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.

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.

About Us_

// At Masabi, we’re driving the fare payment revolution, powering the journeys of millions all over the world. We build fare collection platforms that allow riders to seamlessly buy and present tickets for public transport either on their mobile phones, from a ticket machine, or even by tapping their bank card to travel.

Our Justride platform is used in over 250 locations globally, including some of the largest cities in the world. With our industry-first mobile ticketing SDK, we’ve partnered with large players in the transport space, including Uber, Moovit and Transit.

Your own journey is important to us too. Choosing a role here means joining a network of innovators from all walks of life; a group of passionate individuals who consistently deliver. Here, you’ll find the tools you need to build the career you want. Whether you’re taking the direct route or trying a new path, we’ll support you no matter what.

The Role_

// Masabi is growing its presence across Italy, and we’re looking for an experienced Business Development Director who can lead that growth: identifying and pursuing large, strategic contracts with Italian transport authorities and operators and closing the deals that matter.

You’ll own large Italian contracts from pursuit through to award, setting bid strategy and guiding authorities through their procurement journey, then keeping a hand on the transition into delivery so nothing is lost in the handover.

Your stakeholders will be some of the most important transport decision-makers in Italy. Supported by our EMEA team and part of a company with proven market presence, you’ll be the person Italian partners come to know and trust.

Location_

// This is a fully remote role, but we’re looking for someone based in Rome or within easy travel distance. In-country presence and face-to-face time with stakeholders matter for this work.

Responsibilities_

Business Development

• Build and grow a pipeline of large-value, multi-year opportunities with Italian authorities and operators, including tenders and framework agreements

• Guide authorities through their procurement journey from first conversation to award

• Build senior relationships with decision-makers across authorities and operators, and represent Masabi at industry events and forums

• Shape our go-to-market approach for Italy with EMEA and marketing teams, keeping pipeline data current

Bid Management

• Set bid strategy and win themes for Italian opportunities, shaping how we position ourselves at each stage

• Coordinate input from bids, solutions, product, delivery, legal and finance to build compelling, compliant submissions on time

• Write and localise bid content for Italian public procurement requirements where needed

• Shape pricing, contract terms and risk on large bids with Legal and Finance

Project Management

• Move opportunities through due diligence, technical workshops and POCs

• Assess commercial and delivery risk, and flag issues early

• Hand won contracts to delivery with clear scope, timelines and commitments

• Keep colleagues informed on opportunity and post-award milestone status

About You_

• A career selling complex technology or SaaS into public transport (fare collection, ticketing, ITS or similar)

• Italian public procurement as familiar ground: how authorities buy, how tenders work, how to build understanding before procurement

• A track record of closing large, complex contracts, not just building pipeline

• Comfortable setting bid strategy and writing responses when needed

• Multiple concurrent workstreams feel manageable, nothing slips quietly

• Consultative and credible with senior public-sector stakeholders and C-suite

• Works well independently with distributed support, comfortable with ambiguity in complex, multi-stakeholder environments

• Comfortable advocating for customer needs across internal teams and building consensus when priorities compete

• Fluent Italian and English, other languages a bonus

• Based in or near Rome, or able to get there easily, because in-country presence and face-to-face time with stakeholders matter for this work

AI at Masabi_

// AI is becoming part of how we work at Masabi. You don’t need professional experience using AI tools, but we’d expect you’ve experimented with them and are curious about how they can help you learn, solve problems, and work more effectively.

Careers at Masabi are for people going places - driven by a mission to make transit fair and accessible for all.

// We are a network of innovators from all walks of life, passionate about making a difference. At Masabi, we operate with openness and trust, creating an environment where everyone feels empowered to bring their whole, authentic selves to work.

Whoever you are, just be yourself.// We welcome applications from underrepresented groups, including disabled and neurodivergent people, and can make adjustments at any stage of the process. You’re also welcome to share your pronouns whenever you feel comfortable. Together, we simplify journeys, remove barriers, and improve daily life for millions.

Why Join Masabi?

• Driven by Purpose – We believe in journeys made simple. The work isn’t always easy, but the best things never are.

• Encouraged to Accelerate – Masabi is going places and our people are in the driving seat. Whether you’re taking the direct route or exploring new paths, we support your journey.

• Advancing with Empathy – We put people first and foster a culture of learning, not blame. No matter your cargo, we share the load.

We’re already powering journeys - are you ready to join us?

Careers at Masabi are for people going places - driven by a mission to make transit fair and accessible for all.

// We are a network of innovators from all walks of life, passionate about making a difference. At Masabi, we operate with openness and trust, creating an environment where everyone feels empowered to bring their whole, authentic selves to work.

Whoever you are, just be yourself.

// We welcome applications from underrepresented groups, including disabled and neurodivergent people, and can make adjustments at any stage of the process. You’re also welcome to share your pronouns whenever you feel comfortable. Together, we simplify journeys, remove barriers, and improve daily life for millions.

Why Join Masabi?

• Driven by Purpose – We believe in journeys made simple. The work isn’t always easy, but the best things never are.

• Encouraged to Accelerate – Masabi is going places and our people are in the driving seat. Whether you’re taking the direct route or exploring new paths, we support your journey.

• Advancing with Empathy – We put people first and foster a culture of learning, not blame. No matter your cargo, we share the load.

We’re already powering journeys - are you ready to join us?

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.

Introduction to Demandbase: Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B...

Introduction to Demandbase: Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B...

Introduction to Demandbase: Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B...

Simply Put, A Great Place to Work

Benesch is a growing, multi-disciplined planning, engineering, and professional services firm. We enhance infrastructure and communities across the country – creating spaces and providing connections in ways that make a difference.

We pride ourselves on being nimble enough to remain responsive to client needs yet large enough to offer exceptional bench strength. As a member of our team, you’ll have an opportunity to draw from those resources when you need them and, likewise, contribute your expertise when you have something to share.

At Benesch, we are looking for candidates with varied backgrounds and worldviews. We are committed to offering an inclusive work environment where everyone feels valued and respected. Statistics show that women and underrepresented groups are less likely to apply for a position if they don’t meet 100% of the qualifications. If this statement resonates with you, don’t be so hard on yourself—apply for the job!

Marketing Pursuit Director

Benesch is seeking a Marketing Pursuit Director to lead our strategic approach to priority pursuits across markets and service lines. This is a high-impact leadership role focused on helping Benesch position for, pursue, and win our most important opportunities. The Director will partner closely with firm leaders, seller/doers, project leaders, and technical teams to develop differentiated pursuit strategies, strengthen client positioning, and turn market, client, and competitive intelligence into winning strategies.

The ideal candidate is a strategic pursuit leader who understands how to bring people together, ask the right questions, uncover what matters to the client, and translate that insight into compelling win strategies. This individual will serve as a trusted advisor and facilitator throughout the pursuit lifecycle, from pre-positioning and capture planning through proposal development, shortlist interviews, and lessons learned. This role offers the opportunity to influence major pursuits across the firm while helping elevate the strategic capabilities of Benesch’s marketing and business development teams.

Location

This position offers a hybrid work schedule with the flexibility to work from any Benesch office location. Fully remote arrangements may be considered for candidates who are not located near a Benesch office.

The Impact You Will Have

• Lead strategic pursuit planning for priority opportunities across Benesch’s markets and service lines.
• Facilitate pursuit strategy workshops, kickoff meetings, and strategic reviews to align teams around client priorities and pursuit objectives.
• Develop and direct messaging strategies for major proposals, qualifications, interviews, and other client-facing opportunities.
• Guide capture planning and pre-positioning activities in collaboration with project leaders, seller/doers, and technical teams.
• Help pursuit teams identify client priorities, win themes, differentiators, competitive positioning, and value propositions.
• Gather, analyze, and synthesize client, competitor, market, and procurement intelligence to inform pursuit strategies and decisions.
• Translate client and competitive intelligence into actionable strategies throughout the pursuit lifecycle.
• Partner with leadership and business development teams to align pursuit strategies with client needs, market trends, and Benesch’s growth objectives.
• Coach technical staff, project leaders, and marketing teams on persuasive communication, storytelling, presentation strategy, and client-focused messaging.
• Partner with proposal managers and coordinators across the company to elevate strategic content, proposal quality, and overall pursuit effectiveness.
• Lead interview strategy development and presentation coaching for shortlisted pursuits.
• Establish and advance best practices for pursuit planning, messaging development, strategic reviews, and pursuit execution.
• Lead Benesch’s Good, Better, Best proposal quality program and conduct proposal quality audits to ensure high-quality, differentiated deliverables.
• Ensure proposal narratives clearly communicate client understanding, value, qualifications, differentiators, and why Benesch is the right partner.
• Analyze pursuit outcomes, including wins and losses, to identify trends, lessons learned, and opportunities to improve future pursuits.
• Lead and develop market research and grant writing capabilities, identifying opportunities to strengthen these functions across the firm.
• Conduct marketing and pursuit strategy workshops and training for technical staff, project leaders, and marketing professionals.
• Share institutional knowledge, market intelligence, and pursuit insights across the firm to strengthen overall pursuit readiness.
• Collaborate with leadership to improve strategic targeting, opportunity evaluation, and pursuit selection.
• Mentor and develop marketing professionals, helping build strategic thinking, pursuit leadership, and client-focused communication skills.
• Contribute to broader marketing and business development planning initiatives that support Benesch’s growth and market position.

What We Are Looking For

• Bachelor’s degree in Marketing, Communications, Business, or a related field required.
• 12+ years of progressive experience in professional services marketing, pursuit management, business development, proposal strategy, or a related field, preferably within the AEC industry.
• Demonstrated experience leading complex, high-value pursuits from strategy and pre-positioning through proposal development and interview.
• Strong understanding of capture planning, pursuit strategy, proposal development, client positioning, and competitive intelligence.
• Proven ability to develop differentiated win strategies, messaging, and interview strategies that respond directly to client priorities.
• Exceptional facilitation and strategic communication skills, with the ability to influence multidisciplinary teams in fast-paced, deadline-driven environments.
• Strong understanding of AEC markets, service lines, client needs, and business development practices.
• Demonstrated ability to gather and apply market, client, competitor, and procurement intelligence to pursuit strategy.
• Strong knowledge of client procurement processes and the ability to understand how procurement decisions impact pursuit strategy.
• Demonstrated ability to coach technical professionals and project leaders on persuasive communication, storytelling, proposal strategy, and interview performance.
• Experience developing and implementing proposal quality standards, review processes, and best practices.
• Strong business acumen with the ability to connect pursuit strategies to client needs, market opportunities, and broader business objectives.
• Demonstrated ability to analyze wins, losses, and pursuit performance to identify trends and improve future strategies.
• Proven leadership experience with the ability to mentor and develop marketing professionals and influence teams without direct authority.
• Excellent verbal, written, presentation, and facilitation skills, with a strong professional presence.
• Ability to build trusted relationships and effectively collaborate with executives, technical professionals, project leaders, marketing teams, and business development professionals.
• Ability to adapt strategy and approach based on changing client needs, market conditions, and business priorities.
• Certified Professional Services Marketer (CPSM) certification is preferred.

#LI-AG1

The expected compensation range for this position is displayed in accordance with the Colorado Equal Pay for Equal Work Act. The final agreed-upon compensation is based on numerous factors, including but not limited to individual education, qualifications, prior work experience, and geographic location. The total annual compensation package will consist of a base salary, overtime, and bonuses.

Benefits:

Our benefits package is designed to take care of our employees. Benesch offers a generous paid time benefits plan that increases throughout your career plus several paid holidays.  Our benefits include medical, dental, and vision benefits. We also include company-paid life insurance, short term, and long-term disability plans. Benesch offers a 401K plan and profit-sharing contributions to the 401K plan. From insurance and retirement plan to our wellness programs, we provide employee benefits that meet your wants and needs.

Colorado Pay Range

$60—$80 USD

The expected compensation range for this position is displayed in accordance with the California Equal Pay Act.  The final agreed-upon compensation is based on numerous factors, including but not limited to individual education, qualifications, prior work experience, and geographic location. The total annual compensation package will consist of a base salary, overtime, and bonuses.

California Pay Transparency

$60—$80 USD

The expected compensation range for this position is displayed in accordance with the Maryland Pay Transparency Law. The final agreed-upon compensation is based on numerous factors, including but not limited to individual education, qualifications, prior work experience, and geographic location. The total annual compensation package will consist of a base salary, overtime, and bonuses.

Benefits

Our benefits package is designed to take care of our employees. Benesch offers a generous paid time benefits plan that increases throughout your career, plus several paid holidays.  Our benefits include medical, dental, and vision benefits. We also include company-paid life insurance, short term, and long-term disability plans. Benesch offers a 401K plan and profit-sharing contributions to the 401K plan. From insurance and retirement plans to our wellness programs, we provide employee benefits that meet your wants and needs.

Maryland Pay Transparency Law

$60—$80 USD

The expected compensation range for this position is displayed in accordance with the State of Illinois Pay Transparency Act, Illinois Pay Transparency Law. The final agreed-upon compensation is based on numerous factors, including but not limited to individual education, qualifications, prior work experience, and geographic location. The total annual compensation package will consist of a base salary, overtime, and bonuses.

Our benefits package is designed to take care of our employees and is compliant with the State of Illinois Paid Leave Act, Illinois Paid Leave Act.  Benesch offers a generous paid time benefits plan that increases throughout your career plus several paid holidays.  Our benefits include medical, dental, and vision benefits. We also include company-paid life insurance, short term, and long-term disability plans. Benesch offers a 401K plan and profit-sharing contributions to the 401K plan. From insurance and retirement plan to our wellness programs, we provide employee benefits that meet your wants and needs.

Illinois Pay Range

$60—$80 USD

The expected compensation range for this position is displayed in accordance with the Massachusetts Pay Transparency Act Massachusetts Pay Transparency Act . The final agreed-upon compensation is based on numerous factors, including but not limited to individual education, qualifications, prior work experience, and geographic location. The total annual compensation package will consist of a base salary, overtime, and bonuses.

Massachusetts Pay Transparency Act

$60—$80 USD

The expected compensation range for this position is displayed in accordance with the State of Connecticut Pay Transparency Laws. See below links. The final agreed-upon compensation is based on numerous factors, including but not limited to individual education, qualifications, prior work experience, and geographic location. The total annual compensation package will consist of a base salary, overtime, and bonuses.

State Of CT Disclosure of Salary Ranges on Public and Internal Job Postings

State Of Connecticut Disclosure of Salary Range for A Vacant Position

Connecticut Pay Transparency Law

$60—$80 USD

Benesch is an equal opportunity employer committed to a professional, inclusive, and compliant workplace. We follow all applicable federal, state, and local employment laws, including those related to non-discrimination, pay transparency, and equal opportunity for protected groups such as veterans and individuals with disabilities. This includes adhering to regulations related to equal employment opportunity, non-discrimination, pay transparency, and any other legislation relevant to the jurisdictions in which we operate.

Learn More about Pay Transparency at Benesch

Pay Range

$60—$80 USD

Why Benesch

It’s simple. We invest in our people, not just our projects.

• Career growth that’s real with leadership development, training, and clear paths forward
• Strong financial future with up to 9% retirement contribution for benefit-eligible employees
• Flexibility that works with schedules that support your life
• Time to recharge with generous paid time off and parental leave for benefit-eligible employees
• Support beyond work through mentorship, hands-on experience, and opportunities to make an impact from day one

Whether you’re starting your career or bringing years of experience, you’ll have the support and exposure to grow here.

Explore our full benefits here: Click here

Equal Opportunity & Accessibility

At Benesch, we believe great work starts with great people and that means creating a workplace where everyone has the opportunity to succeed.

Benesch is firmly committed to Equal Employment Opportunity (EEO) and prohibits employment discrimination for employees and applicants in all protected groups, including veterans and individuals with disabilities, or other status protected by federal, state, and local laws.

Benesch is committed to working with and providing reasonable accommodation to applicants with a physical disability or other impairment.

If you are limited in your ability or are unable to access Benesch’s Careers website due to a physical disability or other impairment, you may request a reasonable accommodation by emailing TalentAcquisition@benesch.com. This option is only available to those in need of an accommodation due to a disability or other impairment. Please do not use this as an alternative method for general inquiries or status on applications, as you will not receive a response. Reasonable requests will be responded to as soon as possible on a case-by-case basis.

If you are based in California, we encourage you to read this important information for California residents linked here.

Know your Rights: Workplace Discrimination is Illegal

We will be accepting applications on an ongoing basis until a candidate is found.

External Recruiters and Staffing Agencies

Benesch shall have no obligation to compensate any external recruiter or search firm for candidate submissions made without a valid, current, and fully executed agreement. Submission of candidate information does not establish entitlement to a fee.

All recruiting activity must be coordinated and authorized through the Benesch Talent Acquisition team. Please direct all communications to TalentAcquisition@Benesch.com

Join Vonage and help us innovate cloud communications for businesses worldwide! Vonage Sales Mission At Vonage, we’re redefining how businesses communicate in today’s fast-moving digital, cloud, and real-time world. Our...

About the job As an Account Lead within the Fintech Team at HTS, you will be responsible for driving the success of our fintech solutions with airline partners. You will...

Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI...

At Vanta, our mission is to help businesses earn and prove trust.We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.

Vanta’s V4G Partnerships function sits at the intersection of our platform, the government agencies and contractors we serve, and the broad network of systems integrators, resellers, service providers, and auditors within the public sector compliance and risk management ecosystem. You’ll help build and grow these partnerships to build pipeline, as well as to ensure that customers have access to high-quality, trusted delivery through Vanta.

As Director, Vanta for Government (V4G) Partnerships, you will own Vanta’s partner function for the public sector — the strategy, the network, and the programs that let it scale — supporting both our government sales motion (Federal and SLED) and our government vendor business. Reporting directly to the Head of Public Sector, you will define the partner archetypes, tiering, and coverage model required to serve government demand, and own V4G partner-sourced pipeline and ARR that rolls into Vanta’s overall partner-sourced target. You’ll work in close partnership with the VP of Global Channel & Alliances, who owns that overall target and channel operating model, to ensure the public sector motion is built on — and strengthens — that foundation. This is a high-impact, cross-functional role for someone who has built a public sector partner function from the ground up: designing joint GTM programs, negotiating enterprise partnership agreements, and standing up the mechanisms that let a partner network scale beyond the person running it.

You’ll have meaningful scope: you’ll own the V4G partner function — the strategy, the partner network, the program design, and the team — and decide how Vanta invests across public sector partners, including tiering, enablement investment, and where to expand or exit. You’ll own the V4G partner-sourced pipeline and ARR contribution, and the coverage standard that determines how partner resources are leveraged and applied across Vanta’s government and commercial opportunities.You’ll start with one partnerships manager and build the team as the segment grows, taking a “player-coach” approach to help establish that growth.

What you’ll do as a Director, Vanta for Government Partnerships at Vanta:

• Own the V4G partner strategy across Federal and SLED — define the partner archetypes Vanta needs (resellers, service partners, GSIs, 3PAOs and C3PAOs), the tiering and coverage model, and the multi-year plan to build a network that meets government and commercial demand.

• Own the V4G partner-sourced pipeline and ARR contribution to Vanta’s partner-sourced target, and define the metrics by which public sector partner performance, partner health, and network coverage are measured — including the coverage standard for FedRAMP and CMMC delivery capacity.

• Design the programs and mechanisms that let the network scale — partner tiering and certification, enablement paths, co-sell motion, MDF and investment allocation, partner health frameworks, and standardized partner agreements built with Legal.

• Build and lead the V4G partnerships team, starting with one manager and scaling with the segment. Set the operating rhythms, quality bar, and performance standards, and develop the team to own partner relationships directly.

• Partner with the VP of Global Channel & Alliances and the broader channel organization to extend the V4G motion across Vanta’s full partner ecosystem — including MSPs, VARs, and auditors working on federal compliance programs like FedRAMP and CMMC — ensuring the public sector motion strengthens rather than duplicates the commercial one.

• Serve as the voice of the government ecosystem inside Vanta, with a influence in V4G product roadmap, packaging, and pricing decisions — translating what partners, commercial customers, and government agencies need into a prioritized point of view Product and Engineering can act on.

• Expand the network and reduce concentration risk by identifying and onboarding new firms, capturing demand from large partners not yet engaged, and making clear calls about where Vanta invests and where it walks away.

How to be successful in this role:

• 10+ years of experience managing public sector channel and/or partnerships, with a strong network across GSIs, managed service providers, resellers, and auditors.

• Deep familiarity with the public sector ecosystem, including Federal and SLED go-to-market motions and federal compliance programs, such as FedRAMP and CMMC.

• 5+ years of people management experience, including managing performance across a team.

• Experience owning a revenue target delivered through partners, including defining the metrics and operating cadence required to hit it.

• Proven ability to build, manage, and grow external partner relationships at scale — ideally within cybersecurity, GRC, or compliance-adjacent ecosystems.

• Experience partnering with systems integrators, MSPs, VARs, and audit firms; direct audit or assessor experience is a plus but not required.

• Strong instincts for balancing technical/domain credibility with business development thinking

• Track record of building or scaling a partner or channel network, reducing risk through diversification, or driving quality programs in an external-facing capacity

• Demonstrated ability to coordinate cross-functionally across GTM, product, legal, marketing, and channel sales teams

• Comfort navigating ambiguity and building structure in a fast-moving, high-growth environment

• Must be authorized to work in the U.S. without the need for current or future employer sponsorship.

• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

What you can expect as a Vanta’n:

• Industry-competitive salary and equity

• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans

• 16 weeks paid Parental Leave for all new parents

• Health & wellness stipend

• Remote workspace, internet, and cellphone stipend

• Commuter benefits for team members who report to the SF and NYC office

• Family planning benefits

• Matching 401(k) contribution with immediate vesting

• Flexible PTO policy, plus 80 hours of Sick Time

• 11 company-paid holidays

• Virtual team building activities, lunch and learns, and other company-wide events!

• Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.

#LI-remote

At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

About Vanta

We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world’s leading Trust Management Platform, our vision remains unchanged.

Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that’s real-time and transparent.

Referral Instructions

If you are being referred for the role, please contact that person to apply on your behalf.

At Vanta, our mission is to help businesses earn and prove trust.We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it.

Vanta’s V4G Partnerships function sits at the intersection of our platform, the government agencies and contractors we serve, and the broad network of systems integrators, resellers, service providers, and auditors within the public sector compliance and risk management ecosystem. You’ll help build and grow these partnerships to build pipeline, as well as to ensure that customers have access to high-quality, trusted delivery through Vanta.

As Director, Vanta for Government (V4G) Partnerships, you will own Vanta’s partner function for the public sector — the strategy, the network, and the programs that let it scale — supporting both our government sales motion (Federal and SLED) and our government vendor business. Reporting directly to the Head of Public Sector, you will define the partner archetypes, tiering, and coverage model required to serve government demand, and own V4G partner-sourced pipeline and ARR that rolls into Vanta’s overall partner-sourced target. You’ll work in close partnership with the VP of Global Channel & Alliances, who owns that overall target and channel operating model, to ensure the public sector motion is built on — and strengthens — that foundation. This is a high-impact, cross-functional role for someone who has built a public sector partner function from the ground up: designing joint GTM programs, negotiating enterprise partnership agreements, and standing up the mechanisms that let a partner network scale beyond the person running it.

You’ll have meaningful scope: you’ll own the V4G partner function — the strategy, the partner network, the program design, and the team — and decide how Vanta invests across public sector partners, including tiering, enablement investment, and where to expand or exit. You’ll own the V4G partner-sourced pipeline and ARR contribution, and the coverage standard that determines how partner resources are leveraged and applied across Vanta’s government and commercial opportunities.You’ll start with one partnerships manager and build the team as the segment grows, taking a “player-coach” approach to help establish that growth.

What you’ll do as a Director, Vanta for Government Partnerships at Vanta:

• Own the V4G partner strategy across Federal and SLED — define the partner archetypes Vanta needs (resellers, service partners, GSIs, 3PAOs and C3PAOs), the tiering and coverage model, and the multi-year plan to build a network that meets government and commercial demand.

• Own the V4G partner-sourced pipeline and ARR contribution to Vanta’s partner-sourced target, and define the metrics by which public sector partner performance, partner health, and network coverage are measured — including the coverage standard for FedRAMP and CMMC delivery capacity.

• Design the programs and mechanisms that let the network scale — partner tiering and certification, enablement paths, co-sell motion, MDF and investment allocation, partner health frameworks, and standardized partner agreements built with Legal.

• Build and lead the V4G partnerships team, starting with one manager and scaling with the segment. Set the operating rhythms, quality bar, and performance standards, and develop the team to own partner relationships directly.

• Partner with the VP of Global Channel & Alliances and the broader channel organization to extend the V4G motion across Vanta’s full partner ecosystem — including MSPs, VARs, and auditors working on federal compliance programs like FedRAMP and CMMC — ensuring the public sector motion strengthens rather than duplicates the commercial one.

• Serve as the voice of the government ecosystem inside Vanta, with a influence in V4G product roadmap, packaging, and pricing decisions — translating what partners, commercial customers, and government agencies need into a prioritized point of view Product and Engineering can act on.

• Expand the network and reduce concentration risk by identifying and onboarding new firms, capturing demand from large partners not yet engaged, and making clear calls about where Vanta invests and where it walks away.

How to be successful in this role:

• 10+ years of experience managing public sector channel and/or partnerships, with a strong network across GSIs, managed service providers, resellers, and auditors.

• Deep familiarity with the public sector ecosystem, including Federal and SLED go-to-market motions and federal compliance programs, such as FedRAMP and CMMC.

• 5+ years of people management experience, including managing performance across a team.

• Experience owning a revenue target delivered through partners, including defining the metrics and operating cadence required to hit it.

• Proven ability to build, manage, and grow external partner relationships at scale — ideally within cybersecurity, GRC, or compliance-adjacent ecosystems.

• Experience partnering with systems integrators, MSPs, VARs, and audit firms; direct audit or assessor experience is a plus but not required.

• Strong instincts for balancing technical/domain credibility with business development thinking

• Track record of building or scaling a partner or channel network, reducing risk through diversification, or driving quality programs in an external-facing capacity

• Demonstrated ability to coordinate cross-functionally across GTM, product, legal, marketing, and channel sales teams

• Comfort navigating ambiguity and building structure in a fast-moving, high-growth environment

• Must be authorized to work in the U.S. without the need for current or future employer sponsorship.

• Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact.

What you can expect as a Vanta’n:

• Industry-competitive salary and equity

• Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans

• 16 weeks paid Parental Leave for all new parents

• Health & wellness stipend

• Remote workspace, internet, and cellphone stipend

• Commuter benefits for team members who report to the SF and NYC office

• Family planning benefits

• Matching 401(k) contribution with immediate vesting

• Flexible PTO policy, plus 80 hours of Sick Time

• 11 company-paid holidays

• Virtual team building activities, lunch and learns, and other company-wide events!

• Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors and may vary based on candidate location, skills, depth of work experience, and relevant licenses/credentials.

#LI-remote

At Vanta, we are committed to hiring diverse talent of different backgrounds and as such, it is important to us to provide an inclusive work environment for all. We do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, we encourage and welcome people of all backgrounds to apply.

About Vanta

We started in 2018, in the wake of several high-profile data breaches. Online security was only becoming more important, but we knew firsthand how hard it could be for fast-growing companies to invest the time and manpower it takes to build a solid security foundation. Vanta was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From our early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating the world’s leading Trust Management Platform, our vision remains unchanged.

Now more than ever, making security continuous—not just a point-in-time check— is essential. Thousands of companies rely on Vanta to build, maintain and demonstrate their trust— all in a way that’s real-time and transparent.

Referral Instructions

If you are being referred for the role, please contact that person to apply on your behalf.

At Posit, our “Land and Expand” motion is our greatest engine for growth. This team is dedicated to uncovering new value within our largest existing customers, transitioning departmental users into...

Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI...

At Posit, our “Land and Expand” motion is our greatest engine for growth. This team is dedicated to uncovering new value within our largest existing customers, transitioning departmental users into...

Human Interest is on a mission to ensure that people in all lines of work have access to retirement benefits.

More than half of all working Americans are not saving enough for their future. Too often, it’s because they are employed by a company that doesn’t offer a retirement plan. Human Interest is changing that by making it affordable and accessible for small and medium-sized businesses to offer employees a path to financial independence through retirement savings.

We’re a high-growth fintech company changing the retirement industry. We are backed by a number of investors. This includes funding from Marshall Wace and Baillie Gifford, as well as top investors such as BlackRock, TPG (The Rise Fund), SoftBank, Glynn Capital, NewView Capital, USVP, Wing, Uncork, and more.

About the role

The sales revenue organization plays a vital role in meeting and exceeding revenue goals, and executing the company’s mission and go-to-market strategies. Our sales leaders are agile, forward-thinking, collaborative, and driven. As a Regional Director, you will build, inspire, and guide a team of Partner Account Managers in a defined geographic area. You are instrumental in championing the team’s monthly quota attainment and revenue growth. This position is open exclusively to candidates residing in New Jersey, Delaware and Philadelphia.

What you get to do every day

• Coach and mentor a team of Partner Account Managers to achieve and excel revenue goals
• Recruit and retain Partner Account Managers by hiring for required skills and competencies, while coaching sales and implementation processes
• Manage the end-to-end sales process and forecast sales
• Drive a culture of accountability while having fun in the process
• Travel within your region and nationally to participate in field rides with individual team members, and attend meetings that include sales conferences, trade shows, and partnership huddles.

What you bring to the role

• 1+ years of experience in selling 401k with proven success
• 3-5 years of experience in leading front line sales professionals across multiple functions in the retirement services/HCM/payroll industry
• Successful – Proven track record of meeting and exceeding your sales quota
• Experience building relationships with CPA’s, payroll providers, HR consultants, and benefit brokers
• Tech Savvy - you have experience using Salesforce CRM to manage sales process and forecasting
• Exceptional communication skills - both written and verbal
• Willing to flex with constant change and day-to-day competing priorities

Why you will love working at Human Interest

Human Interest is tackling one of our country’s biggest challenges - closing the retirement gap. You’ll be instrumental in architecting and scaling solutions that bring financial security to employees at small and medium-sized businesses nationwide. We’ve made significant progress, but there is still growth ahead, offering you a unique opportunity to solve complex problems, drive innovation, and advance your career alongside a dedicated, mission-driven team. We value hard work and recognize that our team’s contributions are key to our continued success.

Join Human Interest and make a lasting impact by shaping the future of retirement.

Our operating principles define how we work together as a team. They reflect Human Interest’s unique view on what’s important and what’s right. Documenting this core aspect of our culture helps employees make good decisions on their own. It also helps candidates considering career opportunities critically evaluate whether they will thrive at Human Interest.

• Customer obsession: We’re all about creating amazing experiences for our customers. We put their needs first and go the extra mile to make them smile.
• Long-Term Orientation: We’re not just playing for today; we’re building a legacy. We think big, plan strategically, and invest in our future.
• Autonomous and Accountable Teams: We trust our team members to take ownership and make smart decisions. We empower you to be your best self!
• An Escalating Bar for Talent and Performance: We’re constantly raising the bar and challenging ourselves to be better. We believe in growth and continuous improvement.
• Fundamental Optimism: We see the glass as half full (and then we fill it up with more amazing ideas!). We believe in the power of positivity and the potential for greatness.

Compensation - At Human Interest, we consider a number of factors to determine the appropriate pay range for each position, including the cost of labor in different markets across the U.S. The total On Target Earnings (OTE) for the role described in this job posting is $210,000 - $220,000 which includes a base salary of $100,000 to 110,000, and a variable target compensation of $110,000. The specific pay rate offered is based on the candidate’s relevant skills and experience. Base pay is just one component of our Total Rewards package, which also includes a comprehensive suite of physical, financial, and mental wellness benefits. Additionally, employees receive stock option grants, enhancing long-term financial growth and investment in our company’s success.

Benefits -

• A great 401(k) plan: Our own! Our 401(k) includes a dollar-for-dollar employer match up to 4% of compensation (immediately vested) and $0 plan fees
• Top-of-the-line health plans, as well as dental and vision insurance
• Competitive time off and parental leave
• Addition Wealth:  Unlimited access to digital tools, financial professionals, and a knowledge center to help you understand your equity and support your financial wellness
• Lyra: Enhanced Mental Health Support for Employees and dependents
• Carrot: Fertility healthcare and family forming benefits
• Candidly:  Student loan resource to help you and your family plan, borrow, and repay student debt
• Monthly work-from-home stipend; quarterly lifestyle stipend
• Engaging team-building experiences, ranging from virtual social events to team offsites, promoting collaboration and camaraderie.

We’re a great place to work (but don’t take our word for it)

Here’s a list of our awards and accolades:

• Certified as a Great Place To Work® (2023-2025)
• Fortune Best Place to Work in the Bay Area (2024)
• Best Places to Work by Built In (2023-2024)
• America’s Best Startup Employers by Forbes (2020-2022, 2024)
• A Top Company by Y Combinator (2020-2023)
• Inc. Fastest Growing Companies (2021)

Human Interest is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran or military status, pregnancy, or any other characteristics protected under federal, state, or local laws. Employment with Human Interest is at-will, meaning either you or the company may terminate employment at any time, with or without cause or notice, except as otherwise provided by law or written agreement.

We are committed to making every stage of our application process fully accessible to all individuals. If you need a reasonable accommodation at any point in the process, please let us know at applicantaccommodations@humaninterest.com.

Please note Human Interest does not accept unsolicited resumes from any source other than directly from candidates. We will not consider resumes from vendors, including and without limitation search firms, staffing agencies, fee-based referral services, and recruiting agencies.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider employment-qualified applicants with arrest and conviction records. We comply with CCPA guidelines.

See more: https://humaninterest.com/disclosures

About SecurityScorecard:

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint.

Headquartered in New York City, our culture has been recognized by Inc Magazine as a “Best Workplace,” by Crain’s NY as a “Best Places to Work in NYC,” and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of theWorld’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.”  SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

About the Role:

The Country Manager, Japan is the senior sales leader responsible for building and scaling SecurityScorecard’s commercial presence in Japan. This is a sales-led country role: the Country Manager carries a direct new-ARR quota, builds and manages a local sales team over time, and is the primary driver of pipeline generation, channel development, and deal execution in market. Customer success, solutions engineering, and marketing remain centrally resourced and regionally supported; the Country Manager is expected to multi-thread closely with those functions rather than own them locally. This person reports to the President of International Sales and is a key voice in shaping SecurityScorecard’s go-to-market strategy for Japan.

Key Responsibilities

• Own new-ARR bookings for Japan against an assigned quota, with disciplined forecasting and pipeline coverage (typically 3–4x of remaining quota) reported on a weekly cadence.
• Build, run, and progress a pipeline of enterprise, financial services, insurance, and public-sector opportunities across both self-monitoring (SM) and third-party risk management (TPRM) use cases.
• Apply MEDDPICC discipline to every material opportunity — Economic Buyer access, Decision Criteria/Process, Champion development, and Competition displacement (primarily BitSight; also UpGuard, Black Kite, and Panorays) — and bring gap analysis and next steps to weekly pipeline reviews.
• Identify, recruit, and manage a channel and alliance ecosystem in Japan (system integrators, MSSPs, resellers, and referral partners) to extend coverage and influence sourced/influenced ARR.
• Multi-thread with global Customer Success and Solutions Engineering to ensure smooth onboarding, retention, and expansion of Japan accounts; flag at-risk renewals early and coordinate save plans.
• Represent the voice of the Japan market back to Product, Marketing, and Legal — localization needs, regulatory drivers (APPI, FSA/METI guidance, financial-sector cyber frameworks), competitive intelligence, and pricing/paper-process norms (hanko/e-signature practices, procurement cycles, data residency questions).
• Build and execute a go-to-market plan for Japan in partnership with the President of International Sales, including named-account targeting, event and field-marketing priorities, and localized messaging.
• As the team grows, recruit, coach, and manage additional Japan-based sales hires; instill MEDDPICC-based deal qualification and forecasting discipline from day one.
• Provide accurate, source-verified forecast and pipeline data for weekly and quarterly business reviews with the CRO and, as needed, the Board.

What Success Looks Like (First 12 Months)

• Quota attainment against an agreed first-year new-ARR target, with pipeline coverage sustained at target levels each quarter (specific targets to be set jointly with Finance/RevOps prior to start).
• A qualified, MEDDPICC-scored pipeline of enterprise and financial-services logos in both SM and TPRM use cases, with at least [N] Economic-Buyer-confirmed opportunities in active evaluation.
• At least [N] active channel/alliance relationships generating sourced or influenced pipeline.
• Clean, on-time forecasting with no late-stage surprises — commit deals scored Strong/Some on MEDDPICC, gaps flagged early.
• A documented Japan go-to-market plan reviewed and approved by the President of International Sales.

Required Qualifications:

• 7+ years of enterprise software/SaaS sales experience in Japan, including a track record of consistent quota overachievement; direct experience selling cybersecurity, GRC, or TPRM solutions strongly preferred.
• Demonstrated ability to sell to and navigate large enterprise, financial-services, insurance, or public-sector buying committees in Japan, including CISOs, risk/compliance leaders, and procurement.
• Working knowledge of Japan’s cyber risk and regulatory landscape relevant to TPRM/GRC buying behavior (e.g., APPI, FSA/METI guidance, sector-specific security requirements) — deep legal/compliance expertise not required, but fluency in how these drivers shape enterprise buying is expected.
• Experience building or contributing to a partner/channel ecosystem (SIs, MSSPs, resellers) in Japan.
• Comfort operating with a MEDDPICC or comparable qualification methodology, and forecasting rigor in a matrixed, US-headquartered organization.
• Native or near-native Japanese and business-level English (written and spoken); able to work directly with a US-based CRO and cross-functional counterparts.
• Willingness to travel within Japan (and periodically to APAC/US HQ) as needed.
• Prior experience as a first sales hire or early country-building role is a plus, but not required if the candidate has strong individual sales performance and channel-building experience to build from.

Benefits:

Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated total compensation range for this position is $230,000 USD - $275,000 USD (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits.

SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law.

We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact talentacquisitionoperations@securityscorecard.io.

Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law.

SecurityScorecard does not accept unsolicited resumes from employment agencies.  Please note that we do not provide immigration sponsorship for this position.   #LI-DNI

MongoDB is launching an EMEA AI Natives team to win high-potential, fast-growing AI-native companies and accelerate new-logo acquisition.

We are seeking a Regional Director, AI Native to build and lead an initial team of five Acquisition reps covering a number of regions across EMEA.

Reporting to EMEA Sales Leadership, you will own the team’s strategy, hiring, development, execution, and results. You will drive new-logo acquisition and NARR while establishing a repeatable sales motion for the AI-native segment.

We are looking to speak to candidates who are based in London for our hybrid working model.

What you will do

• Recruit, onboard, coach, and develop a high-performing AI Native acquisition team
• Define territory plans, account priorities, pipeline goals, and operating rhythms across EMEA
• Build a data-driven go-to-market strategy for high-potential, well-funded AI-native companie.
• Engage founders, investors, C-suite leaders, engineering executives, and technical decision-makers
• Coach the team through complex, multi-stakeholder sales cycles and negotiations
• Lead strategic opportunities and help the team win net-new logos
• Own performance against new-logo, NARR, pipeline, and forecast objectives
• Drive adoption of MongoDB’s sales methodology, including MEDDIC
• Partner with Marketing, Product, Solution Architecture, Customer Success, Partners, and Sales Operations
• Provide market feedback to shape MongoDB’s AI Native strategy and scale the pilot

What you bring

• 2 years of experience managing a quota-carrying sales team or 3+ years of experience as a quota-carrying enterprise sales representative
• A strong record of overachievement and winning net-new logos
• Experience building a new market, segment, territory, or sales motion
• Success selling complex technology to executive and technical stakeholders
• Understanding of cloud, databases, software development, and emerging AI technologies
• Ability to translate technical concepts into clear business value
• Strong coaching, forecasting, communication, negotiation, and analytical skills
• Entrepreneurial energy, intellectual curiosity, resilience, and a bias for action
• Willingness to travel across EMEA and maintain an in-office presence aligned with team needs

Things we love

• Experience with AI-native companies, high-growth startups, venture-backed businesses, or developer-led organizations
• Relationships with AI founders, venture capital firms, engineering leaders, or technical communities across EMEA
• Experience launching acquisition or greenfield sales teams
• Previous MEDDIC, SPIN, Challenger, or similar sales methodology experience

Why join MongoDB

• Lead a newly created EMEA team at the forefront of AI and data
• Help define MongoDB’s strategy for one of the fastest-growing technology segments
• Work in a people-first culture with strong development and sales enablement programs
• Benefit from competitive compensation, equity, and comprehensive benefits

About MongoDB

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and over 67,000 customers, including AI-native startups and approximately 75% of the Fortune 100, relying on MongoDB for their most important applications, we’re powering the next era of software.

Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.

To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world!

MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.

MongoDB is an equal opportunities employer.

Req ID: 3273525945

OEM & xPU Partnerships LeadRemote - US Backblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators.