Headquarters: Remote (USA)

PagerDuty, Inc. (NYSE: PD) is the global leader in AI-first digital operations. By automatically detecting, diagnosing, and remediating issues, the PagerDuty Platform orchestrates AI agents and automated workflows with context from over 750 integrations. Trusted by approximately two-thirds of the Fortune 100 and nearly half of the Fortune 500, PagerDuty is the industry standard for organizations scaling resilient, autonomous operations. Notable customers include Chipotle, Cloudflare, Docusign, Fox, Nvidia, Salesforce, Spotify, Zoom and more. We are growing rapidly and hiring top talent with leading AI skills across engineering, sales, product, marketing, and beyond as we build the leading digital operations platform.

 

PagerDuty is seeking an Account Manager to join our diverse, customer-focused team! As an Account Manager, you will serve as the primary point of contact for a portfolio of existing SaaS customers, partnering closely with cross-functional teams to deliver exceptional customer outcomes. You will maintain and grow customer relationships, drive product adoption, manage renewals, and identify strategic expansion opportunities that deliver measurable business value. This is an exciting opportunity to blend customer success and sales expertise to help customers realize the full potential of PagerDuty’s platform while driving revenue growth.

The ideal candidate is a proactive relationship builder with strong commercial acumen, a passion for data-driven customer management, and experience with SaaS products and AI-driven insights.

KEY RESPONSIBILITIES

• Own a portfolio of existing customers to ensure adoption, value realization, and retention.
• Develop and execute account plans that drive renewals, mitigate churn risk, and uncover expansion opportunities.
• Present and negotiate renewal proposals, structure multi-year options, and manage contract value through strategic account management.
• Monitor customer health using usage analytics, telemetry, and business insights to identify and address risks early.
• Collaborate cross-functionally with Legal, Sales Operations, and Renewals teams to ensure smooth contracting, forecasting, and reporting processes.
• Maintain strong product knowledge and deliver consultative guidance to drive configuration optimization and feature adoption.

BASIC QUALIFICATIONS

• 7+ years of combined customer-facing experience, including Account Management, Customer Success, or Renewals.
• 4+ years of proven success managing renewals and growth within a SaaS environment.
• Experience using Salesforce (SFDC) and analytics tools such as Gainsight, Tableau, or Looker.
• Bachelor’s degree or equivalent experience.

PREFERRED QUALIFICATIONS

• Demonstrated ability to leverage data analytics and health metrics to manage and retain customer accounts.
• Prior enterprise sales expertise leveraging MEDDPICC & Value Selling.
• Experience working with enterprise software customers or in a DevOps environment.
• Strong understanding of AI-powered tools and how they can be leveraged to drive efficiency and insight.
• Proven history of achieving revenue and retention goals through consultative account management.
• Self-starter with strong collaboration, negotiation, and problem-solving skills.

The base salary range for this position is $105,000.00 - $125,400.00 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.

Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.

Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.

Hesitant to apply?

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Where we work

PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we cannot employ candidates residing in:

Location restrictions:
Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia
Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon
United States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming
Candidates must reside in an eligible location, which vary by role.

How we work

Our values guide how we support customers, collaborate with colleagues, develop products, and foster a culture of belonging. They define not just our actions, but what it means to be Dutonian.

People Leaders at PagerDuty are responsible for creating high performance environments that drive accountability. PagerDuty has four key dimensions that define our Leadership Impact: Lead Self, Lead the Team, Lead the Business, and Lead the Future. Each dimension has three associated competencies to give leaders a shared language for guiding their development, career, promotion, and succession planning discussions. Our Manager Expectations serve as a practical guide for managers to understand their responsibilities, prioritize their efforts, and drive engagement and performance.

What we offer

As a global organization, our total rewards approach is competitive with industry standards and aligned with local laws and regulations. Learn more, including country-specific offerings, on our benefits site.

Your package may include:

• Competitive salary
• Comprehensive benefits package 
• Flexible work arrangements
• Company equity*
• ESPP (Employee Stock Purchase Program)*
• Retirement or pension plan*
• Generous paid vacation time
• Paid holidays and sick leave
• Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
• Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*
• Paid volunteer time off: 20 hours per year
• Company-wide hack weeks
• Mental wellness programs

*Eligibility may vary by role, region, and tenure

About PagerDuty

PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. The PagerDuty Operations Cloud is an AI-powered platform that empowers business resilience and drives operational efficiency for enterprises. With a generative AI assistant at its core, PagerDuty empowers teams to detect and resolve issues in real time, orchestrate complex workflows, and drive continuous improvement across their digital operations. Trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, PagerDuty is essential for delivering always-on digital experiences to modern businesses

PagerDuty is Great Place to Work-certified™, a Fortune Best Workplace for Millennials, a Fortune Best Medium Workplace, a Fortune Best Workplace in Technology, and a top rated product on TrustRadius and G2. 

Go behind-the-scenes on our careers site and @pagerduty on Instagram.

Additional Information

PagerDuty is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status. Your privacy is important to us. By submitting an application, you confirm that you have read and understand PagerDuty's Privacy Policy.

PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs.

PagerDuty uses the E-Verify employment verification program.

To apply: https://weworkremotely.com/remote-jobs/pagerduty-account-manager-dc

Meet the Moment with AlteryxWe're living through a once-in-a-generation shift in how work gets done.

The Blueprint (Role Profile) Reporting to the Sr.

Who we areSamsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations.

Code and Theory is a digital-first creative and technology agency that builds products, platforms and experiences for global brands. We combine engineering, design, data and strategy to deliver transformative digital solutions at scale.

This role leads the GTM pillar of the Adobe practice. Roughly 50% pursuits and solutioning, 25% Adobe alliance and account growth, 15% building offerings and accelerators, 10% leading a team. That will tilt heavily toward pursuits in quarters where the pipeline is hot.

WHAT YOU’LL DO

• Lead technical solutioning on enterprise pursuits: architecture narrative, effort estimation, staffing shape, scope definition and pricing input
• Own the pitch, build the story, stand in front of client executives alongside creative and strategy leads, and defend the approach under pressure
• Decide what to chase and what to decline, and make the case for walking away when the work isn’t right
• Produce estimates that hold up  and own estimate-versus-actual accuracy as a practice discipline
• Be the commercial and technical face of Code and Theory inside Adobe: field teams, product, partner organization
• Drive the co-sell motion, build named relationships, generate referral flow, and position us on deals before they reach RFP
• Support Adobe’s own sales motion, including forward-deployed architects who run proofs of concept and value-realization work at Adobe’s clients
• Know when to recommend against Adobe’s preferred product because it’s wrong for the client and hold that line
• Expand existing engagements through consulting-led growth rather than staffing volume
• Convert implementation projects into multi-year retained relationships, including structuring commercial models that let clients flex without renegotiating
• Build an independent client base rather than depending on referred work
• Create productized offerings, accelerators, reference architectures and demo assets the practice can reuse and sell
• Establish the pursuit process: qualification, solutioning, review, handoff, and make it repeatable across a growing team
• Own the clean handoff into delivery, and stay accountable after signature when scope or expectations need renegotiating
• Hire, lead and grow a team of solution architects and pre-sales specialists across the US
• Own performance management, development and compensation for that team
• Establish AI-native working across the pursuit motion using Claude, Cursor and equivalent tooling to accelerate RFP response, solution documentation, estimation and demo building, and building agentic tooling where it earns its place

WHAT YOU’LL NEED

• 15+ years in technology, including 5+ years owning a revenue or pipeline number
• Demonstrable growth you personally drove: portfolio value, win rate, average deal size, account expansion
• Experience owning or heavily influencing pursuits at $1M+, and comfort operating at $10M+ program scale
• A track record of commitments that held
• Deep working knowledge of Adobe Experience Cloud - AEM, EDS, AEP, RTCDP, Workfront, Fusion, Analytics, Target, AJO - sufficient to shape a solution and hold a client architecture conversation
• Enough command across content, data and work management to know which products fit a problem and which don’t
• Genuine experience of the Adobe partner motion: co-sell, alliance management, field relationships
• Experience owning end-to-end RFP responses: strategy, entity assembly, narrative coherence, and delivering the pitch
• Executive stakeholder management, including C-suite advisory and difficult conversations about scope, timeline or price
• Experience with US and EU enterprise clients; APAC useful
• Direct management of a client-facing team, including performance reviews and compensation decisions
• Experience working with offshore and nearshore delivery - India, LATAM, Philippines - and making that partnership work in practice rather than nominally
• Agency or consultancy background; understanding of billability, utilization and margin, and why an inaccurate estimate is a commercial failure
• Hands-on daily use of AI tooling: RFP response, solution documentation, estimation, demo development
• Experience building or directing agentic tooling, not only consuming AI features
• Ability to establish AI-native practice across a team, including with people who are skeptical

NICE TO HAVE

• Prior time inside Adobe, or extensive partner-side work deploying Adobe services
• Experience building a practice or offering portfolio from an early stage
• Adobe certifications across multiple products
• Experience selling into agency networks or holding-company structures
• Published thought leadership, or an active presence in the Adobe ecosystem

ABOUT US

Born in 2001, Code and Theory is a digital-first creative agency that sits at the center of creativity and technology. We pride ourselves on not only solving consumer and business problems, but also helping to establish new capabilities for our clients. With a global client roster of Fortune 100s and start-ups alike, we crave the hardest problems to solve. We have teams distributed across North America, South America, Europe, and Asia. The Code and Theory global network of agencies is growing and includes Kettle, Instrument, Left Field Labs, Create Group, Current, and TrueLogic.

Striving never to be pigeonholed, we work across every major category: from tech to CPG, financial services to travel & hospitality, government and education to media and publishing. We value the collaboration with our client partners, including but not limited to Adidas, Amazon, Con Edison, Diageo, EY, J.P. Morgan Chase, Lenovo, Marriott, Mars, Microsoft, Thomson Reuters, and TikTok.

The Code and Theory network is comprised of nearly 2,000 people with 50% engineers and 50% creative talent. We’re always on the lookout for smart, driven, and forward-thinking people to join our team.

The compensation range for this role is $225,000 - $300,000 and spans multiple levels. We’re open to hiring at the level that best matches the right candidate’s experience. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, budget, and location.

About Airwallex

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.

Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.

Attributes We Value

We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.

You’re humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.

We are looking for an experienced Account Executive to join our SME & Growth Team in Israel. Airwallex aspires to partner with the most ambitious businesses globally. The SME & Growth Team is where this partnership begins. Your primary focus will be bringing on new customers in Israel and leveraging your skills in pitching, negotiating and driving internal processes to set up our partnerships for success. We’re looking for someone with an entrepreneurial, builder mindset who can develop a territory from the ground up, has a passion for building relationships, selling, and negotiating, and a desire to revolutionize the way companies transact globally.

If you have a customer-first mentality, are solution-focused, obsessively curious about everything, and have the desire to make an impact and grow yourself, our market, and our customers, then you have found your calling!

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What You’ll Be Doing…

• Own the full sales cycle and territory management from prospecting through close, building pipeline across the Israeli market from the ground up through a focused, AI-assisted outbound motion and close collaboration with SDR and Marketing.

• Be accountable for new client acquisition and revenue growth across Israel, with disciplined pipeline generation, coverage, and conversion.

• Develop and execute territory and account strategies, identifying high-potential verticals, businesses, and decision-makers.

• Represent Airwallex in client meetings and at industry events across Israel, tailoring our value proposition to different stakeholders and business needs.

• Maintain rigorous CRM discipline and forecasting accuracy, with high standards for data hygiene, pipeline management, and operating cadence.

What You Bring…

• 3+ years of full-cycle sales experience in an Account Executive or equivalent closing role, with a proven track record of meeting or exceeding revenue targets. Prior outbound prospecting experience is required, and experience selling technical or complex products is preferred.

• Experience prospecting, selling, or developing business in the Israeli market is strongly preferred, with a strong understanding of the local business landscape and communication style.

• Previous experience in payments, fintech, financial services, or a related industry is a plus.

• Experience launching a new territory, developing a new market, or building pipeline from scratch is a strong plus.

• Ability to understand complex customer requirements and build solutions across multiple products, such as accounts, FX, acquiring, and cards.

• Strong territory-management skills, with the ability to develop, execute, and continuously refine go-to-market and sales playbooks.

• Strong presentation and stakeholder-management skills, with the confidence to engage and influence senior and C-level decision-makers in both Hebrew and English.

• Proven ability to manage complex negotiations involving bespoke commercial agreements and multi-product solutions.

• Entrepreneurial, highly motivated, and comfortable operating in an ambitious, fast-paced environment with significant ownership.

• Strong interest in technology and modern sales practices, including using AI tools to accelerate research, prospecting, personalization, and deal execution.

Why Airwallex

At Airwallex, you’ll have the ability to make an impact in a rapidly growing, global fintech. We offer a competitive salary plus valuable equity. We create a great environment for our people with a collaborative open office and a fully stocked kitchen, regular team‑building events, and the freedom to be creative.

Location and ways of working

• Role based in Tel Aviv, with a hybrid setup (minimum 3 days per week in office).

• Occasional travel for client meetings and events.

Applicant Safety Policy: Fraud and Third-Party Recruiters

To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @ airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.

Equal opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

About Airwallex

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.

Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.

Attributes We Value

We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.

You’re humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.

Based out of our Tel Aviv office, this role focuses on generating and qualifying leads to build Airwallex’s SME & Growth sales pipeline across the Israeli market. As a Sales Development Representative (SDR), you’ll engage prospects to understand account needs, identify high‑value opportunities, and drive the earliest stages of the funnel before handing off to our Account Executives (AEs). You’ll join the Israeli team and collaborate closely with peers across our European offices (London, Amsterdam, Paris, Vilnius) as we scale in the region. If you’re hungry, smart, persistent, and a great teammate, we want to hear from you. With the commission structure for this role, there is significant upside tied to qualified pipeline and won opportunities.

We operate a hybrid model: we work from the office minimum 3 days per week.

What You’ll Be Doing

• Identify high-potential businesses, verticals and market opportunities, and build targeted outbound strategies that generate qualified pipeline for Airwallex.

• Prospect and engage senior decision-makers through cold calling, email, LinkedIn and other channels, using structured multichannel outreach sequences.

• Run effective discovery and qualification to understand prospects’ business models, pain points, financial needs and commercial potential, progressing qualified opportunities to AEs.

• Partner closely with AEs on account strategy, handover and first-call preparation to create a seamless prospect experience and maximize conversion.

• Maintain rigorous CRM hygiene (activities, contacts, qualification notes) and support forecasting/reporting.

• Continuously test and optimize messaging, cadences, targeting and channel mix based on data and conversion performance.

• Share field insights with Marketing to refine targeting, ICPs, and messaging.

• Help build and scale the SDR playbook in Israel, documenting what works and bringing new ideas to how we generate pipeline.

About You

• Commercially driven — you enjoy winning, are motivated by ambitious targets, and take ownership of your results.

• Resilient and proactive — you’re comfortable with cold outreach, learn quickly from rejection, and keep looking for new ways to create opportunities.

• Customer-curious — you want to understand how businesses operate, where their pain points are, and how Airwallex can create meaningful value.

• Excellent communicator — you can engage senior stakeholders confidently and communicate clearly across calls, emails and social channels.

• Data and process-driven — you use data to prioritize, measure performance and continuously improve how you work.

• Tech-savvy — you’re comfortable using modern sales tools, CRM platforms and AI to research, prospect and work more effectively.

• Highly organized — you can manage a large number of accounts and activities without sacrificing quality or follow-through.

• Collaborative — you work closely with AEs and other teams, share what you learn and contribute to the success of the wider team.

• Naturally curious — you ask good questions, challenge assumptions and want to understand the “why” behind a business.

What You’ll Bring

• Track record of top performance in a BDR/SDR or related commercial role.

• Experience prospecting, selling, or developing business in the Israeli market is strongly preferred, with an understanding of the local business landscape and communication style.

• Superior verbal and written communication skills in Hebrew and English.

• Hands-on experience with modern sales tools, including CRM and sales engagement platforms such as Salesforce, Outreach, LinkedIn Sales Navigator, or similar.

• Strong interest in technology and/or financial services.

• Self-starter who thrives in a fast-paced, hyper-growth environment and takes ownership of results.

• Clear, structured communicator who can engage effectively with multiple stakeholders.

Why Airwallex

At Airwallex, you’ll have the ability to make an impact in a rapidly growing, global fintech. We offer a competitive salary plus valuable equity. We create a great environment for our people with a collaborative open office and a fully stocked kitchen, regular team‑building events, and the freedom to be creative.

Location and ways of working

• Role based in Tel Aviv, with a hybrid setup (minimum 3 days per week in office).

• Occasional travel for client meetings and events.

Growth and progression

As part of the Israeli team, you’ll help shape our demand generation and early sales motion in the market. There are strong progression opportunities as the business grows, including developing toward an Account Executive path.

Applicant Safety Policy: Fraud and Third-Party Recruiters

To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @ airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.

Equal opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we’re expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures,  we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.

Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.

About the Role

This role owns the numbers half of marketing, including demand, ops, field, and BDR, while a separate Head of Corporate Marketing owns brand, product marketing, and narrative. We’re deliberately splitting what used to be one CMO seat into two focused leadership roles, each hired for depth rather than breadth.

This is a full-ownership role — you’ll define how these products are sold, implemented, and grown, and you’ll work directly with enterprise customers from the earliest stages of evaluation through long-term success. You’ll report to the Co-CEO and partner closely with Product, Engineering, CX, and GTM.

This role is balanced equally between pre-sales and post-sales. You’re not just winning deals — you’re owning the full customer lifecycle from close through expansion.

Responsibilities

• Own the full GTM lifecycle for Sales Planning — from market positioning through customer go-live and expansion. Catalyst will also fall under this role as a smaller, secondary objective
• Define go-to-market strategy, including positioning, packaging, and the use cases that deliver the most value for revenue and finance leaders
• Develop and operationalize the sales and implementation motion, and bring Product, CX, and GTM along on the strategy
• Evaluate the effectiveness of our current Sales Planning GTM motion and be open to evolving the approach — including testing dedicated or overlay selling models — based on market feedback and customer outcomes
• Partner with EPD leadership to influence product decisions that impact GTM success — use case prioritization, positioning, and implementation requirements — while respecting that EPD owns final decisions on product development and platform architecture
• Work closely with Product to translate market feedback into a roadmap that builds toward durable, scalable revenue
• Drive product-market fit validation across the highest-signal use cases by engaging directly with customers and analyzing customer data
• Form and test hypotheses on how to accelerate awareness, conversion, and adoption across the full funnel from lead to renewal
• Serve as the escalation point for customer issues — not to manage every escalation directly, but to identify thematic patterns and drive systematic process fixes
• Partner with cross-functional leaders across Product, Engineering, CX, and GTM to align on strategy, build the enablement needed to sell and support both products at scale, and hold the organization accountable to execution
• Surface customer and market insights to leadership to inform product direction, company strategy, and where we invest next
• Today, Sales Planning GTM resources are allocated across implementation, CX, and GTM functions — you’ll coordinate their work through dotted-line relationships. As the product scales, you’ll build a dedicated team reporting to you

Requirements

• 10+ years of experience in sales performance management, revenue operations, or enterprise SaaS
• Deep expertise in Sales Planning — territory design, quota methodology, capacity modeling. Ideally, you’ve worked at a Sales Planning vendor (Anaplan, Varicent, Xactly) or services firm implementing SPM, or you’ve led a Sales Planning rollout in-house at an enterprise company. A combination of domain expertise and go-live experience is ideal
• Demonstrated experience building or scaling an enterprise SaaS product’s go-to-market and implementation motion
• Strong presence with enterprise buyers — comfortable owning the commercial and technical conversation with senior revenue and finance leaders
• Proven ability to drive alignment across Product, Engineering, CX, and GTM teams without relying on positional authority
• Comfortable operating in a product that is still finding its footing in enterprise — able to make scope calls, set expectations, and move forward without perfect information
• Familiarity with incentive compensation management and how it connects to sales planning is a strong plus
• Experience with partner-led or SI-driven implementation motions is a plus
• Exposure to AI-powered product capabilities or agentic workflows is a plus

Benefits

• Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents.
• Flexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge.
• Annual Stipends: Dedicated funds for your professional development and caretaking needs.
• Work Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure does.
• Retirement Savings (US-Only): A 401(k) plan to help you invest in and secure your future.
• Premium Tools: The latest Apple hardware to empower you to do your best work.
• Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrives.

Notice for Prospective Candidates

• Only emails from @captivateiq.com should be trusted.

We are aware of active recruitment scams using the CaptivateIQ name, in which individuals pose as our recruiters and post fake remote job openings and make fake job offers on the Internet. Please note, we will never do the following:

• Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.
• Make an offer of employment without conducting multiple rounds of interviews face-to-face using secure video-conferencing technology.
• Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.
• Ask candidates to make a payment in order to be considered for a position.
• Make early requests for candidates’ personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etc.
• Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.

$270,000 - $300,000 a year

The compensation offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. The OTE salary range for this role is $270,000-$300,000. Compensation for candidates hired in Canada will be provided in Canadian dollars and may differ from the ranges listed above due to currency conversion. Our OTE is just one component of CaptivateIQ’s competitive total rewards package, which also includes equity, comprehensive health benefits, and other perks and benefits.

CaptivateIQ participates in E-Verify, web-based system that allows enrolled employers to confirm the eligibility of their employees to work in the United States

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Candid Health’s mission is to automate the financial infrastructure of America’s healthcare system. Today, healthcare providers spend over $280B each year on administrative overhead just to get paid by insurance (a staggering ~1% of US GPD).

By leveraging advanced AI and automation, the platform enables healthcare providers to spend less time on admin and paperwork to focus on delivering quality patient care.

Candid Health is looking for exceptional talent to join our sales team as we scale our healthcare revenue cycle management platform. As a Series D company, we’re at a critical inflection point — expanding nationwide while building the sales engine that powers our next phase of growth.

We’re looking to create a well rounded sales team and explicitly want to expand our team with people who haven’t sold anything yet — but who have the raw horsepower, communication skills, and competitive drive to become exceptional sellers. If you are one to two years post-MBA, have a background in management or strategy consulting, or are currently in a product role and seeking greater visibility into the GTM landscape, this program is designed for you

This is a high-visibility role with direct exposure to our go-to-market leadership team, and a structured path to owning enterprise deals independently.

What You’ll Be Doing

• Join a structured ramp program pairing you with senior AEs and sales leadership to learn healthcare RCM, our buyer landscape, and enterprise sales methodology from the ground up

• Support and eventually own qualification and closing of complex, multi-stakeholder deals with ambulatory practices and health systems, including high 6- and 7-figure opportunities

• Learn to navigate complex provider organizations — building relationships with C-level executives and diverse stakeholder groups

• Partner closely with Solutions Consultants to translate provider pain points into compelling, outcomes-driven business cases

• Bring an analytical, first-principles approach to deal strategy — the same rigor you’d bring to a casework problem or a product roadmap, applied to closing business

• Operate as part of a cross-functional growth engine, feeding field insights back into product, delivery, and GTM strategy

Who You Are

• You have experience at a management or strategy consulting firm, or a product role, and maybe have your MBA — and you’ve decided sales, not consulting or product, is where you want to build your career

• You have no formal sales experience — but you’ve demonstrated an ability to learn fast and perform under ambiguity: standout academic or case performance, competitive athletics, high-stakes client delivery, or similar

• You’re an exceptional communicator, written and verbal — able to distill complex, technical, or ambiguous problems into clear, compelling narratives for senior stakeholders

• You have real intellectual horsepower and enjoy being dropped into unfamiliar, complex domains (like healthcare RCM) and figuring them out quickly

• You have genuine grit — you’re energized, not deterred, by hard problems, and the prospect of being told “no” a lot before you hear “yes”

• You’re fundamentally low-ego: you care more about outcomes than titles or inputs, and you’re coachable — you want direct feedback and act on it fast

What We Offer

• Direct exposure to senior sales and GTM leadership from day one

• A clear, accelerated path to full enterprise AE ownership

• The opportunity to ease and remove pain points for healthcare organizations allowing them to focus on what they are passionate about, caring for our health

• The chance to build a sales career at a company solving a real, high-stakes problem in healthcare and impact over 300 million people in the United States using health insurance, accounting for roughly 90% to 92% of the total population

About Airwallex

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.

Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.

Attributes We Value

We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.

You’re humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.

What you’ll do

As Manager, Sales Development, you will own and scale Airwallex’s outbound sales development function in one of our key growth markets. This is a hands-on leadership role for someone who enjoys building as much as managing. You’ll develop the outbound strategy for Israel, coach and mentor SDRs to become exceptional prospectors and commercial talent, and establish the processes, tools and operating rhythms required to consistently generate high-quality pipeline. You’ll partner closely with Account Executives, Marketing and Revenue Operations to sharpen our go-to-market strategy and build a repeatable pipeline-generation engine for Israel.

Responsibilities:

• Own and evolve the outbound SDR strategy for Israel, including ICPs, target accounts, vertical prioritization, messaging, sequencing and multichannel prospecting.

• Lead, mentor and develop SDRs, providing hands-on coaching across cold calling, messaging, research, qualification, objection handling and opportunity creation.

• Build and scale the SDR function, including hiring, onboarding, performance management and career development as the team grows.

• Own pipeline-generation targets and funnel performance, using data across activity, conversion, opportunity quality and pipeline coverage to continuously improve results.

• Partner closely with Account Executives and Marketing on territory strategy, qualification, campaigns, events and vertical-specific initiatives.

• Establish high-performance operating rhythms across call coaching, pipeline reviews, enablement and team execution.

• Champion effective use of Salesforce, Outreach, Sales Navigator, data, call intelligence and AI tools to improve SDR productivity and performance.

Who you are

We’re looking for a hands-on sales development leader who combines strong people leadership with a builder mentality and is equally comfortable coaching SDRs, analysing funnel performance and improving outbound strategy.

Minimum qualifications:

• 5+ years of experience in sales development or outbound sales, including 2+ years leading SDR/BDR teams, ideally within a high-growth SaaS, fintech, payments, or technology environment.

• Proven track record of building high-quality pipeline and coaching SDRs to consistently meet or exceed their targets.

• Experience hiring, onboarding and performance-managing SDRs and building or significantly improving an outbound motion.

• Strong analytical skills and experience managing performance through conversion, qualified pipeline and pipeline coverage, not activity alone.

• Hands-on proficiency with Salesforce and sales engagement platforms such as Outreach or Salesloft.

• Fluent Hebrew and English, with strong communication skills and the ability to thrive in a fast-moving environment.

Preferred qualifications:

• Experience prospecting, selling or developing business in the Israeli market, with a strong understanding of the local business landscape and communication style.

• Previous experience in fintech, payments, financial services or complex B2B technology.

• Experience building or scaling an SDR function and using modern sales technology and AI tools to improve targeting, coaching and productivity.

Why Airwallex

At Airwallex, you’ll have the ability to make an impact in a rapidly growing, global fintech. We offer a competitive salary plus valuable equity. We create a great environment for our people with a collaborative open office and a fully stocked kitchen, regular team‑building events, and the freedom to be creative.

Location and ways of working

• Role based in Tel Aviv, with a hybrid setup (minimum 3 days per week in office).

• Occasional travel for client meetings and events.

Applicant Safety Policy: Fraud and Third-Party Recruiters

To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @ airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.

Equal opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

About Wunderkind: Wunderkind is a performance marketing solution that uses AI and data to help brands acquire and retain customers through one-to-one, personalized messages across websites, email, text, and ads, guaranteeing a lift in revenue. Founded in 2010, Our goal is to scale a brand’s ability to create and grow customer relationships through websites, email, text, and ads. We believe individuals should have the freedom to choose the kind of internet they want. An internet that fosters genuine relationships with brands. An internet that treats humans like real people instead of “web traffic.” We also believe in empowering brands to treat their customers as individuals, satisfying their unique needs with tailored experiences and thoughtful communication. By expertly personalizing, automating, and scaling beautiful one-to-one experiences, Wunderkind helps brands acquire new customers at scale and keep them loyal for life.

Role Overview

The Account Executive, Existing Business partners with Wunderkind’s largest, highest-priority clients to drive long-term business value through strategic adoption of our Autonomous Marketing Platform. This role is responsible for developing and executing tailored account strategies that align Wunderkind’s capabilities to each client’s evolving business objectives.

The AE owns a concentrated portfolio of approximately 10–12 strategic accounts representing $10M in ARR and serves as the primary point of accountability for each, orchestrating cross-functional resources and influencing senior stakeholders to deliver measurable outcomes.

Success in this role is measured by Gross Revenue Retention (GRR), attainment of an annual expansion target, and forecast accuracy.

We are seeking individuals with strong business maturity, executive presence, critical thinking, and operational discipline, with the ability to translate complex challenges into clear, value-driven action plans.

Key Responsibilities Strategic Account Leadership

• Own a concentrated portfolio of strategic and enterprise accounts, developing and executing long-term account strategies aligned to client business objectives, value drivers, and growth opportunities.
• Build and maintain deep executive relationships (including quarterly senior stakeholder engagement and 1–2 in-person visits annually) and lead a minimum of two Executive Business Reviews (EBRs) per year, anchored in an active Joint Business/Success Plan.
• Identify underutilized capabilities, adoption gaps, and evolving client priorities to drive platform adoption, strategic alignment, and expansion opportunities, positioning Wunderkind’s solutions at a strategic level.

Retention, Risk & Client Health

• Own the renewal strategy, negotiation, and outcome for every account in the portfolio, partnering with Customer Success, who supports the renewal through adoption, value realization, and day-to-day client health.
• Continuously assess account sentiment, partnership health, and renewal likelihood, proactively identifying and mitigating risks.
• Act as the senior point of accountability for client concerns and escalations, ensuring issues are resolved and executive confidence is maintained.
• Strengthen long-term partnership value by driving client advocacy and engagement, including participation in strategic programs such as Customer Advisory Board and other Wunderkind initiatives.

Operational Excellence

• Maintain clear, accurate documentation of account health, renewal outlook, strategic priorities, risks, and opportunities within Salesforce.
• Ensure all accounts maintain an active Joint Business/Success Plan and documented Opportunities & Gaps to guide ongoing strategy and EBR discussions.
• Provide accurate portfolio forecasting, reporting, and internal updates, translating client insights into actionable plans for internal stakeholders.

Cross-Functional Coordination & Escalation

• Serve as the primary point of accountability across internal teams, aligning Customer Success, Professional Services, Product, and Support around a unified account strategy.
• Engage Product strategically—confidently representing platform capabilities and involving technical teams only for validation, scoping, or complex solution design.
• Coordinate internal resources to deliver against client priorities, manage key program milestones, and support ad-hoc initiatives that drive account outcomes.

Qualifications

• 8+ years of experience in a client-facing role within Consulting, Technology, Agency, or Consumer Brand environments
• Demonstrated experience managing large enterprise accounts and influencing executive stakeholders
• Experience defining KPI-driven goals and coordinating cross-functional execution
• Strong business acumen and the ability to translate business objectives into actionable plans
• Strong presentation and storytelling skills, with executive-level communication and boardroom presence
• Analytical mindset with the ability to interpret performance data and deliver strategic insights
• Experience with marketing technology and digital marketing strategy preferred

Self-driven, highly organized, and able to operate effectively in a fast-paced environment

• Bachelor’s degree or higher

Travel

Up to 20% travel, including client visits and executive meetings.

The base salary range for this role is $115,000–$140,000. This role is also eligible for the team’s variable incentive plan. Compensation is determined based on factors including experience, skills, and qualifications.

About Us

The Financial Times is one of the world’s leading news organisations, globally recognised for its authority, integrity and accuracy, with a mission to deliver quality information and services worldwide.

At the FT, curiosity thrives and ambitious thinking is rewarded. Here, you’re given the chance to reach millions, create work that matters and deliver impartial journalism in a polarised world.

In our warm, collaborative culture, you’ll connect with a diverse community of experts who support your growth, career aspirations and wellbeing.

Your future at the FT will be filled with opportunities that challenge and inspire you. With no fixed path, you’ll discover new skills and forge a career that can take you anywhere.

Build a newsworthy career at the FT.

Our Commitment to Diversity, Equity and Inclusion

We believe in the power of unique perspectives and want all voices in our organisation to be heard, respected and valued. A supportive workplace is one where employees feel they can be themselves and operate to their full potential. We are committed to removing barriers for everyone, with a focus on addressing those faced by underrepresented groups.

The Role

FT Professional a part of our Reader Revenue Group licenses Financial Times content and solutions to organisations around the world, serving customers across corporate, financial services, government, professional services, education and media sectors.

We are looking for a Business Development Manager to drive new business growth across the French-speaking region, including France, Belgium, Luxembourg, Switzerland and French-speaking African markets.

Reporting to the Head of New Business – CEMEA, you will own the development and delivery of the regional new business sales plan, manage the full sales cycle from prospecting through to contract, and build relationships with senior decision-makers across a diverse range of organisations.

Alongside your individual sales responsibilities, you will manage and support a Sales Development Representative, helping to create a collaborative, focused and high-performing team environment.

This is an opportunity for an experienced consultative salesperson to combine hands-on business development with regional strategy, people management and cross-functional collaboration.

Key Responsibilities

• Own and deliver against new business sales targets across the French-speaking region.
• Develop and implement the annual regional sales plan, identifying priority prospects, market opportunities and areas for growth.
• Manage the complete sales cycle, from prospecting and qualification through to negotiation and contract.
• Lead, support and develop a Sales Development Representative, providing clear direction, regular communication and coaching.
• Build strong relationships with senior decision-makers and stakeholders across prospective customer organisations, developing a detailed understanding of their priorities and requirements.
• Work closely with Marketing and Customer Success colleagues to plan and prioritise activity that supports new business revenue growth.
• Make effective use of available sales intelligence and prospecting tools, including FT.com content, Looker, LinkedIn, copyright leads, channel partner contacts and internal FT networks.
• Develop strong knowledge of the region and stay informed about relevant customer, market and competitor developments.
• Contribute to strategic discussions around product, pricing and process improvements that could support sustainable year-on-year growth across the region.
• Maintain accurate and timely records of sales activity in Salesforce, ensuring leads are followed up promptly and opportunities, forecasts and expected close dates remain current.
• Work collaboratively with colleagues across support functions to deliver an excellent experience throughout the customer journey.

Required Skills and Experience

• Fluency in both spoken and written French.
• A proven track record of meeting or exceeding new business sales targets.
• Strong consultative selling, communication and negotiation skills.
• Experience building credible relationships with senior decision-makers and a range of organisational stakeholders.
• A high level of initiative, self-motivation and accountability for results.
• Strong understanding of FT Professional’s value proposition and the ability to discuss customer challenges and requirements confidently.
• Demonstrated ability to build effective cross-functional relationships that contribute to successful commercial outcomes.
• Strategic and creative thinking, with the ability to identify new approaches and opportunities that support business growth.
• Strong prioritisation and organisation skills, with the ability to focus activity on the opportunities most likely to deliver results and work effectively to deadlines.
• An understanding of business intelligence and content-based solutions.
• Experience managing, mentoring or coaching others, with the ability to support the performance and development of a Sales Development Representative.
• Strong problem-solving skills.

Desirable

• Previous direct line-management experience within a sales environment.
• Knowledge of FT Professional subscription models.
• Knowledge of the French-speaking markets covered by the role.
• Previous experience using CRM systems, particularly Salesforce.
• Good working knowledge of Google Workspace and Microsoft Office.

What’s in it for You?

Our benefits vary by location but we are committed to providing best-in-class perks across all our offices. These include generous annual leave, medical cover, inclusive parental leave packages, subsidised gym memberships and opportunities to give back to the community. Full details of our benefits are available here.

We’ve embraced a 50% hybrid working model (averaging two to three days onsite) that fosters trust and remote adaptability while encouraging in-person camaraderie and peer learning. Additionally, we are open to accommodating specific flexible working pattern requests for all roles where feasible.

Accessibility

We are a disability confident employer and Valuable 500 signatory.

Please let us know if you require any reasonable adjustments/personalisation as part of the application process or to enable you to attend an interview. If you would like to discuss your requirements or have any questions, email talent@ft.com and a member of our team will be happy to help.

Further Information

At the FT, we embrace innovation and the use of technology and appreciate that individuals may leverage AI tools as part of their job application process. Whilst we are happy for you to use AI to assist with your application, it is essential that all information provided is authentic and accurately represents your skills, experience, and qualifications.

Candidates should be aware that the use of AI throughout the application process may be monitored to ensure a fair and transparent hiring process for all.

Please beware of fraudulent job postings and offers claiming to be from the Financial Times. All legitimate opportunities will direct you to apply through the official Financial Times careers site, and the FT will never ask for financial information, payments, or referrals to third parties during the hiring process. If you have any concerns about the legitimacy of a job posting or suspect any scam activity, please contact talent@ft.com.

Interested in the FT but don’t see the right role yet? Join our Talent Community to receive exclusive updates, featured jobs, and insights into working at the FT.

Ellipsis is emerging as a market leader in “GEO” for B2B technology companies. This is a high-impact, hands-on role in a fast-moving and ambitious agency.

The transition to AI search has put a lot of the SEO industry on the back foot. Ellipsis has always been consultative/strategic in our approach, we started building AI search products in 2021 on GPT-2, and thus this has been a time for us to thrive.

Today, we think we have a better understanding of AI search than almost anyone else. We have both the tracking product (built in-house), the data (~25 million AI answers for analysis, with more tracked weekly), and the execution end-to-end from strategy, to writing, to in-house design, to optimization, and performance reporting.

This is a new role that further builds out our commercial function. You will be joining us at a very exciting time.

What you will own

You will own Ellipsis’ client relationships. Every client should always know what we’re doing, why, and what it’s achieving – without having to ask. The book should grow through renewals, expansions, referrals, and case studies.

Ellipsis is an AI search agency, and our customers are predominantly B2B technology companies. We work with a lot of startups and scale-ups; B2B tech has been our bread-and-butter although we are also having success with B2C and have some very high profile clients in this area.

We are UK-based but fully remote and have been since day 1, 8 years ago. A lot of the team is UK based, our core business hours are UK, but we are fully remote and there is no location requirement for this role. Our clients are a mix of UK, Europe, and US-based.

Sales and delivery are working well. The gap is the layer in between: after a client signs, nobody formally owns the relationship; the story of what we’re doing and why, the communications, the renewals, the expansion conversations. Today that’s informally covered by the MD/ Founder, which caps how much the business can grow and means things slip during busy periods.

Your role will be to take this over, own key accounts, and have impact across the whole business. Success looks like retaining our customers, successfully expanding and renewing accounts, and collaborating tightly with Operations, Strategy, and Sales to further our continuous improvement and growth.

You will report directly to the MD/ Founder and be expected to contribute as a senior leader in the team.

Supporting signals will be seen in the day-to-day: clients are not chasing us to find out what’s happening, call prep and calls have a clear story running through the deck that you own, you are nudging Operations and Strategy to ensure the voice of the customer is heard internally; and expansions, case studies, and referrals happen because someone owns them.

What you’d do

Own the story for each client. What they bought, what they want, what we’ve done, what’s next – and tell it clearly. The team preps the data and analysis; you make it land. You own the narrative in client decks and calls.

Run the communication rhythm. At the start of each week, quick updates to clients via Slack (what we did, what’s next, what’s blocked, performance highlights); ad-hoc comms throughout the week via email and Slack, and either monthly or fortnightly calls depending on the client.

Understand our clients’ businesses so you can contribute and expand. Ellipsis has an extremely consultative sales process and our clients trust us as experts. In many instances, we’re brought in to do “GEO” but end up as a strategic marketing partner. This creates expansion opportunities which you can pursue as long as you understand their business and where we can contribute more – expansion and adding value go hand-in-hand and we build for the long-term success of the business.

Be curious about AI search and strategy. AI search is changing quickly and Ellipsis is leading that change. We are constantly producing new research, looking at data, and optimizing our approach. You will work with a Strategy Lead for each account (and the Head of Strategy across the business) but need to be curious, data literate, and capable of deeply understanding what we’re doing and why – which will let you confidently hold the room when discussing strategy, and advocate for the client’s needs effectively.

Front the key relationships. For the top ~8-10 accounts, you attend the calls and run the relationship. For the rest, you own the story, ensure internal alignment, and step in on renewals, risk, or expansion (Content Managers front the regular calls).

Own renewals and expansions. Spot and shape upsell opportunities, run the renewal conversations, chase case-study permissions and referrals. You’ll need to both be able to smell adjacent opportunities (we are currently one of the few agencies that can do strategy, copy, and design for a “GEO friendly website”, but don’t advertise this enough!) and guide renewals/expansions (which are always inherently tied to strategy and what more we can do for the customer).

Advocate for the client internally. When work is late or off-brief, you say so and chase it. You represent what the client actually asked for, even when that’s uncomfortable.

Report and contribute to planning internally. You’ll join (and lead part of) the Monday morning pipeline and accounts review meeting, where we plan upcoming business and assess the state of renewals and expansion opportunities with existing accounts. You’ll work closely with Operations to ensure we have the right capacity at the right time, and work closely with Sales to ensure you understand incoming prospects and are ready to advocate for their needs internally from day one.

What this role is not

Not a project manager or a status-updater. Not operations – you flag delivery problems, the ops lead fixes processes. Not new-business sales – acquisition is covered.

You’ll have owned complex and commercially important client relationships. In other UK agencies this is typically a mid-to-senior “Accounts Director” or exceptional “Senior Accounts Manager” role but we’re open to other roles, industries, and experiences.

Marketing or SEO agency experience is probably helpful. You will need to become fluent enough in SEO and AI search to hold the room with a technical, sceptical client – you don’t produce the analysis, but you can defend it; but we’re happy for you to pick this up quickly on the job.

You should be commercially confident: happy to run a renewal and ask for the expansion. Warm with clients, firm internally.

Compensation

£60-65k

There is no individual commission. Renewals and expansions at Ellipsis are team outcomes: Strategy, Content, Design and Operations create the value, while the Accounts Lead ensures clients understand it and leads the commercial conversation. We therefore pay a strong fixed salary and assess success through the long-term retention, health and growth of the client book.

First 90 days

Shadow the founder on the key accounts, then take them over one by one. Ship the onboarding protocol and monthly update rhythm. Baseline the retention numbers. By day 90, you own the top relationships and the founder attends client calls by exception only.

To be successful at Ellipsis, you need to be able to think quickly from first principles, capable of executing quickly, and driven to succeed. Whilst we’re 8 years old, we operate like a startup. The team – a lot of whom have been with us a long time – will tell you this is a place to learn quickly, progress quickly, and do your best work.

Your capability matters a lot more to us than your experience, and we would recommend you tailor your application with this in mind. We want to hear from you rather than ChatGPT. Please keep this in mind in particular with the screening questions.

• This is a full-time, 100% remote role (UK/EU based). Work from home, or the beach!

• We have a lot of clients in the US and California, so you’ll need to be available for client and new business calls in the 5-7pm UK slot a couple of days a week (generally don’t go later than this, but you’ll need to be available as needed).

• 28 days of paid holiday

  • An additional 1 paid holiday day a year with each year of tenure, up to a maximum of 5 additional days

• 4-day work week, once a month (instead of local bank holidays)

• Genuinely flexible working, although noting the meeting schedule requirements above

• Regular team retreats; last was Istanbul, previously in Edinburgh, Oxford, Madrid, and Budapest

• Enhanced maternity/paternity leave, and sick pay

The application process

It’s important we find the best candidate for this position, and our selection process will reflect this.

Much of our company Wiki is externally accessible, and you’re encouraged to read through this before applying. We have a very useful guide to our interview process available here. This tells you what we’re looking for and reading this will significantly increase your chance of success!

We’ll review applications on a rolling basis but interviews start after the closing date. There’s thus no benefit to rushing to apply: we will bias heavily towards your application’s answers rather than your CV, and we’d love for you to take your time.

We’re fortunate to receive a large volume of applications. You can make your application stand out by paying special attention to the main responsibilities of this role, and “how to apply”. If you think you’re a fit, or could be a fit – go for it!

We use video calls for interviews. You’ll have video interviews using Google Meet, including with members of the Leadership team and the Founder.

We understand that this is as much you interviewing us, as the other way round. Throughout the interview process, we’re extremely happy to answer your questions about the business, working here, and the future of the company.

The final stage of our hiring process is a paid test project, which will be similar to work you could expect to do if you were hired. We’ll give you a week to complete the project, and expect it to be 4-6 hours of work.

Following the completion of trial projects, we’ll ask for professional references from your previous 2 managers. We ask candidates to introduce us to their references, for a 10 minute call.

We do great work for clients and are building an ethical business that lets everyone do their best work. If you think you could be the next person to join our team, please apply :)

How to apply

Please apply through Workable: https://apply.workable.com/getellipsis. We will decide who progresses to the next stage based on the form you submit, and your CV. Please give us a good reason to select you! Taking the time to research the role, what we’re looking for, what we do, and what you can do for us will increase your chance of success. Your cover letter is where you have the space to do this.

Ellipsis is an equal opportunity workplace and is committed to equal employment opportunity.

The deadline for submission is the end of the day, on 13 September 2026.

Looking for an innovative, high-growth, multi-award-winning company in one of the hottest segments of the security market?  Look no further than Veracode!

Veracode is a global leader in Application Risk Management for the AI era. Powered by trillions of lines of code scans and a proprietary AI-generated remediation engine, the Veracode platform is trusted by organizations worldwide to build and maintain secure software from code creation to cloud deployment.

Learn more at www.veracode.com , on the Veracode blog , and on LinkedIn and Twitter .

Director of Account Management

Looking for an innovative, high-growth, multi-award-winning company in one of the hottest segments of the security market?  Look no further than Veracode!

Veracode is a global leader in Application Risk Management for the AI era. Powered by trillions of lines of code scans and a proprietary AI-generated remediation engine, the Veracode platform is trusted by organizations worldwide to build and maintain secure software from code creation to cloud deployment.

As theDirector of Account Management, you will be accountable for building, coaching, and leading a strong team of high-performing Account Managers. You will drive pipeline generation , partner collaboration , anddeal execution in a fast-paced, high-growth environment. This team is key to our growth strategy and requires a leader with grit, urgency, and a deep understanding of modern enterprise SaaS selling.

Learn more at www.veracode.com , on the Veracode blog , and on LinkedIn and Twitter .

What you will be responsible for:

• Hire, onboard, and develop a team of Strategic Account Managers focused on account expansion in the U.S.
• Set clear performance expectations, coach to sales excellence, and ensure execution of territory plans.
• Foster a culture of proactive prospecting, outbound engagement, and creative pipeline generation.
• Partner closely with marketing, SDRs, and channel teams to drive multi-threaded demand.
• Collaborate with regional partners, resellers, and system integrators to expand reach and accelerate sales cycles.
• Drive rigorous pipeline management, forecast accuracy, and execution against quarterly quotas.
• Leverage MEDDPICC or similar methodology to instill strong deal qualification and inspection discipline.
• Be a player/coach—willing to dive into key customer meetings and help close high-impact opportunities.

Required Skills:

• 8+ years of experience leading enterprise SaaS sales teams, preferably in a high-growth or transformational phase.
• Proven track record of consistently achieving or exceeding revenue targets.
• Strong understanding of enterprise software buying cycles and sales methodologies like MEDDPICC, Challenger, or similar.
• Demonstrated experience working with or through channel/partner ecosystems.
• Ability to operate with a sense of urgency, ownership, and adaptability.
• Excellent communication, coaching, and leadership presence

What we offer you

• Outstanding Medical, Dental, and Vision Coverage to meet all your healthcare needs.
• Wellness benefits to help you focus on what’s most important.
• “Take What You Need” time off policy.
• Extensive development and training offerings to help you grow your career at Veracode.
• Generous 401k match to help save for your future.
• Amazing community of professionals who take pride in what we do every day.

Compensation Transparency

In accordance with U.S. pay transparency laws, Veracode provides compensation transparency for roles based in the United States. Click here to view our compensation ranges by grade. Please note, specific compensation may be influenced by various factors including candidates experience, education, and work location.

Job Grade: Director

Employment opportunities are available to all applicants without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Fraudulent Recruitment Alert - Be Aware and Stay Informed

At Veracode, we prioritize a secure recruitment process. Unfortunately, fake recruitment and job offer scams are on the rise. They aim to deceive candidates through emails and calls to obtain sensitive information.

Here’s our recruitment promise to you:

• Comprehensive Interview Process: We never extend job offers without a comprehensive interview process involving our recruitment team and hiring managers.
• Offer Communications: Our job offers are not sent solely through email, and we will never ask you to pay for your own hardware.
• Email Verification: Recruiting emails from Veracode will always originate from an “@veracode.com” email address.

If you have any doubts about the authenticity of an email, letter, or telephone communication claiming to be from Veracode, please reach out to us at careers@veracode.com before taking any further action.

Our merchants are the heart and soul of our business, and the Merchant Success Team at Loop exists to optimize the value of the Loop partnership to their business. This begins with the merchant onboarding experience and continues through ongoing support and strategic account management.

As an Enterprise Merchant Success Manager at Loop, you will serve as the strategic advisor to our larger, more complex merchant relationships. Through business acumen, empathy, strong communication, and cross-functional leadership, you will work with our merchants to achieve measurable outcomes, deepen their partnership with Loop, and build durable, long-term relationships.

This role requires the ability to navigate sophisticated organizations, align executive and operational stakeholders, translate complex data into a clear value story, and mobilize the right Loop resources based on merchant needs and business impact.

Right away, we’ve listed what we think you’ll be spending your time on.  We’re growing fast, and growth means the challenges we’ll work on together will change as we lead Loop through new and different phases.

This is an indispensable role with us, so we’ll be looking for you to have examples of when you’ve tackled these challenges throughout your career.  We’ve laid out the experience we think is important to set you up for success in this role.  But, we appreciate that different humans will solve problems in different ways, so we don’t expect you to fit exactly in a box of requirements.

At Loop, we’re intentional about how we work so everyone can do their best work. We call this our Blended Working Environment. Our team is based across our headquarters in Columbus, Ohio, as well as Hub and Secluded locations through the United States, select Canadian provinces, the United Kingdom, and select Australian states.

For this position, we are looking for a teammate located in the United States.

Challenge: Be accountable for revenue retention and expansion goals for Loop’s enterprise merchants.

• Your main priority is to make our merchants successful, and you’ll use any and all of your resources to make it happen.

• Be accountable for revenue retention, renewals, expansion, and retraction mitigation across your assigned portfolio.

• Develop strategic account plans that connect each merchant’s priorities to measurable business outcomes, product adoption, renewal strategy, and long-term growth opportunities.

• Identify risks early, create clear mitigation plans, and maintain accurate forecasts and internal visibility throughout the merchant lifecycle.

• Lead complex renewal and commercial conversations, clearly articulating Loop’s value and competitive differentiation to stakeholders across the merchant’s organization.

• Work in close partnership with Sales to uncover cross-sell opportunities, build business cases, and convert them into closed revenue.

Your Experience:

• You have +3 years customer success or account management experience with enterprise businesses for B2B SaaS products. If you have experience working with the ecommerce industry, that is a huge differentiator for us!

• You’ve managed accounts for a long enough period of time that you oversaw the renewal process with them, and have successfully renewed many enterprise accounts.

• You know what it’s like to be accountable for revenue goals, and you’ve accomplished (or exceeded!) them in the past.

• You have tried and true ways to uncover and close new opportunities with accounts, and are willing to share a few examples with us.

• You can speak to how you use tools, including AI, to improve how you work, scale your impact, and better support enterprise merchants.

Challenge: Accelerate customer adoption by developing and strengthening exceptional relationships with your accounts.

• Lead quarterly business reviews and executive touch points that connect Loop performance to merchants goals, demonstrates measurable value, and establish clear recommendations and next steps.

• Engage in regular, creative touchpoints with your accounts to get in front of any issues prior to renewal and avoid merchant churn.

• Increase the usage and adoption of all Loop’s features by communicating new feature updates to your accounts, focusing on the value they’ll provide to that specific merchant.

• Build credibility with senior and executive stakeholders while maintaining strong relationships with day-to-day partners and operational teams.

• Make Loop better by talking to merchants constantly and reporting product enhancement themes and feedback to the rest of the Merchant Success team.

Your Experience:

• You’ve been involved in merchant communications in prior roles, either owning 100% of your communications or partnering with marketing teams to strategically generate messaging.

• You love data and are highly proficient with spreadsheets, using them to extract, analyze, and interpret insights that power compelling value stories for your customers.

• You have examples of how your proactive interactions and strong relationships with customers have directly contributed to mitigating churn, and have increased usage of product features.

• Creating exceptional partnerships with your merchants and becoming one of their favorite people to work with are always top priorities for you.

• You can share a couple of examples of how you’ve thoughtfully shared customer feedback that led to updates to your product.

• You understand the different stages of the customer journey, and that there’s a difference in how they should be communicated with.

Challenge: Lead cross-functional outcomes for complex merchant needs.

• Orchestrate the right partnership across Sales, Product, Engineering, Solutions, Support, Data, and leadership to advance high-impact merchant outcomes.

• Lead high-stakes escalations with clear ownership, disciplined communication, realistic expectations, and a focus on rebuilding or strengthening merchant confidence.

• Represent recurring enterprise themes and opportunities to Product and leadership, helping Loop stay close to the problems our merchants need us to solve.

Your Experience:

• You have led cross-functional work without direct authority and know how to create clarity, accountability, and momentum across teams.

• You remain composed and credible through ambiguity, service issues, competing priorities, and executive-level escalations.

• You can share examples of customer feedback that influenced product, process, or service improvements while maintaining appropriate expectations.

$100,000 - $120,000 a year

This position is also eligible for an annual commission expected to be 25% of your base salary.

We know that making decisions about your career and compensation is a huge deal. Because of that, we’re incredibly thoughtful about our compensation strategy. We want you to feel safe and excited, but also comfortable with the compensation package of a startup. We’ve outlined some important information for you here, but please know there’s a lot more to compensation than we can cover in this job posting.

The posted salary range is the base salary for this opportunity. The salary range is subject to change, and may be adjusted in the future.

The actual annual salary paid for this position will be based on several factors, including, but not limited to: your prior experience and skills related to the position, geographic location, company needs, current market demands, and your total compensation goals.

Great humans deserve great benefits! At Loop, you’ll be eligible for benefits such as: medical, dental, and vision insurance, flexible PTO, company holidays, sick & safe leave, parental leave, 401k, monthly wellness benefit, home workstation benefit, phone/internet benefit, and equity.

#LI-JG1

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Established in 1883, CPM Holdings is a leading supplier of process equipment and technology for the animal feed, oilseed, bioenergy, compounding, engineered materials and human food processing industries. The Company operates through four segments: Industrial Solutions, Engineered Solutions, Process Solutions, Packaging, and Automation; which design, produce and support equipment and systems under globally recognized brands. CPM Holdings is headquartered in Blaine, MN and has more than 1,300 employees with production facilities in the Americas, Europe, and Asia. CPM Industrial Solutions engineers, manufactures, services, and supports particle size reduction and pelleting equipment for various industries including oilseed, animal feed, human food, chemical, and mineral processing.

We are looking for a Territory Manager to work with a team covering aftermarket products & services to customers located in Texas and New Mexico.

LOCATION:

The successful candidate must live within the state of Texas, or be willing to relocate, and within a reasonable distance of a well-connected airport.

JOB SUMMARY:

To confer with existing and prospective customers, assess customer needs, sell aftermarket goods and services and generate capital equipment leads.

ESSENTIAL FUNCTIONS:

• Sell CPM aftermarket products & services to customers in the animal feed, waste & biomass, and industrial industries
• Develop and execute a strategy to generate additional business in your sales territory
• Travel throughout the territory on a regular basis to build relationships with existing customers and potential customers to cultivate leads and follow up on opportunities
• Prepare and deliver technical presentations that explain products or services to customers and prospective customers
• Diagnose problems with installed equipment and confer with engineering and operations to assess needs and propose solutions
• Provide technical support and services to clients or other staff members regarding the use, operation, and maintenance of equipment
• Maintain up-to-date information on our services and products, industry, competition, and market conditions to present them to clients and ensure customer needs are met
• Meet personal and team sales targets
• Attend online and in-person meetings, trainings, trade shows, and sales events
• Document activities and maintain customer data in CRM system in accordance with management expectations

QUALIFICATIONS:

• Two or four year degree in business or technical discipline preferred
• Minimum of 4 years of work-related skill, knowledge, or experience. Knowledge of animal feed manufacturing a plus.
• Practical experience with communicating effectively, orally and in writing, as appropriate for the audience’s needs.
• Demonstrated experience using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.
• Proficiency in Microsoft Office software including Excel, Teams, PowerPoint, and Word.

CPM Acquisition Corp. is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. CPM Acquisition Corp. offers competitive compensation and benefits, including paid holidays and vacations, 401k, medical/dental insurance, tuition assistance, and more.

About Gusto

At Gusto, we’re on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve.

All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy.

AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.

About the Role:

This role blends technical problem-solving with sales and customer service. After training, you’ll be helping small business owners get their payroll and HR set up correctly. This means entering their past information, catching mistakes in their setup before they cause problems, and helping them navigate state and federal tax guidelines (every state does this differently, so you’ll become the expert who can guide customers through all 50).

This team is where technical sales careers start at Gusto. You’ll build a strong foundational understanding of payroll, tax, and compliance expertise while developing consultative sales skills, and that opens doors. Reps who excel here can grow into specialized roles working in Implementations and Solutions Engineering. If you’re looking for a sales career with a technical backbone, this is where that path starts.

Here’s what you’ll do day-to-day:

• Customer conversations: Handle high-volume customer interactions across phone and email with small business owners guiding them from onboarding to running their first payroll.
• Pipeline management: Own your ticket queue the way a seller owns their opportunity pipeline.
• Grow revenue: Proactively position plan upgrades and surface cross-sell opportunities for Health Insurance, Workers’ Comp, and 401(k).
• Technical diagnosis: Catch tax discrepancies live, troubleshoot unfamiliar state portals in real time, and make the right compliance call for each state, size, and industry combination.
• Compliance setup: Configure sick time, PTO, and overtime policies to keep companies compliant from day one
• Work across teams: You’ll know when a customer’s situation is something you can solve yourself versus when it needs a specialist, and you’ll get that handoff started. You’ll also work closely with our Risk team, asking customers for extra information when needed to build trust.
• AI-powered workflows: Use assigned AI tools daily as a core part of how you work, surfacing friction and inefficiencies and giving feedback that shapes what gets built next.

Here’s what we’re looking for:

• Experience: 1+ years in a high-volume sales or customer service role where you were cross-selling, upselling, or hitting a quota/KPIs. We love to hire new grads too, so if that’s you, please be prepared to translate how your internship or prior work experience would translate to this type of role.
• Eager to learn: You’re excited to dive into a brand new industry and figure out the details, whether that’s tax codes, compliance rules, or how payroll actually works behind the scenes.
• Customer obsessed: You put customer needs first, listening closely to understand what they would benefit from and help them understand how different parts of our product will affect their business. You build trust through consultative conversations, and that trust is what drives the right outcome for both the customer and the business.
• Drive: Goal-oriented and competitive in the best way, you want to hit your numbers and keep leveling up your sales game.
• Communication: Strong across phone, email, and chat, with the flexibility to adjust your tone to the moment.
• Adaptability: You’re a problem solver who thrives on challenge and adjusting quickly when a situation shifts.
• AI: Proven, day-to-day experience integrating AI into how you work, across writing, research, prep, and summarization, with a track record of giving clear, useful feedback that helps improve your tools and processes.

Our cash compensation amount for this role is $23.00/hr to $24.50/hr in Denver, Phoenix & Atlanta. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above.

Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles, Gusto’s subsidiary, whose physical office is in Scottsdale.

Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.

When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees.

Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds, not just because it’s the right thing to do, but because it makes our company stronger. If you share our values and our enthusiasm for small businesses, you will find a home at Gusto.

Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.

Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.

Personal information collected and processed as part of your Gusto application will be subject to Gusto’s Applicant Privacy Notice.

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a “normalized” problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.

Available Locations

• Austin, Texas, US

About the Role

As an FDE, you’ll work as a hands-on, consultative build partner to a portfolio of Cloudflare’s most strategic customers — companies building complex, ambitious applications on our developer platform. You’ll work shoulder-to-shoulder with their engineering teams to shape architecture, prototype alongside them, review code, and unblock the hard technical problems that stand between them and production — so they can build faster and scale further on Cloudflare.

This is a one-to-many motion. Rather than embedding full-time with a single account, you’ll work in parallel, bringing patterns, reference implementations, lessons learned from across your portfolio to every customer you work with. Customers come to us building on the developer platform, but when we engage we support the full breadth of the Cloudflare platform.

You operate as a technical force multiplier — helping customers ship, raising the quality of what they build, and surfacing real-world product insights back to Cloudflare’s Product and Engineering teams.

What you’ll do

• Act as the hands-on technical build partner across a portfolio of strategic customers building on the Cloudflare platform, driving each engagement forward from idea to launch.
• Shape scalable, resilient architectures on Cloudflare and guide customers on the design decisions that matter — before they become bottlenecks.
• Hands-on development alongside customer teams to prototype, configure, and build reference implementations that demonstrate the right way to solve a problem on Cloudflare.
• Review customer code and share the best practices that raise the quality, performance, and security of what they build.
• Diagnose and resolve hard technical problems across the stack, removing the blockers between customers and a successful launch.
• Write reference code, samples, and technical guidance that customers can learn from, build on, and reuse.
• Support the full breadth of the Cloudflare platform when engaged — from Workers, storage (KV, R2, D1), and Durable Objects to AI (Workers AI, AI Gateway, Vectorize), security, networking, and observability.
• Join Customer Engineering rituals — design reviews, planning sessions, and technical working sessions.
• Surface real-world edge cases, friction, and product gaps directly to Cloudflare’s Product and Engineering teams to shape the product roadmap.
• Establish and maintain trusted technical relationships with customer engineers and technical leaders (Staff+ engineers, Directors, and VPs).
• Identify opportunities to accelerate the adoption of Cloudflare services, unlocking new capabilities across each customer’s tech stack.

Desirable Skills, Knowledge, and Experience

• Proven Engineering Pedigree: 7+ years of professional software engineering experience. You are a builder at heart, with a track record of delivering production-grade systems, not just advising on them.
• Production Ownership & Operational Maturity: You have owned mission-critical services with real-world users. You understand the gravity of on-call rotations, the urgency of incident response, and the architectural rigor required to maintain “five nines” uptime.
• Active Practitioner: You are currently in the IDE. You have a “ship-first” mentality and maintain a high velocity, staying current with modern frameworks, languages, and deployment patterns.
• Full-Stack Architectural Depth: Broad technical fluency across the entire stack—from frontend performance and backend logic to database optimization and distributed infrastructure.
• AI-Native Development: You have integrated AI-augmented workflows (e.g., Windsurf, OpenCode) into your daily development cycle to accelerate prototyping and delivery.
• Systems Design & Strategic Thinking: Ability to decompose complex business requirements into scalable, resilient technical architectures. You can visualize the “big picture” without losing sight of the implementation details.
• Cloud Ecosystem Fluency: Deep experience with at least one major cloud provider (AWS, GCP, or Azure), including an understanding of serverless, networking, and security primitives.
• High Agency & Navigating Ambiguity: You are a self-starter who thrives in “zero-to-one” environments. You don’t wait for a ticket; you identify the problem and own the solution from end-to-end.
• Executive Presence: Comfortable engaging in high-stakes technical and strategic discussions with VP-level stakeholders, with the ability to translate complex engineering trade-offs into business impact.

Bonus Points

• Direct experience building on Cloudflare Workers, or the broader Cloudflare Developer Platform.
• Previous experience at a fast-paced startup or in a customer-facing engineering role where you operated directly within a partner’s codebase.
• A visible public profile, including open-source contributions, technical blogging, or speaking engagements at industry conferences.

Compensation

Compensation may be adjusted depending on work location.

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!  The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers–at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we’ve provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process.

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person’s, perceived or actualrace, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

As a Key Account Manager (KAM), you play a decisive role in the growth of 360Learning’s business and you will join a team of 5 KAMs (Mid-market). You will be in charge of around 100 accounts (existing customers from 100 to 2,500 employees).

At 360Learning, the KAM role is 80% sales oriented and your goal is to develop your portfolio and generate growth. But, you will not work alone! Client Success Partners and internal experts (digital pedagogy, platform structuring, IT) are in charge of the client’s project monitoring and execution. Collaborating with these teams will be instrumental to succeed in your upsell actions.

We are eager to retain the best talent in our teams, and we will encourage internal moves after 2-3 years of continuous success to build together fulfilling career paths. This KAM Mid-role offers the possibility of moving to a KAM Large position (existing customers from 2,500 to 10,000+ employees).

Within 1 month, you will:

• Become a Trello expert and get familiar with our product
• Learn to navigate Convexity, our working environment
• Meet the different teams at 360Learning
• Finalize your onboarding

Within 3 months, you will:

• Take full ownership of your portfolio of customers
• Map accounts and define an account growth strategy, prioritize your portfolio (tiering)
• Work closely with our Client Success Partners to gather relevant information about our existing clients, in order to generate upselling
• Prepare account reviews with our clients in order to identify areas of development
• Conduct presentations and demonstrations of 360Learning
• Complete the handover of your portfolio and close 30-50 K€ of new ARR in your first quarter (depending on start date)

Within 6 months, you will:

• Ensure accurate reporting of the activity with your coach to optimize the forecast
• Be proactive in order to improve business processes
• Write complex business proposals and conduct business negotiations
• Close 65-85 K€ of new ARR in your second quarter (depending on start date)

Within 12 months, you will :

• Prepare, anticipate and ensure the renewal of clients’ contracts
• Define action plans to generate upsells
• Manage the entire business relationship with the clients
• Exceed your targets and be on track to reach the yearly target

The Skills Set

• 3+ years of experience in an Account Manager or sales-related function (revenue generation with a portfolio of clients)
• Previous experiences working in the SaaS industry
• Experience in a fast-growing environment such as start-up / scale-up, which requires agility and responsiveness
• Active listening skills and a team player mindset
• Excellent written and verbal communication skills
• Fluent French and excellent English (B2+) proficiency
• Enthusiasm for our culture explained here: https://bit.ly/Convexity360L

What We Offer

• Compensation: Package includes base salary and a variable component 📈

• Benefits: Work From Home allowance, social security, health insurance, unemployment insurance, common contingency, salary guarantee fund, lunch vouchers. Leave requests are subject to local policies.

• Balance: Flexible hours, Total work from home possible anywhere in Spain 🏠

• Diversity, Equity, and Inclusion: We have 6 active ERGs including Mental Health, Environmental/Sustainability, Women, Parents, LGBTQIA2S+, and Ethnic Diversity.Each group has at least one executive team member serving as a member of the group, bringing greater awareness to each group’s activities and providing a quick path to impact 🤝

• Corporate Social Responsibility: Review our CSR Charter: 360learning.com/blog/corporate-social-responsibility-charter 🌎🌏🌍

• Culture: A framework that will help you make an impact - envision our way of working and our Convexity Culture: https://bit.ly/Convexity360L& find out more about the teams, product and processeshttps://bit.ly/42H1ggC 🚀👩🏻‍💻🏆

The Interview Process

• Phone Screen with our Talent Acquisition Manager
• Discovery Meeting Interview with our Key Account Manager Mid Market Coach
• Case Study Meeting with our Key Account Manager Mid Market Coach and Senior Sales Director
• Clarification Meeting with two Key Account Managers from the Mid Market team
• Culture Fit Meeting with our Chief Sales Officer
• Offer!

⇾ Get ready using our Knowledge Base: https://bit.ly/42H1ggC

Who We Are

360Learning enables companies to upskill from within by turning their experts into champions for employee, customer, and partner growth. With our LMS for collaborative learning, Learning & Development teams can accelerate upskilling with the help of internal experts instead of slow top-down training. 360Learning is the easiest way to onboard and upskill employees, train customer-facing teams, and enable customers and partners–all from one place.

360Learning powers the future of work at 1,700 organizations. Founded in 2013, 360Learning has raised $240 million with 400+ team members across North America and EMEA.

Learning Includes Everyone.

In concert with our culture, 360Learning believes learning includes everyone and that means embracing the strengths of diversity, connectedness, and inclusion. Through conscientious efforts, our global footprint celebrates cultures, perspectives, and experiences from all over the world to support our platform that is built for all regardless of race, ethnicity, gender identity or expression, sexual orientation, religion, age, neurodiversity, disability status, citizenship, veteran status or any other aspect which makes an individual unique or protected by laws and regulations in the locations where we operate. Thus, 360Learning is proud to be an equal opportunity workplace, and we commit to continue this throughout our processes for recruitment, compensation, benefits, performance, promotion, and all other conditions and terms of employment. We want to learn from and with you!

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a “normalized” problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.

Available Locations

• Singapore

About the Role

In this role, you will contribute to Cloudflare’s revenue generation engine by delivering pipeline at scale to the Sales counterparts. You will do this through a maniacal focus on people, process, and tools. The Business Development organization is anchored in a culture focused on the development & training of its employees, incubating talent across the company, teamwork, and celebrating success. With flawless execution, we believe the Business Development organization will be a competitive differentiator for Cloudflare.

Languages required: Fluent Mandarin is a must as you are working with China customers on daily basis.

Given that this position will be focused on key Mandarin-speaking regions across APAC, including Greater China and other vital markets, the ability to communicate, negotiate, and present complex business information in Cantonese is critical for success for building strong relationships with local partners and stakeholders, effectively driving growth within these strategically important territories

In this role, you will be responsible for being the “face of Cloudflare” and account resource for our PAYGO customers. You will manage your own “book of business” to nurture relationships with our free, pro, and business customers to identify opportunities for expansion.

This role requires you to have a basic understanding of Cloudflare’s suite of products to be able to provide a range of recommendations and solutions to our customers. You will be leveraging tools such as Google Sheets/Airtable, internal applications, Sales Navigator, and ZoomInfo to map key customers to the right product suite for them. This is a great role if you are interested in a career path towards becoming a Customer Success Manager, Expansion Account Manager, or Mid-Market Account Executive at Cloudflare.

Responsibilities

This is a great opportunity to be a member of our high performing Sales team at a hyper-growth technology company. The Business Development Representative (BDR) will:

• Be the first point of contact for customers that need help finding solutions
• Develop your customer centric sales skills to deliver a stellar customer experience
• Learn Cloudflare’s products and services in detail
• Similar to other roles that Cloudflare, this role has a tenure requirement of 18-24 months before you may be eligible to apply for another role within the company.
• Own and meet target quota related to number of qualified opportunities, value of sales pipeline, and revenue
• Develop new business opportunities from existing customer base
• Identify target accounts with strategic timing and strong use cases through qualitative and data driven approach
• Work cross-functionally with stakeholders (account executives, marketing, sales operations, fellow BDRs)
• Help lead BDR team-wide campaigns or initiatives (we’re a collaborative group)
• Write emails and letters you’d love to open; make calls you’d love to receive; ask compelling questions
• Report, track, and manage sales activities and results using SFDC
• Play an active role in the creation and iteration of team processes

Desirable Skills, Knowledge, and Experience

• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast-paced, dynamic environment
• Strong interpersonal communication skills
• Customer-oriented mindset with empathy and curiosity
• Aptitude to learn technical concepts/terms
• Ability to manage multiple tasks/projects simultaneously
• Fluent in Cantonese as you will be working with clients based in Hong Kong.
• Minimum 1 years of experience in BDR or in a similar capacity in technology industry is preferred, specifically in SaaS will be a plus
• Experience in Google Sheets, Outreach, SFDC reporting, and data analysis is a plus

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers–at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we’ve provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process.

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person’s, perceived or actualrace, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.