What Makes Cloudbeds Unique At Cloudbeds , we're not just building software, we're transforming hospitality. Our platform powers hotels across 150 countries, processing billions in bookings annually. From boutique properties to large hotel groups, we help hoteliers transform operations and uplevel their commercial strategy through a unified platform that integrates with hundreds of partners. And we do it with a completely remote team. Imagine working alongside global innovators to build AI-powered solutions that solve hoteliers' biggest challenges. Since our founding in 2012, we've continually been recognized for excellence, most recently earning top honors at the 2026 HotelTechAwards for Best Hotel Management Software and landing on Deloitte's Technology Fast 500 again, but we're just getting started. How You'll Make an Impact As a Customer Support & Onboarding Specialist – Accounting, you will help our customers unlock the full potential of Cloudbeds' financial and accounting capabilities. This role sits at the intersection of hospitality operations, bookkeeping, and accounting, guiding properties through the end-to-end accounting flow, from property configuration to integration with their accounting software or ERP. You will work directly with customers to understand how their business operates, how they manage their books, and how transactions flow from front desk operations through to financial reporting, so that every customer's accounting setup is configured correctly, connected to their downstream financial systems, and running smoothly from day one. This is a customer-facing role that requires equal parts accounting knowledge, tech-savviness, and a genuine passion for helping people succeed. Our Onboarding & Accounting Integration Team Our team sits at the intersection of hospitality expertise and technical execution, working alongside Integration Engineering, Support, and Sales to solve real customer challenges with accounting systems. People who combine strong product knowledge with genuine customer empathy and are comfortable jumping on calls to guide setup will find this team energizing. Customers trust us to connect their financial backbone to Cloudbeds. What You Bring to the Team Guide customers through the full onboarding journey for Cloudbeds' accounting and financial features, including chart of accounts mapping, tax configuration, revenue recognition setup, and reconciliation workflows Understand each customer's unique business process (how they handle night audits, folio management, accounts receivable, and month-end close), and translate that into a properly configured Cloudbeds environment Support customers in connecting Cloudbeds to third-party accounting software and ERPs (e.g., Carmen, Flowaccount, QuickBooks, Xero, M3, NetSuite, local/regional systems) via native integrations and partner solutions Troubleshoot accounting discrepancies, integration sync issues, and configuration questions with a hands-on, solutions-oriented approach Contribute to onboarding documentation, how-to guides, and best-practice resources for hospitality accounting workflows Collaborate with Product and Engineering to relay customer feedback, identify recurring pain points, and help shape the product roadmap Serve as a subject matter resource on hospitality bookkeeping and accounting practices for internal teams and customers alike You may be required to join the Onboarding Project Manager or Sales team to help guide customers through the accounting and financial features conversation, or the full onboarding journey. What Sets You Up for Success 5+ years of hands-on hotel accounting experience (required; hospitality-adjacent accounting does not qualify) Practical understanding of accounting fundamentals: general ledger, accounts receivable/payable, revenue recognition, reconciliation, and financial reporting Experience using PMS-to-accounting integrations (required) and familiarity with Carmen Accounting (required) Tech-savvy: comfortable navigating SaaS platforms and learning new software tools quickly Strong customer-facing communication: able to explain complex accounting concepts in simple, clear language to non-technical accountants, and to translate accountant needs for technical teams, with a customer-first mindset Strong analytical mindset: ability to trace data flows, identify mapping issues, and troubleshoot integration problems methodically Fluent in Thai and English; ability to communicate clearly in writing and on calls across global time zones Bonus Skills to Stand Out Has helped set up PMS-to-accounting integrations Technical experience with accounting middleware or integration platforms (tools that automate data flows between systems and accounting software) Knowledge of regional accounting standards and tax requirements across Thailand Work Authorization: Please note that applicants must be currently authorized to work in the location where the position is located without requiring visa sponsorship. At this time, Cloudbeds is unable to provide sponsorship for work visas. What to Expect - Your Journey with Us Behind Cloudbeds' revolutionary technology is a team redefining what's possible in hospitality. We're 650+ team members across 40+ countries, bringing together elite engineers, AI architects, world-class designers, hoteliers, and hospitality veterans to solve challenges others haven't dared to tackle. Our diverse team speaks 30+ languages, but we all share one language: a passion for innovation and travel. From pioneering breakthroughs in machine learning to revolutionizing how hotels operate, we're not just watching the future of hospitality unfold – we're coding it, designing it, writing it, and shipping it. If you're ready to work alongside some of the brightest minds in tech who are obsessed with using AI to transform a trillion-dollar industry, this is your chance to be part of something extraordinary. Learn more online at cloudbeds.com Cloudbeds Awards : Winner – Hotel Management Software | HotelTechAwards (2026) Overall 10 Best Places to Work | HotelTechAwards (2026) Overall Top 10 Hotelier's Choice | HotelTechAwards (2026) Finalist – Property Management Systems (PMS) & Channel Managers | HotelTechAwards (2026) Most Loved Workplace® Certified (2024) Deloitte Technology Fast 500 (2024) Discover our Benefits: Remote First, Remote Always PTO in accordance with local labor requirements Fully Paid Parental Leave Home office stipend based on country of residency Professional development courses in Cloudbeds University Access to professional development, including manager training, upskilling, and knowledge transfer Everyone is Welcome - A Culture of Inclusion Cloudbeds is proud to be an Equal Opportunity Employer that celebrates the diversity in our global team! We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Cloudbeds is committed to the full inclusion of all qualified individuals. As part of this commitment, Cloudbeds will ensure that persons with disabilities are provided reasonable accommodations in the hiring process. We encourage deaf, hard-of-hearing, deaf-blind, and deaf-disabled individuals to apply. If reasonable accommodation is needed to participate in the job application or interview process or to perform essential job functions, please contact our HR team by phone at (858) 201-7832 or via email at accommodations@cloudbeds.com. Cloudbeds will provide an American Sign Language (ASL) interpreter where needed as a reasonable accommodation for the hiring process. To all Staffing and Recruiting Agencies: Our Careers Site is only for individuals seeking a job at Cloudbeds. Staffing, recruiting agencies, and individuals being represented by an agency are not authorized to use this site or to submit applications, and any such submissions will be considered unsolicited. Cloudbeds does not accept unsolicited resumes or applications from agencies. Please do not forward resumes to our jobs alias, Cloudbeds employees, or any other company location. Cloudbeds is not responsible for any fees related to unsolicited resumes/applications.
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Job Summary: As General Manager, Small & Medium Business (SMB), reporting directly to the EVP, Industries, you will own the strategy, growth, and profitability of Toptal 's SMB business, with full P&L and budget authority. You will improve how we win new clients, retain and expand existing relationships, and bring more of Toptal's capabilities to market. You will decide where to invest, build the team, and be accountable for the results. SMB requires consistent and strong commercial judgment at a high volume. New clients arrive with an immediate need; within 15 minutes your team must quickly understand the problem, explain how Toptal can help, and move the opportunity toward a sale. In addition to strengthening the inbound execution, you will grow our nascent outbound sales motion, improve our client expansion motion, develop more targeted marketing with our Enterprise industry teams, and activate a partnership ecosystem to bring new clients and revenue to Toptal. You will lead a high-energy sales organization with clear expectations and rigorous performance management. You will listen to calls, speak with clients, examine where opportunities are lost, and coach your leaders through specific performance issues. You will know whether a shortfall comes from demand, selling quality, pricing, capacity, or the client experience, and act with the responsible teams to address it. Your managers should see the standard you expect in your own work. You will build on an established client base and inbound demand to expand the problems small and medium-sized businesses trust Toptal to solve through our services, AI-based solutions, and talent-based capabilities. You will have the authority to build the team and invest in profitable growth. This is a remote position. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English. Responsibilities: The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills. Set and execute the SMB strategy. Identify the client needs, offerings, and sales approaches with the strongest growth potential. Build a business plan with clear financial objectives, priorities, and investment choices. Strengthen the existing talent business while developing additional sources of growth. Own the P&L and budget. Be accountable for revenue, profitability, and spending. Understand how conversion, retention, pricing, offering mix, and the cost to acquire and serve clients affect results. Allocate resources, evaluate returns, and act when performance diverges from the plan. Improve conversion from first contact to first engagement. Set clear standards for response speed, discovery, qualification, and closing. Ensure sellers maintain ownership as specialists resolve technical questions and clients move through the buying process. Find where momentum is lost and address the underlying causes. Grow and retain the client base. Build an account management approach that gives clients appropriate attention based on their needs and potential. Expect proactive conversations about upcoming work, engagement outcomes, and opportunities to do more with Toptal. Address reasons clients leave and develop practical ways to earn repeat business. Build outbound sales and targeted marketing. Grow the nascent outbound motion into a repeatable source of revenue. Work with Marketing, Sales Development, and Enterprise industry teams to select target clients, develop relevant propositions, and run coordinated campaigns. Use shared industry insight and client experience to sharpen targeting, then assess results through conversion, revenue, and acquisition economics. Activate a partnership ecosystem. Build partnerships that create qualified demand and new revenue for SMB. Identify and recruit the right partners, equip them to sell with Toptal, and develop joint plans with clear opportunity ownership. Turn promising relationships into active referral, co-selling, or resale motions, and invest in those that produce profitable growth. Expand adoption of services and AI-based solutions. Help sellers recognize when a client's needs extend beyond an individual talent request. Work with Services leaders and specialists to develop relevant propositions, bring expertise into client conversations, and close business. Build the team's ability to sell broader solutions while maintaining progress on the client's immediate need. Build a high-performing sales organization. Recruit strong managers and sellers, set demanding but achievable expectations, and establish a daily and weekly rhythm for performance management. Hold managers accountable for call quality, conversion, productivity, and commercial results. Review their coaching, demonstrate stronger approaches, recognize strong performance, and address underperformance promptly. Match capacity and coverage to the work. Plan staffing around demand, response expectations, active opportunities, and account needs. Give teams clear ownership and workable client portfolios. Coordinate with Operations, Matching, and Delivery so internal transitions preserve context and keep clients moving forward. Run the business with reliable evidence. Establish a consistent view of acquisition, engagement starts, retention, expansion, seller productivity, and financial performance. Build forecasts that reflect the speed and volume of SMB sales. Test changes against clear baselines, distinguish temporary movement from sustained improvement, and use technology and AI to improve execution. In the first week, expect to: Learn Toptal's business model, capabilities, SMB sales process, and client value proposition. Meet your leadership team and the functions supporting acquisition, account management, partnerships, matching, and delivery. Listen to client calls and begin reviewing the funnel, client portfolio, P&L, budget, and team performance, while exercising discretion and independent judgment. In the first month, expect to: Develop an informed view of where SMB wins, where clients lose momentum, and what limits growth. Assess your leaders and teams, including coaching, performance, capacity, and hiring priorities. Establish a consistent rhythm for commercial reviews, forecasting, financial management, and coaching. Present your proposed SMB business plan, including priority outbound campaigns, partnership opportunities, financial assumptions, and investment choices. In the first three months, expect to: Be executing an agreed business plan with clear objectives, resource allocations, and ownership. Have implemented initial improvements to conversion and retention, with baselines and a clear way to assess their impact. Be running targeted outbound campaigns with Marketing, Sales Development, and Enterprise industry teams, and activating initial partner opportunities. Have made the initial talent and leadership decisions needed to strengthen execution. In the first six months, expect to: Demonstrate measurable progress against the plan in revenue, profitability, conversion, and retention. Show that coaching and consistent performance management are improving seller and manager effectiveness. Show early commercial results from outbound campaigns and activated partners, with evidence to guide further investment. Manage the P&L against the budget and address material variances with specific actions. In the first year, expect to: Deliver against the agreed SMB revenue, profitability, and budget objectives. Have built a stronger leadership team with clear accountability, effective coaching, and consistent execution. Demonstrate sustained improvement in acquiring, retaining, and growing clients, including broader adoption of Toptal's capabilities. Have established outbound sales and partnerships as measurable contributors to growth, with a clear plan for scaling them. Qualifications and Job Requirements: Bachelor's degree is required. An MBA or a master's degree in engineering, computer science, physics, or mathematics is preferred. 12+ years of B2B commercial experience, including SaaS or services sales, with a sustained record of scaling high-volume sales to small and medium-sized businesses. You can demonstrate your personal contribution to growth and improved commercial performance. 5+ years leading sales and account management teams, including experience managing managers. You have built high-energy teams, set clear performance standards, improved results through specific coaching, addressed underperformance, and developed future leaders. Experience leading both new-client acquisition and account management, with evidence of improving conversion, retention, and expansion. Demonstrated accountability for commercial results and resource decisions. You can explain how your choices on pricing, staffing, investment, and client coverage affected revenue and profitability. Experience building outbound sales and working with Marketing and Sales Development on targeted campaigns that produce measurable revenue. Experience activating commercial partnerships and turning partner relationships into qualified opportunities and revenue. Strong analytical judgment. You can trace a performance problem through the sales process, test competing explanations, and determine whether a change produced a meaningful improvement. The ability to improve a high-volume sales operation while introducing new offerings or ways of selling. You can make changes without losing control of daily execution. Sufficient fluency in technology, AI, and services delivery to discuss client priorities intelligently, evaluate commercial opportunities, and recognize when specialist expertise is needed. Clear, persuasive written and verbal communication. You can explain the business, make a compelling investment case, and give teams specific direction. Outstanding written and verbal communication skills, including proposals and presentations. Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts. Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location. You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do. Essential Job Functions: Regularly and reliably attend scheduled virtual team meetings on camera. Work independently with minimal supervision. Use all required digital collaboration tools. Prioritize and self-manage workflows and deadlines. Travel as needed to develop client and partner relationships and work with your team. US FLSA Classification: Full-Time/Exempt This position receives a base salary and is also eligible to earn monthly commissions based on revenue generated from engagements sold. For candidates who meet the qualifications and job requirements listed above, Individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Applications are accepted on an ongoing basis. In the US, Toptal's benefit offerings include participation in a 401(k) retirement plan; medical, dental, and vision health insurance plans; basic life insurance coverage and short-term and long-term disability coverage; access to flexible spending, dependent care, and health savings accounts; access to telehealth virtual doctors; an employee assistance program; and flexible paid time off. Compensation Additional Information
At Clover Health , we are committed to providing high-quality, affordable, and easy-to-understand healthcare plans for America's seniors. We prioritize preventive care while leveraging data and technology through the Clover Assistant, a powerful tool that helps physicians make informed health recommendations. By giving doctors a holistic view of each member's complete health history, we ensure better care at a lower cost—delivering the highest value to those who need it most. The Utilization Management (UM) team plays a vital role in supporting Clover members throughout their care journey. The team is made up of experienced clinicians who combine clinical expertise with data-driven insights to support evidence-based decision-making. Working closely with providers and care partners, the UM team ensures that care transitions are smooth, efficient, and always focused on improving member outcomes while maintaining compliance with CMS guidelines. As the Lead RN, Utilization Management, you will coach and develop clinical staff, oversee daily review operations, and monitor quality and vendor performance. You will partner with Medical Directors and teams across Clover to strengthen review consistency and improve workflows. The ideal candidate brings sound clinical judgment, strong leadership skills, and a commitment to putting members first. As a Lead RN, Utilization Management, you will: Lead, coach, and onboard Utilization Management nurses and clinical reviewers; use case audits and feedback to support staff development and accountability. Manage daily workloads, staffing coverage, and escalations across prospective, concurrent, and retrospective reviews. Ensure reviews and determinations are timely, accurate, well documented, and consistent with benefits, clinical criteria, regulatory requirements, and Clover policies. Partner with Medical Directors on complex cases, peer-to-peer reviews, and cases requiring physician review. Oversee vendor contracting, implementation, performance, and delegation; monitor trends, turnaround times, productivity, and quality, and implement corrective actions. Maintain UM policies, procedures, the prior authorization list, and job aids; improve workflows, automation, and the member and provider experience. Collaborate with Appeals and Grievances, Care Management, Claims, Provider Relations, Compliance, and Product; support regulatory audits, accreditation, and quality improvement. Success in this role looks like: You enjoy developing others and helping clinical teams deliver consistent, high-quality work. You use data to improve care operations and turn performance trends into practical solutions. You put members first and bring sound clinical judgment, clear communication, and collaboration to complex decisions. You should get in touch if: You hold an active, unrestricted RN license Bachelor of Science in Nursing or equivalent relevant experience. You have at least five years of clinical nursing experience and three years in health plan, managed care, or utilization management settings. You have experience leading, supervising, or mentoring clinical staff and strong coaching, communication, critical-thinking, and conflict-resolution skills. You understand medical-necessity review and clinical documentation, have applied InterQual or MCG criteria, and have working knowledge of Medicare Advantage and applicable CMS requirements. You can manage competing priorities and regulatory turnaround times and are proficient with clinical review platforms, electronic health records, and productivity tools. Preferred: A multistate or compact RN license; formal people-management experience in a health plan or managed care setting; and experience supporting Medicare Advantage members. Certification in case management, UM, or healthcare quality; experience with audits, accreditation, delegated vendor oversight, and performance improvement; and familiarity with value-based care and technology-enabled workflows. Benefits Overview : Financial Well-Being : Our commitment to attracting and retaining top talent begins with a competitive base salary and equity opportunities. Additionally, we offer a performance-based bonus program, 401k matching, and regular compensation reviews to recognize and reward exceptional contributions. Physical Well-Being : We prioritize the health and well-being of our employees and their families by providing comprehensive medical, dental, and vision coverage. Your health matters to us, and we invest in ensuring you have access to quality healthcare. Mental Well-Being : We understand the importance of mental health in fostering productivity and maintaining work-life balance. To support this, we offer initiatives such as No-Meeting Fridays, monthly company holidays, access to mental health resources, and a generous flexible time-off policy. Additionally, we embrace a remote-first culture that supports collaboration and flexibility, allowing our team members to thrive from any location. Professional Development : Developing internal talent is a priority for Clover. We offer learning programs, mentorship, professional development funding, and regular performance feedback and reviews. Additional Perks: Employee Stock Purchase Plan (ESPP) offering discounted equity opportunities Reimbursement for office setup expenses Monthly cell phone & internet stipend Remote-first culture, enabling collaboration with global teams Paid parental leave for all new parents And much more! About Clover: We are reinventing health insurance by combining the power of data with human empathy to keep our members healthier. We believe the healthcare system is broken, so we've created custom software and analytics to empower our clinical staff to intervene and provide personalized care to the people who need it most. We always put our members first, and our success as a team is measured by the quality of life of the people we serve. Those who work at Clover are passionate and mission-driven individuals with diverse areas of expertise, working together to solve the most complicated problem in the world: healthcare. From Clover's inception, Diversity & Inclusion have always been key to our success. We are an Equal Opportunity Employer and our employees are people with different strengths, experiences, perspectives, opinions, and backgrounds, who share a passion for improving people's lives. Diversity not only includes race and gender identity, but also age, disability status, veteran status, sexual orientation, religion and many other parts of one's identity. All of our employee's points of view are key to our success, and inclusion is everyone's responsibility. #LI-REMOTE / #LI-ONSITE / #LI-HYBRID Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. We are an E-Verify company. Final pay is based on several factors including but not limited to internal equity, market data, and the applicant's education, work experience, certifications, etc. A reasonable estimate of the base salary range for this role is: $100,000—$130,000 USD
Join Vonage and help us innovate cloud communications for businesses worldwide! About Vonage Vonage is the emerging leader in the $100B+ cloud communications platform (CPaaS) market. Customers like Airbnb, Viber, WhatsApp, Snapchat, and many others depend on our APIs and SDKs to connect with their customers all over the world. As businesses continue to shift to a real-time, customer-centric communications model, we are experiencing a time of impressive growth. Why This Role Matters The RNE (Registration, Numbers and Enablement) group within Vonage's Foundation Engineering department works across four core product domains: Registration, Numbers, Number Intelligence, and Know Your Customer (KYC). As a Staff Engineer, you will be a technical anchor for the team, shaping the architecture of our cloud-native platform and influencing engineering culture across the group. What You Will Do Provide technical leadership and vision for the design and development of highly concurrent, distributed backend systems; Drive and own significant architectural decisions, ensuring scalability, reliability and maintainability across the platform; Lead performance optimisation initiatives and resolve the most complex system-level challenges; Set the standard for testing practices, including Unit, Integration and Smoke tests, enabling fully automated promotion of code to production; Define, evolve and enforce coding standards and engineering best practices across the team; Act as a technical mentor and leader, supporting the growth of engineers at all levels; Collaborate closely with product and engineering leadership to align technical strategy with business goals; Provide out-of-hours support as part of an on-call rota. What You Will Bring Essential: Extensive programming experience in Go (Golang) or deep expertise in JVM technologies (Java/Spring Boot) with a strong commitment to adopting Go; Extensive, proven experience developing and maintaining enterprise-grade systems at scale; Deep expertise in highly concurrent, distributed architectures and systems; Extensive experience leading and owning architectural decisions at team and cross-team level; Prior experience as a Team Lead or Tech Lead, with a track record of mentoring and growing engineering talent; Experience with containerised applications and cloud-native infrastructure; Expert-level performance profiling and optimisation skills; Deep experience with relational and non-relational databases (e.g. PostgreSQL, Redis); Exceptional communication and influencing skills, with the ability to align technical and non-technical stakeholders. Nice to Have: Deep hands-on experience with AWS (SQS, SNS, DynamoDB), Kafka, Kubernetes or Terraform; Experience driving Continuous Delivery practices in cloud environments; General understanding of the telecommunications industry. How you'll benefit: Medical Insurance (Allianz) Life Insurance (Uniqa) Glasses Reimbursement Kafeteria (My Benefit) Discretionary Time Off (DTO) Volunteer Time (VTO) Ericsson Care Line #LI-YB1 There's no perfect candidate. You don't need all the preferred qualifications to make a valuable impact on our team. Our employees and customers come from diverse backgrounds, so if you're passionate about what you could achieve at Vonage, we'd love to hear from you. To learn how we process your personal data during the recruitment process, please refer to our Privacy Notice . Who we are: Vonage is a global cloud communications leader. And your talent will further help brands - such as Airbnb, Viber, WhatsApp, and Snapchat - accelerate their digital transformation through our fully programmable-based unified communications, contact center solutions, and communications APIs. Ready to innovate? Then join us today. Note: The purpose of this profile is to provide a general summary of essential responsibilities for the position and is not meant as an exhaustive list. Assignments may differ for individuals within the same role based on business conditions, departmental need or geographic location.
About Nebius : Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure. Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI. Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D. Customer experience Customer experience at Nebius AI Cloud involves tackling customers' challenges and directly impacting their success by solving real-world AI and ML problems at massive GPU cloud scale. You'll not only resolve issues, but play a key role in shaping clients' business success by optimizing their AI solutions. Working with advanced GPUs such as H200, B200 and GB200, as well as modern ML frameworks, you'll influence the development of the Nebius AI Cloud and gain experience at the intersection of infrastructure and AI. With minimal bureaucracy, you'll have the freedom to innovate, take ownership and drive change. Opportunities for growth are abundant in this vibrant and supportive professional community. The role We are looking for an experienced Partner Solutions Architect with a proven track record of enabling both value-added resellers (VARs) and technology partners. You will help partners build differentiated offerings on Nebius, enable Channel joint value propositions and take those solutions to market. You will own the technical partner relationship, connecting partner sales, presales, product and engineering teams with their counterparts at Nebius. Combining cloud architecture expertise with commercial judgment, you will help partners win customers and grow adoption through repeatable solutions and effective enablement. You're welcome to work from our office in Amsterdam or remotely from any EU country . Your responsibilities: Develop joint value propositions that combine Nebius with partner products or services, defining target customers, priority use cases, technical differentiation and business outcomes. Work with Channel and Nebius sales and marketing teams on joint go-to-market plans, account opportunities, co-selling activities, solution messaging and customer presentations. Lead joint customer discovery and solution discussions. Agree proof-of-concept success criteria and coordinate partner and Nebius specialists through technical validation and deployment planning. Enable VAR partners to qualify opportunities, position Nebius, design customer solutions and package their implementation or managed services around our platform. Help technology partners, including software vendors and data or AI platforms, define joint solutions, integration priorities and validation plans with their product and engineering teams. Build lasting relationships with partner engineering teams. Translate requirements and customer feedback into actionable plans, coordinate experts and influence product priorities. Track partner readiness, joint solution adoption and contributions to pipeline and customer wins. Use these results to improve enablement and scale successful partner activities. What you bring 5+ years in solutions architecture, technical presales or partner technical roles, with substantial experience supporting Channel and Technology partnerships. Demonstrated success enabling both VARs and technology partners, including examples of partners independently positioning solutions, pursuing opportunities or delivering joint offerings. Experience building joint value propositions and taking partner solutions to market, with evidence of customer wins, adoption growth or commercial impact. A track record of building partner enablement programs and adapting content for sales, presales and engineering audiences. Strong cloud architecture fundamentals across compute, storage, networking and security, with the ability to explain trade-offs and connect technical decisions to customer needs. Experience earning trust with partner engineering and product teams, working effectively with internal engineers and coordinating delivery across organizations without direct authority. Clear communication with engineers and business leaders, sound commercial judgment and an understanding of how resellers and technology partners make money. A relevant degree or equivalent professional experience, plus curiosity about AI infrastructure and the ability to learn new platforms quickly. Added bonuses The following experience would be valuable but is not required for the role: Hands-on Kubernetes and container platform experience, including deployment automation with tools such as Terraform. Experience with GPU-based workloads, HPC or distributed AI/ML workloads, including training, fine-tuning, inference or MLOps. Practical integration development using APIs, Python or infrastructure as code, or experience building reference implementations and technical demonstrations. Familiarity with AI software ecosystems or partner solutions built around major cloud and data platforms. I-PL1 Benefits & Perks: Competitive compensation Career growth and learning opportunities Flexibility and ownership Collaborative and innovative culture Opportunity to work on impactful AI projects International environment and talented teams What's it like to work at Nebius: Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI Equal Opportunity Statement: Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law. Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire. If you need accommodations during the application process, please let us know.
— білікті үміткерге қол жеткізіңіз
Жұмысыңызды бүгін жариялаңыз және 24 сағат ішінде өтінімдерді алыңыз.
Fully Remote (UK based) | Competitive Salary + Bonus + Generous Equity | B Corp Certified TrustedHousesitters is a fast growing, direct-to-consumer marketplace that is redefining pet care and travel. Here at TrustedHousesitters, we're on a mission to make travel work better for pets, for their people, and for the global community of animal lovers who look after them. We've got big plans on becoming the world's most-loved travel solution for pet people. We've built something pretty special: a trusted place where pet owners and sitters connect to keep pets happy at home while their humans explore the world. We've already grown into a global community with members in over 140 countries, a product people genuinely love, and a team of more than 100 brilliant humans powering it all. But we're only just getting started. Our goal? To grow to 1 million members and make TrustedHousesitters the world's most-loved travel solution for pet people. At the moment, a sit starts every two minutes somewhere on the planet. We want that to be every single minute and we know the only way we'll get there is with the right people in the right roles. The right people in the right roles will shape our future. So, here's the big question: Could that be you? We are looking for an analytical and commercially minded Lead Growth Analyst to join our Marketing Analytics team. Our aim is to help the business understand what is driving growth, where performance is changing, and where the biggest opportunities and risks are. In this role, you will lead analysis on some of our most important growth questions. You will take ownership of analytical workstreams end to end, from framing the business question and exploring the data through to clear recommendations and supporting execution. A key part of the role will be helping teams make better growth and investment decisions. You will bring together signals from channel performance, customer behaviour and experimentation to understand what is driving performance. You will partner closely with Growth, Marketing and Product teams, acting as a trusted thought partner. Key responsibilities Drive end-to-end analysis on priority growth questions, from problem definition through to recommendation and measurement. Proactively identify and investigate changes in growth performance, including the key drivers, risks and opportunities behind them, rather than waiting for questions to be handed over. Identify and size growth opportunities across channels, customer journeys and Product. Support investment decisions by bringing together MMM, channel performance and customer behaviour. Build clear growth narratives from complex analysis, translating data into concise, understandable insights with a strong "so what", and clearly articulating the implications and actions for stakeholders. Contribute to wider commercial questions such as forecasting, pricing and scenario analysis where they materially affect growth. Build scalable analytical approaches that improve the speed, consistency and quality of decision-making. Act as a trusted analytical partner, bringing a clear analytical point of view that shapes key growth decisions. Own key stakeholder relationships and help ensure analytical recommendations are followed through into action and measurable impact. Mentor other analysts and help raise the analytical bar across the team. Experience and competencies Significant experience in growth, marketing, or commercial analytics within a digital, marketplace, subscription or consumer technology business. Strong understanding of growth, customer acquisition, funnel performance and the interaction between Marketing and Product. Experience analysing customer journeys across multiple stages of the funnel, including cohort behaviour, lifecycle performance and longer conversion or nurturing journeys. Good knowledge of marketing effectiveness approaches such as MMM, incrementality testing, experimentation and attribution. Proven ability to independently structure and lead complex or ambiguous analytical work. Strong commercial judgement and the ability to move from analysis to clear recommendations. Comfortable operating as a senior individual contributor, influencing without authority and partnering closely with leadership teams. Flexible and open-minded, able to thrive in a fast-moving, evolving environment. Clear, confident communicator with strong written and verbal presentation skills. Tools and technical skills Advanced SQL. You're not reaching for documentation for standard analytical patterns Familiarity with analytical tools and languages such as Python or R. Experience working with marketing and experimentation data from major digital platforms and internal data warehouses (we use Databricks). Practical understanding of advanced measurement methodologies and their limitations in real-world decision-making. Nice to have: experience integrating AI tools into analytical workflows in a way that's actually made a difference Compensation Additional Information In addition to a competitive salary and bonus, we offer a range of benefits, including: For the love of pets Each year, you'll get a Premium TrustedHousesitters Combined membership which includes benefits like free airport lounge passes, Sit Cancellation Plan and Home and Contents Plan, plus five Premium memberships to gift to friends and family Our team can work remotely from as many house sits as they like, and we contribute up to £500 per year towards travel costs to and from sits Find a rescue pet to join your family and we'll cover the adoption fees, as well as "pawternity" to help your pet settle into their new home Health & wellbeing SimplyHealth healthcare cash plan Bupa Health Insurance and Dental Insurance plan Specsavers eyecare scheme Weekly virtual yoga sessions Optional enrollment onto our Trusted Giving scheme, which includes employee giving via Charities Trust and 2 days paid annual volunteering allowance Working environment Work fully remotely from anywhere in the world - as long as you follow compliance as a UK tax resident Get £200 to spend on home office equipment each year + Macbook and Apple accessories when you start Access to Spaces co-working locations across the globe We host an all-expenses-paid meetup each quarter and fund team events (remote or in-person) throughout the year We cover the costs of personal development resources and have regular time set aside for learning and growth Depending on your role within the business, you'll have the option to customise your work hours to better align with your personal schedule Compensation & time off 25 days off per year, plus bank holidays and festive closure between Christmas and New Year (36 days + Christmas Day for some roles) Competitive salary which is reviewed annually Generous equity package for permanent employees Discretionary 10% quarterly bonus scheme, distributed quarterly Pension scheme: 5% from you as an employee and 3% from TrustedHousesitters £500 recruitment referral bonus If you're ready to join us on our mission to become the most loved pet travel solution, we'd love to hear from you! In your application, please feel free to note which pronouns you use (For example- she/her/hers, he/him/his, they/them/theirs, etc). At the heart of our team are a mix of diverse backgrounds. Here at TrustedHousesitters, we're committed to the equal opportunities policy throughout the interview process and selection. Offers of employment into TrustedHousesitters are based solely on individual merit, qualifications, and the person's professional suitability. Gender identity, sexual orientation, marital or civil partnership status, colour, race, nationality, ethnic or national origins, religion or beliefs, age, mental or physical disability, medical condition, pregnancy or maternity status, or any other protected characteristics do not enter into our decision-making process.
Cresta unlocks the true potential of the customer experience, turning every conversation into a competitive advantage. Cresta's unified AI platform combines conversational AI agents, real-time human agent augmentation, and comprehensive conversation intelligence to drive revenue and efficiency gains across every channel. The world's leading companies, including United Airlines, Cox Communications, and Marriott, use Cresta to power world-class customer experiences every day. Born from the Stanford AI Lab, Cresta has raised more than $270 million from the world's leading investors, including a16z, Greylock, and Sequoia. Cresta's leadership includes some of the leading minds in AI today. Our CEO, Ping Wu , founded and led Google's Contact Center AI and Vertex AI platforms before joining Cresta to build the future of AI-driven customer experiences. Over the next few years, AI is going to redefine how people all over the world interact with businesses every day. Come build that future at Cresta. About the role: The VP of Partnerships, EMEA based in the United Kingdom will be responsible for defining and executing Cresta's partnerships strategy across the EMEA region as a senior individual contributor. This role will focus on identifying, structuring, and closing high-impact strategic partner-led deals that accelerate customer acquisition, expand Cresta's enterprise footprint, and drive revenue growth through partner resell and co-sell motions. This senior leader will develop deep insight into regional market dynamics and build the foundational partner ecosystem across system integrators, resellers, BPOs, and technology partners. While this role does not include formal people management, it carries significant ownership and influence, requiring close collaboration with Sales, Product, Marketing, and Customer Success teams globally. Success will be measured by partner-sourced and partner-influenced revenue, new logo acquisition, expansion of product usage through partners, and the establishment of scalable partnership models that can be operationalized as the business grows. Responsibilities: Partnership Strategy & Execution Define and execute the EMEA partnerships strategy in alignment with Cresta's global objectives and regional go-to-market plans Identify, prioritize, and secure strategic partnerships across system integrators, channel partners, BPOs, and complementary technology providers Develop partner value propositions, commercial frameworks, and engagement models tailored to EMEA market needs Establish repeatable partnership structures, playbooks, and success metrics that can scale over time Channel & Revenue Impact Drive partner-sourced and partner-influenced pipeline and revenue through direct execution of partner-led deals Work closely with regional and global Sales teams to integrate partners into account planning, co-selling, and deal execution Support partners in positioning, selling, and delivering Cresta's solutions, including joint value propositions and customer use cases Own and report on partner-related pipeline, deal progression, and revenue outcomes in the EMEA region Strategic Business Development Personally lead high-value partnership discussions and complex commercial negotiations from inception through contract execution Identify new routes-to-market and market entry opportunities via partnerships in both established and emerging EMEA geographies Act as the primary point of contact for strategic partners in the region, managing executive-level relationships and ongoing collaboration Cross-Functional Collaboration Partner closely with Product and Engineering to represent partner and market feedback, influencing roadmap and integration priorities Collaborate with Marketing to develop joint go-to-market initiatives, partner messaging, and demand-generation activities Work with Customer Success and Services teams to ensure successful partner-led deployments and long-term customer outcomes Thought Leadership & Market Presence Represent Cresta as a senior partnerships leader in the EMEA region with partners, customers, and at industry events Maintain a strong understanding of competitive dynamics, buyer trends, and ecosystem shifts across the region Provide strategic input to global partnerships leadership on regional insights and growth opportunities Qualifications We Value: 15+ years of experience in partnerships, business development, alliances, or enterprise sales within SaaS, AI, or enterprise software companies Proven track record of personally sourcing, structuring, and closing strategic partnerships that drive revenue Experience operating as a senior individual contributor with high ownership and autonomy in fast-growing or early-stage companies Strong understanding of partner-led go-to-market models, including system integrators, resellers, and co-sell motions Demonstrated ability to work effectively with C-level executives at partner and customer organizations Strategic thinker with the ability to translate market insight into executable partnership initiatives Highly self-directed, hands-on, and comfortable operating in ambiguous, fast-paced environments Deep familiarity with EMEA enterprise markets and cultural nuances (regional experience strongly preferred) Willingness to roll up sleeves and do what it takes to drive results without formal team authority Perks & Benefits: We offer Cresta employees a variety of medical benefits designed to fit your stage of life Flexible vacation time to promote a healthy work-life blend Paid parental leave to support you and your family Compensation: Compensation for this position includes a base salary, variable (OTE), equity, and a variety of benefits. Actual base salaries will be based on candidate-specific factors, including experience, skillset, and location, and local minimum pay requirements as applicable. We are actively hiring for this role in London, and offer competitive local pay and benefits. Your recruiter can provide further details. Our use of AI in recruiting: We may use AI tools in our recruiting process, which require human review and oversight. If you have questions about our use of AI or wish to opt out, please contact recruiting@cresta.ai (if you are opting out, please use the subject 'Opt-Out' in your email). Recording & AI transcription: We do not authorize candidates to record or use AI transcription of any interview by phone, notetaker app, AI glasses, or other device. Candidates may request an exception or accommodation for review during the interview process as needed. Recruiting impersonation scams: We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Cresta recruiting email communications will always come from the @cresta .ai domain. Any outreach claiming to be from Cresta via other sources should be ignored.
At Instructure , we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in: We are seeking an experienced Regional Director to be based in Dubai to join our growing higher education sales team. You'll play a pivotal role in expanding the reach of the Instructure Learning Platform across the GCC region, helping universities modernize and simplify their approach to teaching and learning. This role is focused on driving long term, sustainable growth across the GCC higher education market. You'll be responsible for building strong relationships across the region, growing pipeline, navigating complex sales cycles, and helping institutions realize the value of the Instructure platform. If you thrive in a dynamic environment and are passionate about helping higher education institutions succeed, we want to meet you. What You'll Be Doing Drive new business growth by selling the Instructure Learning Platform across the GCC higher education market Build and execute targeted sales strategies to develop and nurture a strong client pipeline across the region Share insights to help prospective customers evaluate solutions and choose what best fits their needs Prepare and tailor messaging, presentations, proposals, and tender responses for prospective customers Guide prospects through the purchasing process to successful, timely closure Secure profitable pricing and business terms by clearly communicating the value and return on investment of the platform Accurately forecast short term and long term sales performance while maintaining strong pipeline management and hygiene Build and maintain relationships with key institutional and government stakeholders across the GCC Partner closely with cross functional teams, including Product and Customer Experience, to share market feedback and customer insights Attend key industry events and strengthen Instructure's presence across the region Consistently achieve or exceed sales quotas within established timelines Travel regularly across the region for onsite meetings and events, up to 30% What We're Looking For 4+ years of sales experience (Bachelor's degree preferred), ideally in SaaS, enterprise software, or EdTech Proven success selling complex solutions at all levels, including the C-suite Strategic, consultative sales acumen with a Challenger mindset Expertise in needs analysis, proposal development, and tender completion Familiarity with VLE/LMS and educational pedagogy (Higher Ed sales experience a plus) Experience or strong understanding of the GCC market and regional higher education landscape Fluent English with excellent written skills; Arabic proficiency is a strong advantage Get in on all the awesome at Instructure! We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect: Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success. Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location. Generous time off, including local holidays and our annual "Dim the Lights" period in late December, when teams are encouraged to step back and recharge based on departmental needs. Comprehensive wellness programs and mental health support Learning and development resources, including professional development tools and tuition reimbursement, to support your growth The technology and tools you need to do your best work Motivosity employee recognition program A culture rooted in inclusivity, support, and meaningful connection We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes. Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate. All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we've implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws. Any attempt to misrepresent personal or professional information will result in disqualification.
About Nebius : Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure. Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI. Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D. The role As a Senior Machine Learning Engineer on the Applied AI team at Nebius Token Factory, you will own model and endpoint optimization from model artifacts through production deployment. Your work will span model internals, quantization and model compression, speculative decoding, KV-cache optimization, inference engines, serving architecture, and benchmarking to improve latency, throughput, memory efficiency, GPU utilization, and cost per token while preserving quality and reliability. You will work with kernel and platform engineers to investigate serving problems, compare configurations, and resolve performance and quality regressions. You will evaluate model- and engine-level optimizations together with distributed inference designs, including request routing, scheduling, prefill/decode coordination, and multi-node GPU execution. Your improvements will be validated through reproducible benchmarks and safe production rollouts under real-world workloads. Your responsibilities Own optimization projects for specific model families, customer endpoints, or serving backends. Compare inference engines and recommend serving configurations suited to individual workloads. Diagnose model-quality and performance regressions during production rollouts. Improve LLM and VLM endpoint latency, throughput, memory efficiency, GPU utilization, quality, and cost per token. Deploy, configure, benchmark, and extend engines such as vLLM, SGLang, TensorRT-LLM, Triton Inference Server, and NVIDIA Dynamo. Develop production model-compression workflows covering quantization, quantization-aware training, distillation, low-bit serving, and accuracy recovery. Implement or integrate speculative decoding, draft-model approaches, KV-cache optimization, prefix caching, chunked prefill, continuous batching, and disaggregated prefill/decode serving. For prefill–decode disaggregation (PDD), evaluate KV-cache transfer, worker placement, and capacity balancing to determine which workloads benefit from the architecture. Design and improve LLM request routers and scheduling policies that balance worker utilization, queueing, request characteristics, and KV-cache locality while meeting latency and reliability targets. Scale dense and mixture-of-experts inference across multiple GPU nodes. Select and tune tensor, pipeline, data, and expert parallelism—including wide expert parallelism (WideEP)—with attention to hardware topology, expert load balance, and communication overhead. Build reproducible benchmark harnesses measuring TTFT, TPOT, tokens per second per GPU, p95/p99 latency, GPU memory, reliability, and cost per token. Validate architecture choices under representative traffic and consistent GPU budgets. Collaborate with GPU kernel and platform engineers to trace bottlenecks across model code, kernels, runtime, scheduler, gateway, and cluster layers. Produce design documents, performance reports, rollout plans, and customer-facing technical explanations. Must-haves Strong engineering skills in Python and PyTorch. Hands-on experience deploying or optimizing LLM, VLM, or high-throughput transformer inference. Practical knowledge of at least one modern inference stack, such as vLLM, SGLang, TensorRT-LLM, Triton Inference Server, NVIDIA Dynamo, Ray Serve, KServe, or an equivalent internal system. A strong understanding of transformer inference bottlenecks involving KV cache, attention, memory bandwidth, batching, parallelism, and long-context serving. Ability to quantify trade-offs among latency, throughput, quality, utilization, and cost. Experience designing or optimizing distributed inference system architecture, with hands-on work in one or more areas such as request routing, distributed scheduling, PDD, multi-node inference, or expert parallelism. Strong communication and collaboration skills across research, kernel, infrastructure, product, and customer teams. Nice-to-haves Experience with quantization-aware training, post-training quantization, FP8, INT8, INT4, NVFP4, MXFP4, AWQ, GPTQ, or SmoothQuant. Experience with distillation, speculative decoding, EAGLE, Medusa, multi-token prediction, or related inference acceleration methods. Experience supporting agentic workloads involving tool calling, structured outputs, streaming APIs, high concurrency, and multi-step orchestration. Familiarity with CUDA or Triton; the role does not require kernel engineering to be the candidate's primary specialization. Contributions to open-source projects such as vLLM, SGLang, TensorRT-LLM, FlashInfer, LMCache, PyTorch, Triton, Ray, or KServe. Implementation experience with cache-aware request routing, PDD, or WideEP, including diagnosing communication bottlenecks and load imbalance. Familiarity with GPU communication libraries and interconnects, such as NCCL, NVLink, InfiniBand, or RoCE. Benefits & Perks: Competitive compensation Career growth and learning opportunities Flexibility and ownership Collaborative and innovative culture Opportunity to work on impactful AI projects International environment and talented teams What's it like to work at Nebius: Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI Equal Opportunity Statement: Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law. Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire. If you need accommodations during the application process, please let us know.
At Instructure , we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in: We are seeking an experienced Senior Account Executive to be based in Dubai to join our growing education sales team. You'll play a pivotal role in expanding the reach of the Instructure Learning Platform across the ROMENA region, helping Higher Education institutions and K-12 organizations modernize and simplify their approach to teaching and learning. This role is focused on driving long term, sustainable growth across ROMENA, including MENA markets outside the GCC (Gulf Cooperation Council). You'll be responsible for building strong relationships across the region, growing pipeline, navigating complex sales cycles, and helping education customers realize the value of the Instructure platform. If you thrive in a dynamic environment and are passionate about helping education institutions succeed, we want to meet you. What You'll Be Doing Drive new business growth by selling the Instructure Learning Platform across the ROMENA region Build and execute targeted sales strategies to develop and nurture a strong client pipeline across Higher Education and K-12 Share insights to help prospective clients evaluate solutions and choose what best fits their needs Prepare and tailor messaging, presentations, proposals, and tender responses for prospective clients Guide prospects through the purchasing process to successful, timely closure Secure profitable pricing and business terms by clearly communicating the value and return on investment of the platform Accurately forecast short term and long term sales performance while maintaining strong pipeline management and hygiene Build relationships with key stakeholders and decision makers, including executive leadership and C-suite contacts Partner closely with cross functional teams, including Product and Customer Experience, to share market feedback and customer insights Attend key industry events and strengthen Instructure's presence across the region Identify and recruit channel partners where appropriate to support market entry and regional coverage Consistently achieve or exceed sales quotas within established timelines Travel regularly across the region for onsite meetings and events, up to 30% What We're Looking For Fluent Arabic with strong written and spoken English 5+ years of proven sales experience, ideally within SaaS, EdTech, or enterprise software Experience selling complex enterprise software, solutions, and services Demonstrated ability to sell at all levels, including C-suite and executive leadership Strong strategic and consultative sales skills Ability to conduct detailed needs analyses and develop tailored proposals Experience managing tenders and complex buying processes Understanding of educational pedagogy and the process of selling a VLE/LMS is a plus Experience selling into both Higher Education and K-12 is a plus Familiarity with sales methodologies and a strong challenger mindset Bachelor's degree preferred Get in on all the awesome at Instructure! We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect: Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success. Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location. Generous time off, including local holidays and our annual "Dim the Lights" period in late December, when teams are encouraged to step back and recharge based on departmental needs. Comprehensive wellness programs and mental health support Learning and development resources, including professional development tools and tuition reimbursement, to support your growth The technology and tools you need to do your best work Motivosity employee recognition program A culture rooted in inclusivity, support, and meaningful connection We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes. Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate. All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we've implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws. Any attempt to misrepresent personal or professional information will result in disqualification.
About Nebius : Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure. Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI. Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D. We are seeking a Senior ML Engineer to join a fast-growing team building an agent-native search platform for AI systems, the emerging web access layer for AI. Our focus is agentic search, where AI systems plan, retrieve and refine rather than just return results. You will develop and deploy machine learning models that power retrieval, ranking, and indexing at scale, helping AI systems access fresh, reliable information in real time. This is a high-impact role working on a production system used 24x7, operating at the scale of web search. Your responsibilities: Train and deploy ML models for retrieval, reranking, and search relevance, such as embedding models and cross-encoders, in production Develop models supporting crawling, data selection, and content understanding Build and maintain the data, training and evaluation pipelines behind our models: training-data generation, evaluation sets and retraining Contribute to and improve our ML platform: training and orchestration workflows (Kubernetes, GPU scheduling, experiment tracking, model lifecycle) and inference optimisation for low-latency serving Work closely with engineering to integrate and deploy ML models in production services, balancing latency, quality and cost Apply the latest architectural advances and training procedures for retrieval and LLM-integrated systems Must-haves: 5+ years of experience in software engineering or applied machine learning Strong programming skills in Python and at least one of Go or C++ Proven experience deploying ML models in production systems Solid understanding of machine learning and modern deep learning, including transformers and embeddings Experience building data or ML pipelines and working with workflow orchestration Ability to define meaningful model metrics and evaluate models rigorously Product-oriented mindset with a focus on impact and iteration Nice-to-haves: Hands-on experience with retrieval, ranking, or recommendation Experience with Kubernetes, distributed training or GPU scheduling, or inference optimisation (batching, quantisation, compilation) Contributions to open-source projects, technical publications, or conference talks Strong results on public benchmarks or leaderboards (e.g. MTEB, BEIR) or models released on Hugging Face Benefits & Perks: Competitive compensation Career growth and learning opportunities Flexibility and ownership Collaborative and innovative culture Opportunity to work on impactful AI projects International environment and talented teams What's it like to work at Nebius: Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI Equal Opportunity Statement: Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law. Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire. If you need accommodations during the application process, please let us know.
About Nebius : Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure. Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI. Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D. The role This role is for Nebius AI R&D, a team focused on applied research in AI. Examples of applied research that we have recently published include: applying reinforcement learning for agent training in long-context multi-turn scenarios dramatically scaling task data collection to power reinforcement learning for SWE agents building a decontaminated evaluation for SWE agents that is regularly updated investigating how test-time guided search can be used to build more powerful agents The results often lead to collaboration with adjacent teams where our research findings are applied in practice. We are currently looking for senior- and staff-level ML engineers to work on research in areas such as: Guided search and reinforcement learning for agentic systems Reinforcement learning for reasoning models Web-scale problem collection for training agents Efficient model distillation Some examples of what your responsibilities might include are: Conducting experiments to figure out efficient ways to train a large language model on traces of interactions with various environments Exploring methods of guided generation and search in the trajectory space Coming up with ways to mine relevant data at web scale and figuring out efficient ways to use this data in model post-training Conducting experiments with different reinforcement learning configurations in verifiable domains Exploring methods to train AI agents on tasks with non-verifiable reward signals We expect you to have: A profound understanding of theoretical foundations of machine learning and reinforcement learning Deep expertise in modern deep learning for language processing and generation Substantial experience with training large models on multiple computational nodes Strong software engineering skills (we mostly use python) Deep experience with modern deep learning frameworks (we use jax) Strong communication and leadership abilities Experience designing, executing, and analyzing machine learning experiments with proper statistical rigor Ability to formulate research questions, design experiments to test hypotheses, and draw meaningful conclusions from results Ability to document research findings clearly and contribute to technical publications or report Nice to have: Experience with deep reinforcement learning for LLMs, including techniques such as reward modeling, DPO, PPO etc Familiarity with important ideas in LLM space, such as RoPE, ZeRO/FSDP, Flash Attention, quantization Bachelor's degree in Computer Science, Artificial Intelligence, Data Science, or a related field Master's or PhD preferred Track record of building and delivering products (not necessarily ML-related) in a dynamic startup-like environment Experience in engineering complex systems, such as large distributed data processing systems or high-load web services Open-source projects that showcase your engineering prowess Excellent command of the English language, alongside superior writing, articulation, and communication skills Proficiency in contemporary software engineering approaches, including CI/CD, version control and unit testing Benefits & Perks: Competitive compensation Career growth and learning opportunities Flexibility and ownership Collaborative and innovative culture Opportunity to work on impactful AI projects International environment and talented teams What's it like to work at Nebius: Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI Equal Opportunity Statement: Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law. Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire. If you need accommodations during the application process, please let us know.