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR). Visa/work permit sponsorship is not available. Employment at HackerOne is contingent on a background check. HackerOne is an Equal Opportunity Employer in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, pregnancy, disability or veteran status, or any other protected characteristic as outlined by international, federal, state, or local laws. This policy applies to all HackerOne employment practices, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. HackerOne makes hiring decisions based solely on qualifications, merit, and business needs at the time. For US based roles only: Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.

HackerOne is a global leader in Continuous Threat Exposure Management (CTEM). The HackerOne Platform unites agentic AI solutions with the ingenuity of the world's largest community of security researchers to continuously discover, validate, prioritize, and remediate exposures across code, cloud, and AI systems. Through solutions like bug bounty, vulnerability disclosure, agentic pentesting, AI red teaming, and code security, HackerOne delivers measurable, continuous reduction of cyber risk for enterprises. Industry leaders, including Anthropic, Crypto.com , General Motors, Goldman Sachs, Lufthansa, Uber, UK Ministry of Defence, and the U.S. Department of Defense, trust HackerOne to safeguard their digital ecosystems. HackerOne was recognized in Gartner's Emerging Tech Impact Radar: AI Cybersecurity Ecosystem report for its leadership in AI Security Testing and has been named a Most Loved Workplace for Young Professionals (2024). HackerOne is at a pivotal inflection point in the security industry. Offensive security is no longer optional – it is the standard for forward-thinking companies that want to build trust and resilience in a world where AI-driven innovation and adversaries are moving faster than ever. With the industry shifting, HackerOne stands apart: we combine the ingenuity of the largest security research community with a best-in-class AI-powered platform, trusted by the world's top organizations. HackerOne Values HackerOne is dedicated to fostering a strong and inclusive culture. HackerOne is Customer Obsessed and prioritizes customer outcomes in our decisions and actions. We Default to Disclosure by operating with transparency and integrity, ensuring trust and accountability. Employees, researchers, customers, and partners Win Together by fostering empowerment, inclusion, respect, and accountability. Senior Security Engineer, Identity and Access Management Remote Location: San Francisco, California, U.S. Seattle, Washington, U.S. Austin, Texas, U.S. Washington, D.C., U.S. Boston, Massachusetts, U.S. Position Summary At HackerOne, identity is at the heart of how we protect the data we are trusted with most, our customers' vulnerabilities. We are building our Identity and Access Management capability with an AI-first approach, focused on engineering and not administration alone. As a Senior Security Engineer, you will design and deliver the access models and the automation behind them, so that people and systems can access only the right data, at the right time, in the right way. This role operates across the full identity lifecycle, from onboarding and creation through change and removal, for people, service accounts, and AI agents alike. You will help scale what a small team can accomplish by embedding automation, intelligence, and AI into how access is granted, reviewed, and removed, working toward least privilege for humans and least agency for AI. At HackerOne, we embrace a Flexible Work approach that gives us the freedom to do our best work while also fostering the connections and community that make us stronger. Reflecting this philosophy, this is a remote role targeted for candidates within ~50 miles of Austin TX, Seattle WA, Washington DC, San Francisco CA, or Boston MA, or within commuting distance of our London or Netherlands locations. We believe this balance of proximity and flexibility gives Hackeronies the chance to occasionally come together, fostering collaboration, connection, and in-person moments that enrich our culture, while still preserving the benefits of remote work. What You Will Do Success in the Senior Security Engineer, Identity and Access Management role will be accomplished by delivering on the responsibilities below in alignment with the Values and Principles that define how we work at HackerOne: Own the identity lifecycle end to end, from onboarding and creation through change to removal, for people, service accounts, and AI agents alike, building the automation that grants entitlements on evidence of legitimate need and removes them seamlessly and automatically Design and build the access models on top of data classification, so that what an identity can reach follows from what the data is rather than from who asked Make time-bound access the default for critical data, so that the secure path is the easy path Engineer identity as code, keeping provisioning logic, entitlement policy, and access review rules in version control and under test across systems such as Okta, Lumos, and AWS IAM, applying First Principles Problem Solving rather than configuring by hand in consoles Build AI and LLM-powered tooling that makes access review and entitlement anomaly detection continuous rather than periodic, embedding AI First practices so unusual patterns surface when they happen rather than at audit, and decide where AI is trusted to carry an access decision and where a person still signs it off Bring non-human identities under the same discipline as human ones. Service accounts, workload identities, integrations, and AI agents each get an owner, a purpose, and an expiry, treated as the default rather than a cleanup project Continuously measure access and report the opportunity to reduce unnecessary entitlement, using Data-Driven Decision Making to prioritize where reduction matters most Partner with Engineering, Enterprise IT, and Compliance to embed identity controls into the systems they own, and support detection and incident response as the identity responder, containing access, reconstructing what an identity reached, and contributing to blameless retrospectives, demonstrating Change Agility as threats and tooling evolve Minimum Qualifications 5+ years of experience in identity and access management, security engineering, or software engineering with substantial ownership of identity systems Hands-on experience operating an enterprise identity provider such as Okta, including SAML, OIDC, SCIM, and lifecycle automation Experience managing identity across an enterprise SaaS estate such as Google Workspace, Salesforce and Workday, including SCIM provisioning and group-driven entitlements Experience with cloud IAM, ideally AWS, including policy design and short-lived credentials Strong software engineering fundamentals with proficiency in Python, Go, or a similar language, and hands-on use of AI and LLM tooling and agentic coding tools in production engineering work Preferred Qualifications Identity work in a regulated sector such as financial services, healthcare, or government, and producing access control evidence for audit against requirements such as PCI DSS, HIPAA, SOC 2, or ISO 27001 Managing identity infrastructure as code, and access request or governance tooling, for example Terraform and Lumos Mobile device management (MDM) alongside identity, for example Kandji integrated with Okta: device trust policies, platform SSO, and endpoint enrollment Non-human, workload, and privileged access: secrets management, short-lived credentials, and service-to-service authentication Building AI or LLM-powered tooling for security or identity workflows Detection and incident response for identity-centered incidents such as credential compromise, session abuse, or entitlement misuse Industry certification in identity or security, such as IDPro CIDPRO, Okta certifications, AWS Certified Security – Specialty, or CISSP Compensation Bands: Tier Guide Seattle or Washington DC $180K – $220K • Offers Equity Options Job Benefits: Health (medical, vision, dental), life, and disability insurance Equity stock options Retirement plans Paid public holidays and unlimited PTO Paid maternity and parental leave Leaves of absence (including caregiver leave and leave under CO's Healthy Families and Workplaces Act) Employee Assistance Program Eligibility may differ by country We're committed to building a global team! For certain roles outside the United States, India, the U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR). Visa/work permit sponsorship is not available. Employment at HackerOne is contingent on a background check. HackerOne is an Equal Opportunity Employer in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, pregnancy, disability or veteran status, or any other protected characteristic as outlined by international, federal, state, or local laws. This policy applies to all HackerOne employment practices, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. HackerOne makes hiring decisions based solely on qualifications, merit, and business needs at the time. For US based roles only: Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.

About the team Revenue Marketing owns the global engine responsible for creating and accelerating pipeline at Veriff . The team brings together Account-Based Marketing, demand generation, digital marketing, web and SEO/AEO, field and events, and customer marketing. We work closely with Sales and Revenue Operations to decide where to focus, how to engage priority accounts and buying groups, and how Marketing investment translates into measurable pipeline, revenue and ROI. The function also partners closely with Product Marketing, Account Management and other teams to create a coordinated go-to-market motion. The opportunity We're looking for a VP of Revenue Marketing to lead the strategy and execution of Veriff's global revenue marketing engine, with clear accountability for pipeline creation, acceleration and marketing ROI. This is a high-impact leadership role for someone who knows how to build an integrated B2B marketing engine, brings deep expertise in ABM, and can balance strategy with true hands-on execution. You'll have the opportunity to shape the strategy, team and operating model rather than inherit a fixed playbook. What you'll achieve in your first 3 months Diagnose the current revenue marketing engine across funnel performance, channel mix, budget, attribution and team structure, and share clear findings with Sales and RevOps. Agree target accounts and ABM tiers across 1:1, 1:few and scaled programmes with Sales, alongside shared pipeline definitions and KPIs with RevOps. Establish clear team priorities, KPIs and an operating rhythm, while delivering early wins such as an initial ABM pilot or improvements to website conversion. What you'll achieve by 6 months Have integrated ABM and demand-generation programmes running across priority accounts, with measurable engagement and progression. Deliver measurable growth in marketing-sourced and influenced pipeline against agreed targets, with investment shifted toward the channels proven to have the greatest impact. Establish trusted reporting and attribution with RevOps, alongside a sequenced 12-month revenue marketing plan and clear team structure. What you'll bring — essential Senior B2B marketing leadership experience, ideally with 10+ years in enterprise SaaS or technology and experience leading across multiple marketing disciplines. Deep ABM expertise, including account selection, segmentation, intent signals, personalisation, multi-channel orchestration, Sales alignment and account-level measurement across 1:1, 1:few and scaled programmes. A strong track record of building demand-generation programmes that create measurable pipeline and revenue, with the ability to optimise channel mix based on commercial impact rather than lead or MQL volume. Strong commercial and analytical skills, with fluency in funnel metrics, pipeline, attribution, conversion and marketing ROI, including experience owning and allocating budget. Proven ability to operate as a true go-to-market partner to Sales and Revenue Operations, agreeing shared targets and priorities and working through disagreements constructively. A builder mentality: able to set strategy and prioritise ruthlessly while staying close enough to the work to personally drive execution when needed. Nice to have Experience in identity, security, fintech or a related industry. Hands-on experience with web strategy, SEO and emerging AEO / AI-driven discovery. Experience building field and event programmes around target accounts, including executive dinners and roundtables. Experience with customer marketing, lifecycle and advocacy programmes that have contributed to customer expansion. Experience working in a global, multi-region go-to-market organisation. Why Veriff? We are the preferred identity verification platform partner for the world's most innovative growth-driven organizations helping conveniently verify and safeguard users anywhere in the world. We support the broadest number of identity documents from nearly every country and territory in the world - and this is continually increasing! With a diverse team in the United States, United Kingdom, Spain, and Estonia, as well as robust backing and funding from investors including Accel, Alkeon, IVP, Tiger Capital, and Y Combinator, we're dedicated to helping businesses and individuals build a safer and more secure world. We strive to be the benchmark for trust online, and we take pride in being a positive force.When you join Team Veriff, we offer you the opportunity to have a real impact and advance your career whilst looking after you along the way with a range of benefits designed with you in mind. Some of our favourites include... Flexibility to work from home Stock options that ensure your share in our success Extra recharge days on top of your annual vacation Extensive medical, dental, and vision insurance to ensure you're feeling great physically and mentally Learning and Development & Health and Sports budget that you are free to tailor to your own needs Four weeks of fully paid sabbatical leave after reaching your 5th work anniversary We are an Equal Opportunities employer committed to a diverse and representative team. Different opinions, perspectives, and personalities push us forward. We want to hear from people who are passionate about their work and align with our values. Regardless of race, religion, color, national origin, gender, sexual orientation, age, marital status, or disability. We also know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates - so rest assured, whoever you are, we want to hear from you! Please take the time to read our Recruitment Privacy Notice, which explains how we collect and process your data for recruitment-related activities in accordance with applicable laws. Please read the information carefully. By submitting the application with the required information, you acknowledge that Veriff processes the information for recruitment purposes. Please be informed that in the final stage of the recruitment process, we may request that you undergo identity verification. For more information, please see Recruitment Privacy Notice . #SPBTAL #LI-Remote

About Ataraxis AI Ataraxis is a clinical AI research lab working at the intersection of multi-modal AI and precision medicine. Our goal is to make disease predictable. To accomplish this, we develop new AI methods that predict patient outcomes and treatment response, and build clinical tools to assist physicians in selecting the most optimal treatments for their patients. Our AI research lab discovers and develops methods to recognize patterns and predict outcomes across complex, multi-modal clinical data. This spans our causality (Ataraxis™ Tau), foundation model (Falcon and Kestrel for digital pathology), and survival analysis research. Our first clinical products, such as Ataraxis™ Breast for breast cancer, already help patients get the most appropriate treatment across the best academic institutions and community clinics worldwide. At Ataraxis, you will have a unique opportunity to shape not only the future of our company, but also the future of healthcare. You will join an exceptional team at the forefront of clinical AI research and deployment. Our advisors include AI pioneers such as our founding advisor, Yann LeCun, and distinguished oncologists from top cancer research institutions, all united by the mission to redefine precision medicine. Ataraxis has raised over $24 million in funding, including a $20 million Series A led by top venture capital funds such as Thiel Capital/Founders Fund (OpenAI, SpaceX, Palantir), Obvious Ventures (AMI Labs, Inceptive, Radical Numerics, Recursion), and AIX Ventures (Hugging Face, Perplexity). We are an company with a flat organizational structure, where every team member is empowered to actively contribute. Leadership roles are earned by those who demonstrate initiative and consistently deliver exceptional results. Strong work ethic and the ability to prioritize ruthlessly are essential. Responsibilities Aggressively drive sales growth and market penetration of Ataraxis oncology products through direct sales to individual oncologists within your designated territory. Prospecting new business and maintaining relationships. Qualifications Minimum 2 years of demonstrated high-performance sales experience in oncology, especially in breast cancer. Proven track record of consistently exceeding sales quotas and demonstrated achievement through awards or recognition (e.g., President's Club, Rookie of the Year). Passionate about AI and innovation in healthcare, driven to learn and effectively communicate AI-based diagnostic solutions. Autonomous, capable of excelling independently in a hyper-growth start-up environment. Ability to thrive in a highly competitive environment; demonstrates resilience, urgency, and focus on closing deals.

Veriff is looking for a commercially minded Solutions Engineer to join our EMEA team and partner closely with Sales to drive new business and accelerate revenue growth. This role is an excellent opportunity for someone who enjoys combining technology with business, thrives in a collaborative environment, and understands that Solutions Engineering is a revenue-driving function rather than traditional technical support. You'll help us protect honest people online by: Partnering with Account Executives to drive technical sales engagements, accelerate opportunities, and contribute to new business revenue. Leading technical discovery sessions to understand customer challenges, requirements, and business objectives. Delivering compelling product demonstrations that showcase Veriff's value proposition and competitive advantages. Managing technical evaluations and proof-of-concept engagements to validate solutions and drive opportunities toward successful technical outcomes. Proactively identifying and resolving technical objections and deal blockers that could impact sales cycles. Translating complex technical capabilities into clear business value for both technical and non-technical stakeholders. Collaborating with Sales, Product, and other internal teams to share customer insights and identify opportunities for improvement. Contributing to reusable demonstrations, technical sales materials, and initiatives that improve the efficiency and effectiveness of our sales process. You are the right future Veriffian for the job if you have: 2+ years of experience in Solutions Engineering, Sales Engineering, technical pre-sales, or a similar customer-facing technical role. A strong commercial mindset and an understanding of how technical expertise contributes to revenue generation and winning business. Solid technical knowledge of REST APIs, SDKs, webhooks, JSON, and modern integration architectures. Hands-on experience with API testing tools such as Postman. Experience conducting technical discovery, delivering product demonstrations, and supporting proof-of-concept engagements. Excellent communication and presentation skills, with the ability to engage technical and business stakeholders. A proactive, self-starter mentality with the ability to take ownership of opportunities, prioritize effectively, and work independently. A collaborative, team-first approach and the ability to build strong relationships with Account Executives and cross-functional teams. Strong organizational skills and the ability to manage multiple opportunities simultaneously. Professional fluency in English, both written and spoken. You're an especially awesome match if you have: Previous experience in identity verification, KYC/AML, fraud prevention, fintech, or payments. Familiarity with European regulatory frameworks such as GDPR, eIDAS, or financial services compliance requirements. Proficiency in additional European languages, such as Spanish, German, French, or Portuguese. Experience supporting enterprise sales cycles, RFPs, or competitive technical evaluations. Programming experience with JavaScript, Python, or mobile development frameworks. Familiarity with sales methodologies such as MEDDICC or experience using Salesforce. Why Veriff? We are the preferred identity verification platform partner for the world's most innovative growth-driven organizations helping conveniently verify and safeguard users anywhere in the world. We support the broadest number of identity documents from nearly every country and territory in the world - and this is continually increasing! With a diverse team in the United States, United Kingdom, Spain, and Estonia, as well as robust backing and funding from investors including Accel, Alkeon, IVP, Tiger Capital, and Y Combinator, we're dedicated to helping businesses and individuals build a safer and more secure world. We strive to be the benchmark for trust online, and we take pride in being a positive force. When you join Team Veriff, we offer you the opportunity to have a real impact and advance your career, while looking after you along the way with a range of benefits designed with you in mind. Some of our favorites include... Flexibility to work from home Stock options that ensure your share in our success Extra recharge days on top of your annual vacation Extensive medical, dental, and vision insurance to ensure you're feeling great physically and mentally Learning and Development & Health and Sports budget that you are free to tailor to your own needs Four weeks of fully paid sabbatical leave after reaching your 5th work anniversary We are an Equal Opportunities employer committed to a diverse and representative team. Different opinions, perspectives and personalities push us forward. We want to hear from people who are passionate about their work and align with our values. Regardless of race, religion, color, national origin, gender, sexual orientation, age, marital status or disability. We also know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates - so rest assured, whoever you are, we want to hear from you! Please be informed that in the final stage of the recruitment process we may request you to go through identity verification. For more information, please see Recruitment Privacy Policy . #SPBTAL #LI-Remote