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Overview: ABACUS Austin is currently seeking HVAC Professionals to join our team comprised of creative and energetic employees, who are dedicated to delivering the best customer service experience every day. What’s In It For Me? • Abacus HVAC Professionals earn - $75,000 - $200,000 / year, • Health, Vision and Dental plans for you and your family to choose from, • New company truck, Gas card and paid tolls, • Dispatch from home, • We will keep you busy, • Car give away and other prizes through out the year, • 401K Retirement Plan with company match, • Life Insurance, Short-Term and Long-Term Disability, • Special Program Options: FSA, EPA, Legal Services, and Identity Theft, • Continuous Training for your Professional Development, • Working in a dynamic, collaborative, and fun environment, • Coached and supported career growth Responsibilities: WE ARE HIRING!! Experienced HVAC Residential Service Technician/Warranty Technicians • 1+ year of HVAC experience in service including diagnosing, troubleshooting, and correcting diverse HVAC system issues., • Type I & II EPA Certification, • Excellent interpersonal and customer service skills with a strong desire to exceed customer expectation, • Perform routine maintenance on residential heating and air conditioning systems, • Build client relationships by providing outstanding service through communication and customer service skills, • Educate your customers on their maintenance requirements, • Complete all tasks in accordance with quality and safety standards HVAC Comfort Advisor (CA) • Conduct on-site evaluations to determine each homeowner’s specific HVAC requirements and comfort goals., • Clearly outline recommended heating and cooling options, including system capabilities, pricing structures, and financing opportunities., • Establish strong customer relationships by demonstrating professionalism, honesty, and a deep understanding of HVAC products and solutions., • Create comprehensive proposals based on customer needs and present them in a way that supports informed decision‑making., • Manage all incoming leads by responding promptly, maintaining consistent communication, and keeping customers updated throughout the sales process., • Partner closely with installation and service departments to ensure the customer’s project moves smoothly from sale to completion., • Consistently meet or exceed established sales objectives on a monthly and yearly basis., • Stay informed on current HVAC equipment, energy‑efficient technologies, warranty programs, and industry trends., • Accurately document customer interactions, estimates, and follow‑up tasks within the CRM or assigned company systems., • Ask detailed questions to fully understand customer preferences and provide system recommendations tailored to their home and budget., • Deliver engaging product presentations and demonstrations that highlight system advantages and long‑term value., • Guide customers through contract terms, negotiate pricing when appropriate, and finalize agreements while ensuring a positive overall experience. HVAC Residential Lead Installer • Install/Replace HVAC equipment including, but not limited to: ductwork, attic and/or vertical splits (gas or heat pump), rooftop package units (gas or heat pump), • Maintain good working order of company vehicle, • Maintain proper stock, parts, tools, and safety equipment in the vehicle., • Travel to job sites in the service area, and work with dispatch to ensure schedule is maintained and delays are properly communicated to the customer, • Design Duct Systems for Optimal Comfort and Efficiency, • Engage in conversation with the homeowner to uncover any concern or interests regarding their AC system which could lead to potential accessory sales or a new system replacement, • Understand company pricing program and generate appropriate customer invoices and other paperwork at the job site and electronically process credit card payments, • Participate in company-provided training opportunities on customer service and the latest industry technologies., • Assist installation of all brands and types of HVAC units, • Transfer tools, parts, equipment, and supplies to and from work stations and other areas., • Performing start-up of equipment, • Adjust, connect, or disconnect wiring, piping, tubing, and other parts, using hand or power tools., • Communicating efficiently with management, dispatch, and the customer to ensure overall success of the company, • Keeping accurate invoices and time sheets, • Clean or lubricate vehicles, machinery, equipment, instruments, tools, work areas, and other objects, using hand tools, power tools, and cleaning equipment., • Maintaining a clean, organized job site and inventoried truck Qualifications: Do I have What it Takes? • Must have EPA license., • Registration as a technician with TDLR is a requirement., • 2 - 5+ years of experience in service, install, maintenance, diagnosing & troubleshooting, and correcting diverse HVAC system issues, • Mechanical aptitude, • Excellent interpersonal and customer service skills with a strong desire to exceed customer expectations, • Results driven in a high-energy environment, • Attention to detail, • Must be able to follow directions and work independently, • Service Titan experience preferred #AbacusAustinLI #LI-GL1 Wrench Group and its affiliates are proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, genetic information, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. The company encourages all qualified candidates who are eligible to work in the United States to apply, but it does not sponsor applicants or employees who require a visa to work legally.

Company Name: ARS-Rescue Rooter Overview: Pay: $80K – $200K+ annually based on performance* (average compensation range of top performers) Compensation: Commission-based role with training salary that transitions to a draw Schedule: Full-time, year-round work Join American Residential Services (ARS), the nation’s largest provider of residential HVAC, plumbing, and electrical services, with over 7,000 team members and more than 45 years of experience delivering trusted home comfort solutions to customers across the country. We are hiring motivated In-Home Sales Representatives (Comfort Advisors) to help homeowners replace and upgrade their heating and air conditioning systems. This role focuses on providing professional consultations and recommending HVAC system solutions based on each customer’s comfort needs. * Company-generated warm leads – no cold calling or door knocking * 3–4 scheduled appointments per day (lead volume may fluctuate based on weather demand) * Minimum expectation of 55 leads per month * Uncapped commission structure designed for high performers * Training salary that transitions to a draw once ramp-up is complete * Weekly commission settlements so you can easily track your income * Take-home vehicle, gas card, phone, and laptop provided * Insurance available after 31 days * Low-cost medical (as low as $5/week) * Dental, vision, HSA/FSA * 401(k) with company match * 13 days PTO + 8 paid holidays * Company-paid life insurance * Ongoing sales training and leadership development Responsibilities: As a Comfort Advisor / In-Home HVAC Sales Representative, you will meet with homeowners to evaluate their current heating and cooling systems and present customized replacement solutions. * Meet with homeowners during scheduled appointments to assess HVAC system replacement needs * Inspect existing heating and air conditioning equipment to determine job scope and pricing * Access HVAC equipment that may be located in attics, crawlspaces, basements, or mechanical areas * Provide professional recommendations for HVAC system upgrades and replacements * Present financing options and system solutions during the consultation * Close sales in a one-call close sales environment * Deliver a professional customer experience from consultation through installation * Work closely with installation teams to ensure a smooth project handoff Lead flow is consistent, but volume can fluctuate depending on seasonal and weather-driven demand. Qualifications: * Prior in-home sales experience preferred * One-call close experience strongly preferred * HVAC knowledge helpful (training provided) * Valid driver’s license with clean driving record * Must pass background check and drug screening * Ability to access attics on hot days and crawlspaces in cold or wet conditions to inspect existing equipment * Strong communication, presentation, and customer engagement skills This is a performance-driven sales role designed for closers who thrive in a consultative, one-call sales environment. *This posting provides details on potential compensation ranges and possibilities. These amounts are not guaranteed and should in no way be construed as an offer. *Sign-On Bonuses only available for roles that have them advertised; amounts are depending on experience and will be paid out according to an offer letter addendum. American Residential Services is an Equal Opportunity Employer. We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other protected characteristics. For more information about how we collect and use personal information, see our privacy policy here: ___.

This Job Description May Cause Extreme Excitement and Career Growth At AMP Sales & Marketing Solutions, we believe a great workplace isn't just something we say — it's something you can feel when you join the team. Here, it's all about great collabs, ambition, and results but most importantly, we grow here, and we enjoy here. We're searching for that special someone — a driven, talented individual to join our innovative media sales team. In this role, you'll engage with new and existing clients and show them how our innovative media solutions can amplify their brands and deliver measurable success. If you're energized by building relationships, closing deals, and making an impact, we'd love to hear from you. Sound like the right fit? Check out the checklist below and if it sounds like you, hit 'Apply Now' and let's chat. Your Day-to-Day (aka the Playbook) Help Brands Thrive: Join our media sales team and play a pivotal role in helping brands and companies grow. By identifying new opportunities, building strong client relationships, and delivering impactful solutions, you'll showcase how our multi-media content platforms and digital assets can drive meaningful results for our partners. Your focus will be on helping clients achieve their goals, ensuring that every campaign is a success. When our clients win, we win—and we believe in celebrating those victories together! Make Connections: Embrace your powers of persuasion and make every handshake and meeting count! Every interaction is a chance to build a genuine connection and show clients how we can help them succeed. You're not just selling; you're building partnerships. You're helping businesses find the right audience in the right place at the right time. When we say One Partner, Endless Possibilities, we mean it! Be A Trusted Guide: In this role, you'll connect with clients on a human level, understand their unique needs, and craft tailored sales and marketing solutions that deliver results. As their trusted advisor, you'll help them navigate the ever-evolving marketing landscape, ensuring every step of the journey is planned with care and precision. Shake Things Up: Bring your creativity and fresh ideas to the table! We're looking for someone who challenges the status quo, embraces innovation, and finds new ways to connect with our audience. Your contributions will help elevate our brand and drive meaningful results for your clients. Join us and Conquer the Media Landscape: You'll be part of a dedicated team of A1 media sales professionals, committed to achieving market leadership. Together, we amplify our impact, deliver exceptional outcomes, and help our clients succeed in ways that truly matter. Identify Emerging Opportunities: It's about being able to see what others can't, anticipating market shifts, analyzing data and predicting the next big thing. Your insights will position our clients and AMP for long-term success. What We're Looking For Proven Sales Ability (or an Unstoppable Desire to Learn) Whether you're a seasoned sales professional or just getting started, we value your drive, energy, and passion for achieving results. Strong Communication Skills: You're a natural at building relationships and communicating effectively. Proficiency with digital tools and applications is a must. A Passion for helping Others: You're committed to understanding clients' needs, providing top-notch customer service and making a difference. You're not just selling a product; you're providing a solution. A Competitive Spirit: Do you get a little boost when you achieve a goal (especially if it was a tough one)? We love that for you (and us)! We want someone who's driven to excel but also knows how to celebrate the victories (big and small) with their team. That drive makes you a valuable part of our organization. A Willingness to Grow: Do you thrive in environments where you're always learning something new? Excellent, you'll fit right in! The media world is constantly evolving, and the ability to learn, adapt, and embrace challenges in a fast-paced, digital-first environment is key. The Practical Stuff A valid driver's license, up-to-date insurance, and reliable transportation are necessary for connecting with clients in your community. Why Join AMP Sales & Marketing Solutions? / The Reasons You Should Hit 'Apply Now' Serious Work, Seriously Cool People: Be part of a dynamic team that values creativity, collaboration, and fun! We are all for work that is rewarding. The Compensation Package: We offer a base salary, commission structure, and benefits package designed to support your success and well-being. Happy employees don't stage rebellions! ;) We Make a Real Difference (Not Just Talk About It): At AMP, we help local businesses thrive through advertising strategies that create tangible impacts. Our media sales specialist isn't just selling ads; they're the boots on the ground, making a real difference where it counts. (And yes, it feels pretty good.) Top-Notch Training and Support: We're not the kind of company that hires you and then disappears into the corporate abyss. We carefully select candidates for a cohort-based training program, where you'll join a group of sales professionals from all over the country. From onboarding to ongoing mentorship, we invest in your success with training programs that set you up for long-term growth. Career Growth Opportunities: We believe in investing in you. That's why you'll have access to training, mentorship, and career advancement opportunities to help you thrive. We are a leader in our industry, flexing our local charm and national muscle, providing you with options to amplify your career in your local market or join one of our AMP Sales & Marketing Solutions teams in another city. Comprehensive Media Education (We Are Your Power Source!): New to the industry? We've got you covered with training programs that turn curiosity into expertise. AMP is us. It's you. It isn't just a name; it's a mission. A promise to amplify our reach, amplify our innovation, and most importantly, amplify you. If you're ready to grow your career and help businesses achieve their goals, we'd love to hear from you. EEO AND INCLUSIVITY Sinclair is proud to be an equal opportunity employer and a drug free workplace. Employment practices will not be influenced or affected by virtue of an applicant's or employee's race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, age, disability, genetic information, military or veteran status or any other characteristic protected by law.

Audi South Austin Location: 4738 S IH 35 Frontage Rd, Austin, Texas 78745 Audi South Austin is currently seeking a Sales Advisors who will assist customers in their car buying experience. These passionate and motivated individuals will work in a fast paced environment working to ensure excellent customer service while helping customers find the car of their dreams! Hendrick Automotive Group is growing it's presence in Austin, Texas and with that we need great people to add to our teams! Our Sales Advisors earn a base salary plus commission that has uncapped potential! Hendrick Automotive Group also has 100% Paid Medical benefits to all employees! If you , or someone you know, is looking for their next big career move - Hendrick Automotive Group is the place to be! Learn more about this great opportunity below, and APPLY NOW! Summary: Sells new or used vehicles at a profit to the dealership, while ensuring customer satisfaction. Supervisory Responsibilities: This job has no direct supervisory responsibilities. Essential Duties and Responsibilitiesinclude the following: Meets dealership sales goals. Greets customer and determines make, type, and quality of vehicle desired. Explains features and demonstrates operation of vehicle in showroom or on demonstration drive. Suggests optional equipment for customer to purchase. Computes and quotes sales price, including tax, trade-in allowance, and discount. Completes paperwork accompanying vehicle sales, including but not limited to, preparing sales slip or sales contract. Arranges for delivery and registration of vehicle. Researches availability of models and optional equipment. Engages in business development. Addresses customer concerns. Maintains CSI at or above Company standards Maintains an organized, clean and safe work area Participates in required training Records all hours worked accurately in company timekeeping system Follows Safeguards rules and regulations. Demonstrates the Company’s Core Values Complies with Company policies and procedures Observes all Federal, State, Local and Company safety rules and regulations in the performance of duties. Other duties as assigned Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with medical conditions to perform the essential functions. Desired Education: o GED √ High School Diploma o Associate Degree o Bachelor Degree o Master Degree o Doctorate Degree Field of Study/Work Experience: o Accounting √ Automotive o Business o Human Resources o Information Technology Desired Work Experience: √ up to 3 years o 3-5 years o 5+ years Education/Experience: Prior sales and/or customer service experience desired. Certificates and Licenses: √ Valid Driver’s License o Automobile Salesperson License Computer Skills: Intermediate knowledge of Microsoft Office products. Intermediate ability to learn web applications for customer management. Communication Skills: Ability to understand and follow instructions. Ability to communicate effectively with customers and company personnel. Attendance Requirements: The position requires regular and predictable attendance. Scheduled shifts may include evening hours, weekends, and holidays. Physical Demands: While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to stand; walk; and sit. Environment Demands: Duties are performed throughout the premises, both indoors and outdoors and on customer test drives. Due to the nature of the position, may be exposed to various work environments and required to perform a variety of tasks. Heavy standing work. Work includes frequent movement around the company facilities and the outdoor car lot to interact with customers and other departments. Verbal and Writing Ability: Ability to read and comprehend instructions, correspondence, and memos. Ability to effectively present information in one-on-one and small group situations to customers and other employees. Math Ability: Ability to add, subtract, multiply and divide. Reasoning Ability: Ability to apply common sense understanding to carry out instructions. Ability to deal with standardized situations. Core Values: To perform the job successfully, an individual should demonstrate the following Core Values: Servant Leadership Servant Leaders consciously put the needs of others before their own, because to serve people is to value them. Teamwork through Trust & Respect Diversity is strength, and when we trust and respect one another we can work as a team to achieve at a high level. Integrity Being honest and transparent with people, in an effort to do the right thing within the letter and spirit of the law, drives every action we take and every decision we make. Commitment to Customer Enthusiasm Every day we recommit ourselves to the customer experience, and we are empowered to exceed the expectations of our customers. Passion for Winning Hendrick’s tradition of winning is based on the idea of striving to be the best, not the biggest, and is therefore defined by how we treat our people. Accountability at All Levels Taking ownership of our actions and our decisions allows us to grow as individuals, and support each other as a team. Commitment to Continuous Improvement Every day we soften our hearts as well as our egos, in order to seek out and improve upon areas of opportunity within ourselves and our team. This job description in no way states or implies that these are the only duties and responsibilities to be performed by this employee. The employee will be required to follow any other instructions and to perform any other duties and responsibilities upon the request of a supervisor. This job description is subject to revision at the discretion of the company. Hendrick is an Equal Opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. For more information regarding the EEOC, please visit .

BMW of South Austin Location: 5501 S. IH 35 Frontage Rd, Austin, Texas 78744 Summary: Sells new or used vehicles at a profit to the dealership, while ensuring customer satisfaction. Supervisory Responsibilities: This job has no direct supervisory responsibilities. Essential Duties and Responsibilities include the following: Meets dealership sales goals. Greets customer and determines make, type, and quality of vehicle desired. Explains features and demonstrates operation of vehicle in showroom or on demonstration drive. Suggests optional equipment for customer to purchase. Computes and quotes sales price, including tax, trade-in allowance, and discount. Completes paperwork accompanying vehicle sales, including but not limited to, preparing sales slip or sales contract. Arranges for delivery and registration of vehicle. Researches availability of models and optional equipment. Engages in business development. Addresses customer concerns. Maintains CSI at or above Company standards Maintains an organized, clean and safe work area Participates in required training Records all hours worked accurately in company timekeeping system Follows Safeguards rules and regulations. Demonstrates the Company’s Core Values Complies with Company policies and procedures Observes all Federal, State, Local and Company safety rules and regulations in the performance of duties. Other duties as assigned Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with medical conditions to perform the essential functions. Desired Education: o GED √ High School Diploma o Associate Degree o Bachelor Degree o Master Degree o Doctorate Degree Field of Study/Work Experience: o Accounting √ Automotive o Business o Human Resources o Information Technology Desired Work Experience: √ up to 3 years o 3-5 years o 5+ years Education/Experience: Prior sales and/or customer service experience desired. Certificates and Licenses: √ Valid Driver’s License o Automobile Salesperson License Computer Skills: Intermediate knowledge of Microsoft Office products. Intermediate ability to learn web applications for customer management. Communication Skills: Ability to understand and follow instructions. Ability to communicate effectively with customers and company personnel. Attendance Requirements: The position requires regular and predictable attendance. Scheduled shifts may include evening hours, weekends, and holidays. Physical Demands: While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to stand; walk; and sit. Environment Demands: Duties are performed throughout the premises, both indoors and outdoors and on customer test drives. Due to the nature of the position, may be exposed to various work environments and required to perform a variety of tasks. Heavy standing work. Work includes frequent movement around the company facilities and the outdoor car lot to interact with customers and other departments. Verbal and Writing Ability: Ability to read and comprehend instructions, correspondence, and memos. Ability to effectively present information in one-on-one and small group situations to customers and other employees. Math Ability: Ability to add, subtract, multiply and divide. Reasoning Ability: Ability to apply common sense understanding to carry out instructions. Ability to deal with standardized situations. Core Values: To perform the job successfully, an individual should demonstrate the following Core Values: Servant Leadership Servant Leaders consciously put the needs of others before their own, because to serve people is to value them. Teamwork through Trust & Respect Diversity is strength, and when we trust and respect one another we can work as a team to achieve at a high level. Integrity Being honest and transparent with people, in an effort to do the right thing within the letter and spirit of the law, drives every action we take and every decision we make. Commitment to Customer Enthusiasm Every day we recommit ourselves to the customer experience, and we are empowered to exceed the expectations of our customers. Passion for Winning Hendrick’s tradition of winning is based on the idea of striving to be the best, not the biggest, and is therefore defined by how we treat our people. Accountability at All Levels Taking ownership of our actions and our decisions allows us to grow as individuals, and support each other as a team. Commitment to Continuous Improvement Every day we soften our hearts as well as our egos, in order to seek out and improve upon areas of opportunity within ourselves and our team. This job description in no way states or implies that these are the only duties and responsibilities to be performed by this employee. The employee will be required to follow any other instructions and to perform any other duties and responsibilities upon the request of a supervisor. This job description is subject to revision at the discretion of the company. Hendrick is an Equal Opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. For more information regarding the EEOC, please visit .

The Service Advisor is responsible for building strong customer relationship and selling the technicians’ time. They greet and consult customers on service needs, perform a thorough vehicle walk around inspection as part of the write-up, sell and up sell services by emphasizing value, keep customers updated on services, field all live service calls, and take ownership of the customers experience by carrying out those additional assignments that allow the dealership to leave an impressionable experience with the customer. Ensure that customers receive prompt, courteous, and effective service Drive the sale of technicians' time to meet departments sales forecast Prioritize required services, and be prepared to provide options upon request. Keep customer informed on completion times, service expenses, and possible changes. Ensure customer has a positive dealership experience Know the product well enough to answer characteristic and operational questions regarding the customer’s vehicle. As a Service Advisor, you will be experienced and aware of the latest customer service practices and be a persistent problem solver. We have determined some factors that may enable your success as a Service Advisor: One year of experience in a service advisor role strongly preferred Must have computer proficiency Valid driver's license Start your career as a Service Advisor for Chrysler today. Apply Now!

HVAC TB Chiller Journeyman Mechanic I (un) What you will do Johnson Controls Inc. is looking for forward-thinking talent to join our organization to support the fast-growing HVAC business in North America. JCI is committed to the health and safety of all employees, customers, partners, and the communities we serve. At Johnson Controls you’ll have the opportunity to work on some of the most exciting and relevant facilities, HVAC chillers and commercial products in today’s market. Our talented people empower us, and we believe in being part of a team that is open, collaborative, results-oriented, hardworking and above all fun. How will you do it We are looking for skilled HVAC Technicians who have experience with Residential and/or ducted products, air cooled and/or water-cooled chillers, AHU’s or Roof Top ducted units. We provide factory certification through our Service Technical Academy (STA) with recognition, monetary rewards, and advancement. We offer incentive programs and a #1 focus on employee safety. We also provide tools, uniforms, and a company vehicle to perform your job and service our customers to the highest standard. Provide our customers with the highest level of service to solve facility inefficiencies and resolve service-related items. As a trusted advisor to our customers, you will provide solutions and outcomes at the time of commissioning and aftermarket service. Provide recommendations and solutions to ensure facility is running efficiently to include upselling opportunities. Provide quotes to support recommendations and solutions. What we look for Required · Must be a member or willing to join the United Association of Journeymen and Apprentices of the Plumbing and Pipe Fitting Industry of the United States and Canada, AFL-CIO. · Be a dedicated member of a North America Branch team willing to learn and be responsible for startup, commissioning, trouble shooting and aftermarket services for this fast-growing business. · Minimum of three (3) years of practical working experience on Residential and/or ducted products, air cooled and/or water-cooled chillers, AHU’s or Roof Top ducted units with strong HVAC/ mechanical troubleshooting experience. · Able to repair centrifugal compressors, steam turbines, screw chillers system components. · Travel maybe required 10% to 20% to support Branch Customers startup and commissioning activities as well as aftermarket service trouble shooting. · You will be required to pass a knowledge examination to assess proficiencies. · Opportunity to invest in career development. You will enroll in training programs and JCI’s STA to gain knowledge in HVAC products and sales quoting. · You will work collaboratively with other local market mechanics. · Attention to detail through interpersonal, digital, and written skills. Able to write and communicate to the customer problem, cause, and corrective actions. · Able to provide quotes to customers and participate in JCI’s Service Plus Rewards program. · Self-starter with a passion/ desire to learn and apply on the job. · Prioritize safety in all forms · Universal EPA refrigerants license, applicable state or local licensing, and valid driver's license Pay Range: $38.15 hourly rate determined by the CBA/rate sheet. Benefits are provided through a local labor union aligned with a collective bargaining agreement. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers.

General Manager - Home Healthcare Market-Level P&L Leadership | Full-Time | On-Site / Hybrid Location: Detroit, MI Industry: AI-Native Post Acute Care Compensation: $150-$200 + Bonus + Equity ABOUT THE COMPANY We are fixing US healthcare by building an AI-native physical care platform, starting with home health. Home health is a $140B industry generating less than $10B in EBITDA — roughly 40% of revenue is consumed by pure administrative waste. We automate that waste with AI, creating a fundamentally different cost structure that lets us rapidly take market share by serving the 30% of patients who go untreated today. Every dollar of revenue we generate removes two dollars from the healthcare system. If we succeed, so does US healthcare. Our platform operates at materially higher gross margins than traditional home health providers. We pay clinicians more, strip out their admin burden, and unlock scale economics that have eluded this fragmented industry for decades. We are backed by world-class investors — Felicis, Bain Capital Ventures, BoxGroup, and Optum Ventures — and scaling nationally through organic growth and acquisition. THE OPPORTUNITY We are hiring General Managers to own and operate individual markets as we scale nationally. This is a P&L ownership role. You will run your market — a metropolitan area or MSA — as your own business. You own the census, the margin, the team, the clinical quality, and the growth trajectory. Some GMs will take over existing operations and transform them. Others will stand up new markets from scratch, including post-acquisition integrations. All will operate with the intensity, ownership, and judgment of a founder running a business backed by a growth-stage platform and top-tier investors. All GMs receive a robust onboarding program to learn the industry and the business before stepping into the seat. WHAT THE GM OWNS Market P&L • Full accountability for revenue, census growth, gross margin, and unit economics, • Drive census growth in partnership with Sales — translate referral pipeline into admitted, scheduled, and served patients, • Leverage data and AI-driven tooling for daily resource allocation decisions that convert top-line growth into bottom-line results Operations • Run daily execution across scheduling, staffing, clinical compliance, and service delivery, • Single point of accountability for compliance, survey readiness, and clinical quality in your market, • Partner cross-functionally with centralized Technology, Compliance, and Operations — you own local outcomes Team • Hire, develop, and lead your market's operations team — Schedulers, Patient Care Coordinators, Clinical Managers, Sales Reps, and field clinicians, • Build bench strength ahead of volume; sequence hiring and training to support growth, not just maintain current operations, • Set clear expectations, coach through structured routines, and make the hard calls on performance Platform • Serve as the critical feedback loop between field operations and our AI/product teams, • Be the voice of your market to leadership: what's working, what's not, and what you need to win WHO YOU ARE You are a high-ceiling, low-ego operator who wants to own a real business and a real team — not a workstream or a slide deck. You have run complex, people-heavy operations before and you are looking for a role where performance is rewarded with real upside and increasing scope. Must-Have Experience • People leadership — you know how to lead others, set a high bar, and build trust through clear expectations and direct feedback, • Operational execution at intensity — you have built and managed operational systems across complex, multi-stakeholder environments, • Team building at scale — you have hired, onboarded, and scaled teams in operationally intensive environments and can cite specific sourcing strategies, hiring mistakes, and resulting process changes, • Performance management — you have made difficult calls: coaching plans, demotions, terminations. You act decisively and can walk through the judgment behind each decision, • Data-driven problem solving — you are comfortable with data, can build a simple model quickly, and always get to the "so what" How You Operate • Owner, not advisor. You want to be on the hook for the P&L — and you are energized by that accountability, • Builder, not maintainer. You are energized by standing up new markets, fixing broken operations, and scaling what works, • Intensity is your default. You manage multiple competing priorities without getting overwhelmed, • Systems over heroics. You solve problems by building process and infrastructure, not individual effort that does not scale • People leader. You set a clear standard, give direct feedback, and build trust across all levels, • Low ego, high standards. No task is beneath you if it helps the team win Nice-to-Haves • Experience in PE-backed operating companies or multi-site service businesses, • Experience managing through rapid growth, post-acquisition integrations, or turnarounds, • Military experience, • Multi-site or multi-market operational leadership, • Familiarity with AI-enabled operations or real-time operational instrumentation What We Don't Require Home health or healthcare experience is not required. Strong operators from logistics, field services, staffing, or marketplace businesses translate well. Operational execution capability is what matters. COMPENSATION & GROWTH • Competitive base + annual performance bonus tied directly to your market's P&L outcomes across compliance, census growth, operational execution, and patient satisfaction • Equity participation — you are building enterprise value, and your compensation reflects that, • Comprehensive benefits including medical, dental, and 401(k) matching, • Clear growth path — top-performing GMs take on multi-market responsibility and step into regional and platform-level leadership as we scale

Say hello to the ecommerce OS. Swap is the infrastructure behind modern agentic commerce. The only AI-native platform connecting backend operations with a forward-thinking storefront experience. Built for brands that want to sell anything - anywhere, Swap centralizes global operations, powers intelligent workflows, and unlocks margin-protecting decisions with real-time data and capability. Our products span cross-border, tax, returns, demand planning, and our next-generation agentic storefront, giving merchants full transparency and the ability to act with confidence. At Swap, we're building a culture that values clarity, creativity, and shared ownership as we redefine how global commerce works. Your Role We're looking for an experienced Strategic Account Executive to own Swap's most complex, highest-value opportunities. You'll run multi-threaded sales cycles into enterprise e-commerce brands and global retailers, engaging C-suite and VP-level stakeholders across commercial, operations, finance, and technology functions. This is not a velocity role - you'll be trusted with a concentrated book of named strategic accounts where deal sizes, stakeholder complexity, and commercial nuance demand a consultative, operator-minded approach. You'll partner closely with executive leadership, product, marketing, and customer success to shape bespoke commercial narratives, navigate procurement and legal, and land logo-defining wins that shape Swap's enterprise trajectory. This is a hybrid role based in Austin, with three in-office days per week. Key Responsibilities • Own a named list of strategic enterprise accounts end-to-end, from account planning through to close and expansion, • Lead executive-level discovery with CFOs, COOs, CTOs, and Chief Digital Officers to uncover strategic pain and quantify commercial impact, • Build and execute multi-threaded account strategies across complex buying committees, often spanning multiple geographies and business units, • Craft tailored commercial narratives around Swap's cross-border, tax, returns, demand planning, and agentic storefront capabilities - tying them to board-level priorities, • Navigate sophisticated procurement, legal, security, and finance processes to structure and close six- and seven-figure ARR deals, • Partner with product and executive leadership to shape deal structures, custom commercials, and strategic partnerships, • Forecast with precision and maintain rigorous pipeline hygiene in HubSpot, Gong, and LinkedIn Sales Navigator, • Act as a trusted advisor to prospects, and as a voice-of-the-market internally to product and GTM leadership Qualifications • 7+ years closing complex SaaS deals, with a demonstrable track record in enterprise or strategic segments, • Proven history of consistently exceeding quota on six- and seven-figure ARR deals with 6-12+ month sales cycles, • Experience selling into enterprise e-commerce, retail, or consumer brands - ideally across commerce infrastructure, payments, logistics, or operations software, • Executive presence and the credibility to hold strategic conversations with C-suite and VP-level buyers, • Mastery of a modern enterprise sales methodology (MEDDPICC, Command of the Message, Challenger etc), • Deep understanding of the e-commerce ecosystem, tech stack integrations, and the commercial levers that matter to global brands, • Experience navigating procurement, legal, and security reviews at large organisations Who You Are • Strategic and commercially sharp - you think like an operator, not just a seller, • A confident, credible communicator who can move fluidly from boardroom to product deep-dive, • Highly organised and disciplined in managing long, complex cycles across multiple stakeholders, • Intellectually curious about commerce, AI, and how global brands actually run, • Ambitious and competitive, but measured - you play the long game on accounts that matter, • Collaborative by default, knowing strategic deals are won as a team Benefits • Competitive base salary with uncapped commission structure, • Meaningful stock options in a high-growth startup, • Competitive PTO with public holidays additional, • Private Health, • Pension, • Wellness benefits, • Breakfast Mondays Diversity & Equal Opportunities We embrace diversity and equality in a serious way. We are committed to building a team with a variety of backgrounds, skills, and views. The more inclusive we are, the better our work will be. Creating a culture of equality isn't just the right thing to do; it's also the smart thing.

We’re partnering with a fast-growing cloud consulting firm to hire an Account Executive who will own net-new business development and strategic account growth. This role is ideal for a consultative seller who thrives in complex sales cycles, collaborates closely with technical teams, and enjoys helping organizations modernize through AWS-based solutions. You’ll work with mid-market and enterprise customers, guiding them through cloud adoption, migration, and optimization initiatives while building long-term, trusted relationships. This is a Hybrid role (Austin TX, Southern California, Boston MA, Seattle WA) Revenue Growth & Business Development • Identify, qualify, and close new opportunities across assigned accounts, territories, or industries, • Develop and execute account strategies that consistently drive pipeline and revenue growth, • Prospect into net-new accounts while expanding existing customer relationships, • Partner closely with AWS field sellers to co-sell, align on pursuits, and accelerate deal velocity Client Engagement & Advisory • Build strong relationships with senior stakeholders, including IT leaders and executive sponsors, • Act as a strategic advisor by deeply understanding customer challenges and business objectives, • Lead customer conversations that connect cloud strategy to measurable business outcomes, • Deliver tailored presentations that clearly articulate value, impact, and ROI Solution & Consultative Selling • Collaborate with Solutions Architects and delivery leaders to design proposals across cloud migration, modernization, DevOps, and managed services, • Guide customers through technical and commercial discussions with confidence, • Position AWS services and cloud solutions as enablers of transformation, efficiency, and scale Pipeline Management & Forecasting • Maintain accurate opportunity tracking, activity logging, and forecasting within a CRM platform, • Provide regular updates to sales leadership on pipeline health, deal progress, and target attainment, • Identify expansion opportunities through upsell and cross-sell motions Cross-Functional Collaboration • Partner with delivery teams to ensure smooth handoffs and successful project outcomes, • Work with marketing on campaigns, events, and demand-generation initiatives, • Share customer insights that influence go-to-market strategy, messaging, and service offerings What my clients looking for: • Experience in B2B sales or account management, ideally in cloud services, SaaS, or technology consulting, • Strong working knowledge of AWS and how cloud services solve real-world business problems, • Proven success managing multi-stakeholder, complex sales cycles, • Ability to communicate effectively with both technical teams and executive audiences, • Experience using CRM tools (HubSpot or similar) for pipeline and forecast management, • A consultative, value-driven sales approach

THE TEAM The mission of the Sales Department is to deliver world class client experiences, sell clothes and build loyal client relationships. THE OPPORTUNITY Aritzia is growing, and our Retail Sales team is growing with it. As a Style Advisor, you will be responsible for the flawless delivery of Right Selling and Right Servicing to every client. And, with the skills you gain in this role, the opportunities are endless – from a rewarding career in Retail to continued growth and development with Aritzia. THE ROLE As the Style Advisor, you will: • Sell clothes and earn client confidence through unparalleled styling expertise, • Deliver world-class experiences by creating meaningful, memorable moments, • Build deep and personalized connections with our clients, enhancing their loyalty and affinity to Aritzia THE QUALIFICATIONS The Style Advisor has: • Passion for providing excellent service and outstanding customer experiences, • A commitment to learn and apply Aritzia's Business and People Leadership principles, • The skills that are an asset to perform in the role and the appetite to continuously learn and develop oneself, • An understanding of Aritzia’s brand vision and style fundamentals with a focus on trends and cultural influences THE COMPENSATION The typical hiring range for this position is $20-30 USD per hour. Aritzia’s Everyday Luxury compensation package goes beyond the base salary with endless growth and recognition opportunities through our pay-for-performance philosophy. Along with aspirational workspaces, elevated employee perks and experiences - we provide it all. THE REWARDS You will receive industry-leading pay & benefits at Aritzia: • Competitive Pay Package – We’re committed to performance-based pay increases, • Product Discount - Our famous product discount, online and in store, • Aspirational Workspace - Every detail is considered to connect to the energy of the culture, • Set your Schedule - Provide your availability and indicate your preferred working hours (some restrictions apply)

Enterprise Account Executive - Snowflake & BigQuery Optimization Office Location: New York Work Location: US Remote Our exciting client is a super-charged VC-backed Data Optimization & Performance vendor. Their Snowflake and Google BigQuery Optimization Platform automatically consolidates queries and right-sizes data warehouses based on actual workload patterns, empowering Data Teams and Finance to extract maximum value from their Snowflake investment without manual intervention. They are seeking a high-impact, commercially and technically savvy Enterprise Account Executive based in the US. Ideally, candidates will have previous experience with Snowflake, Databricks or Google BigQuery. As a Enterprise Account Executive, you will own revenue growth across new business and strategic accounts. You’ll lead the commercial side of the sales cycle end-to-end, from prospecting and discovery through close and expansion, while partnering closely with Sales Engineering, Product, and Customer teams to deliver measurable value to customers. You will act as a Trusted Business Advisor to senior stakeholders, aligning customer business priorities with the company’s platform and articulating clear ROI, cost savings, and long-term value. What You’ll Do • Own the full sales cycle for new business and strategic accounts, from initial outreach to close and expansion, • Identify, qualify, and develop high-value opportunities within mid-market and enterprise customers, • Lead discovery conversations to deeply understand customer business challenges, success metrics, and buying criteria, • Build compelling business cases and ROI narratives in partnership with Sales Engineering, • Navigate complex buying processes and multi-stakeholder sales cycles, • Partner closely with Sales Engineering to deliver value-driven demos, POCs, and technical validation Experience • Proven experience as a quota-carrying Account Executive selling B2B SaaS solutions, • Experience closing mid-market and/or enterprise deals with complex sales cycles, • Strong track record of consistently meeting or exceeding revenue targets, • Ability to lead consultative, value-based sales conversations with senior stakeholders, • Experience selling to data, engineering, analytics, finance, or platform teams Experience selling data infrastructure, analytics, cloud, or FinOps-related products: • Familiarity with cloud data platforms (e.g., Snowflake, BigQuery, Databricks), • Experience selling to Finance, FinOps, or Cost Optimization stakeholders, • Prior experience in high-ACV, multi-year contract negotiations, • Exposure to consumption-based or usage-driven pricing models Should this role be of interest, please contact me swiftly to discuss further: // +1 (737) 402 1078

HVAC TB Journeymen Mechanic I (un) What you will do Johnson Controls Inc. is looking for forward-thinking talent to join our organization to support the fast-growing HVAC business in North America. JCI is committed to the health and safety of all employees, customers, partners, and the communities we serve. At Johnson Controls you’ll have the chance to work on light commercial and/or heavy commercial teams with the most advanced heavy commercial and cutting-edge industrial equipment. Our talented people empower us, and we believe in being part of a team that is open, collaborative, results-oriented, hardworking and above all fun. How will you do it We are looking for skilled HVAC Mechanics who have practical work experience in their trade, (HVAC piping, plumbing, pipefitting and /or mechanical equipment service industry). Mechanics must have practical working experience in light commercial or commercial mechanical equipment. May be required to satisfactorily pass an examination to identify special skills. Scope of work shall be limited to commercial HVACR service. Servicemen may partner with Journeymen in the repair of centrifugal, steam turbines, and open-drive screw chillers. Perform maintenance, repair and replacement services on commercial heating and cooling systems. We provide factory certification through our Service Technical Academy (STA) with recognition, monetary rewards, and advancement. We offer incentive programs and a #1 focus on employee safety. We also provide tools, uniforms, and a company vehicle to perform your job and service our customers to the highest standard. Provide our customers with the highest level of service to solve facility inefficiencies and resolve service-related items. As a trusted advisor to our customers, you will provide solutions and outcomes at the time of commissioning and aftermarket service. Provide recommendations and solutions to ensure facility is running efficiently to include upselling opportunities. Provide quotes to support recommendations and solutions. What we look for Required · Must be a member or willing to join the United Association of Journeymen and Apprentices of the Plumbing and Pipe Fitting Industry of the United States and Canada, AFL-CIO. · Be a dedicated member of a North America Branch team willing to learn and be responsible for system trouble shooting, repair and aftermarket services for this fast-growing business. · Minimum of Three (3) years Commercial and/or industrial, mechanical troubleshooting experience in the HVAC industry. This includes Rooftop units, pumps, fans, towers, boilers, chillers, compressors, plumbing. · Mechanical shaft alignment using dial indicators, etc. of pumps, fans, Compressors. · Able to use vibration equipment to trouble shoot drivelines. · Travel maybe required 10% to 20% to support Branch Customers activities, trouble shooting, installation and repair. · You will be required to pass a knowledge examination to assess proficiencies. · Opportunity to invest in career development. You will enroll in training programs to gain knowledge in HVAC products and sales quoting. · You will work with other local market mechanics as well as Servicemen and apprentices. · Attention to detail through interpersonal, digital, and written skills. Able to write and communicate to the customer problem, cause, and corrective actions. · Able to provide quotes to customers and participate in JCI’s Service Plus Rewards program. · Self-starter with a passion/ desire to learn and apply on the job. · Prioritize safety in all forms · Universal EPA refrigerants license, applicable state or local licensing, and valid driver's license Pay Range: $38.15 - $42.15 hourly rate determined by the CBA/rate sheet. Benefits are provided through a local labor union aligned with a collective bargaining agreement. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers.

About the Opportunity This is for the people who have arrived at that quiet moment many professionals reach, often after years of competence and contribution, where success stops feeling complete. The work still matters. The responsibilities are real. And yet, there's an awareness that security in the corporate space isn’t guaranteed and something deeper, more original, is asking to be expressed. True North Align partners with established professionals through an Independent model built on performance-based compensation. This is for those ready to step beyond the standard corporate blueprint and into work that aligns to their true north. Backgrounds We Value: While this is an independent role, the skills required for success are often honed in high-impact leadership roles. We find that professionals who have excelled as a Sales Executive, HR Director, Regional Sales Manager, or Strategic Advisor are uniquely positioned to leverage our success education framework. If you have a background in Operations Management, Corporate Training, Education, or have served as an HR Business Partner, your experience in scaling people and processes will be a significant asset here. Our Philosophy: Growth as Practice We believe transformation is a lifelong journey. We provide a proven framework in the high-demand sector of Success Education and Leadership Mastery. We value those passionate about transformation for themselves and those they serve. The Work Itself • Lead by Example: Study our training programs to lead others by sharing what you have actually done and learned in your own life., • Real Results: Give advice that truly works so that both you and your clients can see real progress., • Share Your Story: Use social media and the internet to tell your story and find the right people to work with., • Support Others: Work with a group of people who want to grow and help each other succeed., • Client Development: Build and nurture relationships with high-performing professionals seeking Transformation across global markets. The Candidate • Clear Communicator: You speak and write in a way that is easy to understand and shows your leadership and expertise., • Be the Boss of Your Work: You take responsibility for what happens and see hard tasks as a chance to get better., • Plenty of Experience: You have worked for at least 7 years and have a history of high-performance., • Good with People: You care about making real connections and know how to communicate with impact., • Work Well on Your Own: You like working by yourself and always try to do your best without being managed., • Always Getting Better: You love to learn and are always looking for ways to reach the next level. What We Offer • Work from Anywhere: You can do your job from any place in the world., • Pick Your Own Hours: You get to plan your schedule so it fits perfectly with your life., • A Great Team: You get to work with and learn from a successful group of leaders from around the globe., • Get Paid for Your Results: Your pay is based on the great work you do and the results you achieve.

Senior Salesforce Administrator Role Overview We are looking for an experienced Senior Salesforce Administrator to own and evolve a Salesforce ecosystem that supports multiple business functions. This role is ideal for someone who enjoys improving systems at scale, partnering closely with business leaders, and designing solutions that balance usability, governance, and long-term scalability. The individual will act as a trusted advisor to internal teams and help drive continuous improvement across the Salesforce platform. Core Responsibilities • Act as the lead administrator for Salesforce environments supporting sales and customer support teams, • Build and maintain automation using Flow and other declarative tools to streamline business processes, • Configure page layouts, custom objects, fields, validation rules, and other core platform features, • Design and maintain reports and dashboards that enable insight-driven decision-making, • Partner with stakeholders to gather requirements, translate needs into technical solutions, and deliver enhancements end to end, • Ensure strong data quality standards and enforce platform governance best practices, • Administer users, profiles, roles, permission sets, and security settings, • Manage platform upgrades and release activities, including testing, documentation, and communications, • Diagnose and resolve system issues while providing timely support to end users, • Monitor Salesforce product updates and recommend new features or optimizations proactively Required Qualifications • 5+ years of hands-on Salesforce administration experience, • Deep experience supporting Sales-focused and service-oriented Salesforce environments, • Strong expertise in building and maintaining complex Flows and automation, • Proven ability to create meaningful dashboards and reports for different business audiences, • Active Salesforce Administrator certification, • Strong communication skills with the ability to collaborate across technical and non-technical teams, • Excellent problem-solving skills and the ability to manage multiple priorities effectively Preferred Experience • Exposure to field service management solutions, • Familiarity with guided data collection or dynamic form tools, • Experience supporting quoting, pricing, or revenue-related Salesforce capabilities Work Location & Travel This role is based in Austin, Texas. The position will begin remotely, with an expectation of transitioning to a hybrid schedule (approximately three days onsite) in the future. Occasional travel (up to 15%) may be required for internal meetings, partner engagements, audits, or industry events. Residency restrictions may apply based on local regulations.

Daymark Solutions is an experienced technology integration and solutions provider that helps organizations effectively architect, implement, and deploy customized solutions using best of breed technologies. Specializing in cloud solutions and datacenter technologies, Daymark’s unique combination of in-depth technical knowledge, extensive experience, and proven methodologies enable our customers to successfully address even the most difficult business and technology challenges. The Role We’re looking for an Azure Architect who thrives on solving real business challenges and shaping how modern workplaces operate. As a senior member of our Professional Services team in the Cloud Platform practice, you’ll lead high-impact discovery and pre-sales engagements—partnering with clients to uncover their needs, define the right solutions, and clearly articulate the value behind them. You don’t just design solutions; you influence decisions. This role is a true blend of pre-sales (50%) and post-sales (50%) consulting, giving you full ownership from the first conversation through successful delivery. You’ll architect, scope, and implement Azure solutions while serving as a trusted advisor every step of the way, guiding clients through complex decisions and ensuring outcomes that are both technically sound and business-driven. Responsibilities * Lead technical discovery and pre-sales engagements, translating customer business needs into solution architectures, scope definitions, and compelling value propositions in partnership with the sales team. * Design, configure, and implement cloud and technology solutions while delivering documentation and knowledge transfer to customer stakeholders. * Serve as a trusted advisor throughout the project lifecycle, driving successful deployments, resolving complex technical challenges, and ensuring customer satisfaction and adoption goals are met. * Advise customers on best practices, whether with industry standards or your own recommendations, around Microsoft Azure including security, networking, applications services, Artificial Intelligence and data management. * Contribute to expanding our Microsoft partnership & Azure practice through growth in CSP and Professional Services revenue, the development of new technical skills & focus areas, and building relationships with key Microsoft resources. * Participate in knowledge exchanges with coworkers, regularly sharing and receiving knowledge to enhance our Microsoft Azure services, including best practices, implementation strategies, and complex architectures. * Collaborate with team members to define and implement/document standards and methodologies for Professional Services engagements. * Learn security and compliance frameworks including but not limited to Cybersecurity Maturity Model Certification (CMMC) 2.0 for Defense Industrial Base customers leveraging Microsoft Azure Government and Microsoft 365 GGC High. Technical Requirements Experience with the Microsoft Partner ecosystem including Solution Partner designations, Advanced Specializations, and how to achieve them. Insight into Microsoft programs and customer funding mechanisms including ECIF. Knowledge and experience with many of the following technologies as possible: * Azure PaaS & SaaS offerings including Azure SQL Service, Azure App Services. * Azure Resource Manager (ARM) templates, Azure CLI, and Terraform. * Azure Virtual WAN, Azure Firewalls, and Virtual Networks plus general networking including TCP/IP, DNS, VPN, dynamic routing, and load balancing. * PowerShell, Azure CLI, Python, or other scripting languages. * Azure Sentinel and Azure Security Center. * Azure Cost Manager dashboards and methodologies to optimize costs. * Containerization and orchestration technologies, such as Docker and Kubernetes. * DevOps and CI/CD tools, such as Azure DevOps * Microsoft Fabric, Databricks, and/or Azure database services, such as Azure SQL Database or Azure Cosmos DB. Microsoft Certifications or the ability to achieve them during the first 6-12 months: * Azure Administrator Associate (AZ-104) * Azure Solutions Architect Expert (AZ-305) * Azure Network Engineer Associate (AZ-700) * Azure Security Engineer Associate (AZ-500) * Azure Developer Associate (AZ-204) * Azure DevOps Engineer Expert (AZ-400) Additional Requirements * A business and technology mindset that can identify ways to grow our org and expand our capabilities. * Proven experience in identifying business challenges and requirements, building and delivering compelling presentations, crafting detailed statements of work, and clearly and concisely conveying solutions to both engineers and C-suite stakeholders. * The ability to lead multiple pre-sales engagements simultaneously and identify ways to drive repeatability and innovation within the team. * Strong organizational skills and the ability to own customer engagements including pre-sales architecture and design, scoping and Azure consumption estimates, solution implementations, project management, communications, and documentation. * Strong written and verbal communication skills and the ability to clearly articulate both business and technology topics. * Excellent problem-solving and troubleshooting skills including the ability to manage communications internally and with the customer during challenging situations. Important: U.S. citizenship is required due to access requirements for Azure Government, Microsoft 365 GCC High, and Defense Industrial Base environments. Preferred Qualifications * Relationships with Microsoft Sales, Technical Specialists, Product Managers, Program Managers, MVPs. * Experience building datacenter solutions that include compute, storage, networking and virtualization that provide the ability to translate on prem solutions into cloud solutions and/or hybrid solutions. * Deep experience with Cybersecurity Maturity Model Certification (CMMC) 2.0. * Experience with Microsoft Azure Government, and/or Microsoft 365 GCC High in support of regulated environments including the Defense Industrial Base. * Deep knowledge of developing advanced PowerShell and/or Azure CLI scripts for automating critical tasks during implementations, migrations and assessments. * The ability to help develop and refine our growing Data & AI practice leveraging your experience with Microsoft Fabric, Microsoft Foundry, Dataverse, and/or Copilot Studio including currently holding or the ability to achieve the following certifications: Azure AI Engineer Associate (AI-102), Azure Data Scientist Associate (DP-100), Azure Data Engineer Associate (DP-203), and/or Azure Database Administrator Associate (DP-300). * The ability to help build and grow our Microsoft Power Platform practice including currently holding or the ability to achieve any of the following certifications: Power Platform Functional Consultant Associate (PL-200), Power BI Data Analyst Associate (PL-300), Power Platform Developer Associate (PL-400), Power Automate RPA Developer Associate (PL-500), and/or Power Platform Solution Architect Expert (PL-600). * Any experience with 3rd party solutions that integrate with Microsoft Azure including but not limited to Palo Alto Networks, F5, Okta, Cloudflare, Rubrik and/or Zerto. HR Information * Full-time, permanent role * Base Salary: $200,000 annually (up to $230,000 in On-Target Earnings) * Comprehensive employee benefits plan * Fully remote work

Daymark Solutions is an experienced technology integration and solutions provider that helps organizations effectively architect, implement, and deploy customized solutions using best of breed technologies. Specializing in cloud solutions and datacenter technologies, Daymark’s unique combination of in-depth technical knowledge, extensive experience, and proven methodologies enable our customers to successfully address even the most difficult business and technology challenges. The Role We’re looking for an M365 Architect who thrives on solving real business challenges and shaping how modern workplaces operate. As a senior member of our Professional Services team in the Modern Work practice, you’ll lead high-impact discovery and pre-sales engagements—partnering with clients to uncover their needs, define the right solutions, and clearly articulate the value behind them. You don’t just design solutions; you influence decisions. This role is a true blend of pre-sales (50%) and post-sales (50%) consulting, giving you full ownership from the first conversation through successful delivery. You’ll architect, scope, and implement Microsoft 365 solutions while serving as a trusted advisor every step of the way, guiding clients through complex decisions and ensuring outcomes that are both technically sound and business-driven. Responsibilities • Lead technical discovery and pre-sales engagements, translating customer business needs into solution architectures, scope definitions, and compelling value propositions in partnership with the sales team., • Design, configure, and implement cloud and technology solutions while delivering documentation and knowledge transfer to customer stakeholders., • Serve as a trusted advisor throughout the project lifecycle, driving successful deployments, resolving complex technical challenges, and ensuring customer satisfaction and adoption goals are met., • Advise customers on best practices, whether with industry standards or your own recommendations, around Microsoft 365 including tenant configuration, security, integrations, endpoint management, data governance, and Artificial Intelligence., • Contribute to expanding our Microsoft partnership & Modern Work practice through growth in CSP and Professional Services revenue, the development of new technical skills & focus areas, and building relationships with key Microsoft resources., • Participate in knowledge exchanges with coworkers, regularly sharing and receiving knowledge to enhance our Microsoft 365 services, including best practices, implementation strategies, complex architectures., • Collaborate with team members to define and implement/document standards and methodologies for Professional Services engagements. Experience with the Microsoft Partner ecosystem including Solution Partner designations, Advanced Specializations, and how to achieve them. Insight into Microsoft programs and customer funding mechanisms including ECIF. Knowledge and experience with many of the following technologies as possible: * Core Microsoft 365 services including Exchange Online, SharePoint Online, Entra ID Microsoft Teams, and OneDrive for Business. * Microsoft 365 GCC High in support of regulated environments specifically the Defense Industrial Base. * Installation, configuration, and optimization of Entra ID Connect in large complex AD environments. * Microsoft Purview, including Information Protection and Rights Management. * Microsoft Intune for Mobile and Windows Autopilot, app deployment, device lifecycle, configuration profiles. * Microsoft Defender Suite, including Defender for Endpoint, Defender for Cloud Apps, and Defender for Identity. * Microsoft 365 Copilot and Copilot Studio. * Power Platform, including Power Automate and Copilot Agents. * Azure Virtual Desktop and Windows 365 Endpoint management. * Quest On Demand Migration tools and/or 3rd party migration solutions. Microsoft Certifications or the ability to achieve them during the first 6-12 months: * Microsoft 365 Certified: Administrator Expert (MS-102) * Cybersecurity Architect Expert (SC-100) * Security Operations Analyst Associate (SC-200) * Identity and Access Administrator Associate (SC-300) * Information Protection Administrator Associate (SC-401) * Azure Administrator Associate (AZ-104) Additional Requirements • A business and technology mindset that can identify ways to grow our org and expand our capabilities., • Proven experience in identifying business challenges and requirements, building and delivering compelling presentations, crafting detailed statements of work, and clearly and concisely conveying solutions to both engineers and C-suite stakeholders., • The ability to lead multiple pre-sales engagements simultaneously and identify ways to drive repeatability and innovation within the team., • Strong organizational skills and the ability to own customer engagements end-to-end, including pre-sales architecture and design, scope and license planning, solution implementation, project management, communication, and documentation., • Strong written and verbal communication skills and the ability to clearly articulate both business and technology topics., • Excellent problem-solving and troubleshooting skills including the ability to manage communications internally and with the customer during challenging situations., • Relationships with Microsoft Sales, Technical Specialists, Product Managers, Program Managers, MVPs., • Deep experience with Cybersecurity Maturity Model Certification (CMMC) 2.0, • Deep knowledge of developing advanced PowerShell scripts for automating critical tasks during implementations, migrations and assessments., • The ability to help develop and refine our growing Data & AI practice leveraging your experience with Microsoft Fabric, Microsoft Foundry, Dataverse, and/or Copilot Studio including currently holding or the ability to achieve the following certifications: Azure AI Engineer Associate (AI-102), Azure Data Scientist Associate (DP-100), Azure Data Engineer Associate (DP-203), and/or Azure Database Administrator Associate (DP-300)., • The ability to help build and grow our Microsoft Power Platform practice including currently holding or the ability to achieve any of the following certifications: Power Platform Functional Consultant Associate (PL-200), Power BI Data Analyst Associate (PL-300), Power Platform Developer Associate (PL-400), Power Automate RPA Developer Associate (PL-500), and/or Power Platform Solution Architect Expert (PL-600)., • Any experience with 3rd party solutions that integrate with Microsoft 365 environments including but not limited to Varonis, Okta, Mimecast, Proofpoint, Druva and/or AvePoint. Full-time, permanent role * Base Salary: $200,000 annually (up to $230,000 in On-Target Earnings) * Comprehensive employee benefits plan * Fully remote work

We are seeking a highly motivated and talented Technical Sales Engineer to join our team at Worth AI. As a Sales Engineer, you will play a crucial role in driving the adoption of our AI-powered decision-making solutions by effectively demonstrating their value to potential customers. You will be responsible for understanding the unique needs and challenges of each client and aligning our solutions to address those needs. So if you are a former Junior Software Engineer who has a talent for sales too, apply today! You will be working closely with the sales team, you will be the technical expert and trusted advisor, guiding customers throughout the sales process. At Worth AI, we are revolutionizing the way businesses make decisions using the power of AI. Our mission is grounded in "Equitable Decision Making", where we champion fairness, inclusivity, and diversity of thought. We are passionate about making a positive impact in the business world and leaving a legacy of fairness and inclusivity. If you share our values and want to be part of a movement that transforms industries, then join us as we redefine worth and create a more equitable world. • Collaborate with the sales team to identify and understand customer requirements and challenges., • Conduct effective product demonstrations and presentations to showcase the value of our AI-powered decision-making solutions., • Provide technical expertise and guidance to potential customers throughout the sales cycle., • Create and deliver customized product demonstrations tailored to address specific customer needs and use cases., • Collaborate with the product development team to provide feedback and insights from customer interactions to further enhance our solutions., • Stay up-to-date with industry trends and advancements in AI technology to effectively position our solutions in the market., • Build and maintain strong relationships with customers, acting as their trusted advisor and ensuring customer satisfaction., • Consult with current and future customers about use cases and technical solutions, • Assists with research and development of new products., • Prepares product orders and schedules deliveries., • Provides support to customers and resolves problems with installed equipment., • Proposes improved materials or products to customers and explains benefits of changes., • Ensures that customer needs are met, which may include product modifications., • Provides expertise and support to sales teams to communicate products, services, and client needs., • Drafts or assists with the drafting of presentations and other documentation and materials that explain products and services to customers., • Own and advance product roadmap for focus region, • Advance customers through buying cycle to facilitate quicker opportunity closure, • Experience as a former Jr Software Engineer who converted to technical sales, • Proven experience in a technical sales or sales engineering role within the computer software industry., • Prior experience in FinTech, Risk, Underwriting and/or Payments Industry, • Strong understanding of AI technologies and their applications., • Excellent communication and presentation skills, with the ability to effectively convey complex technical information to both technical and non-technical audiences., • Ability to understand customer requirements and translate them into tailored solutions., • Strong problem-solving and analytical skills., • Proven track record of meeting or exceeding sales targets., • Ability to work independently and as part of a team in a fast-paced environment., • Must be willing to Travel two 2 company offsite events a year and travel to clients as needed, • Health Care Plan (Medical, Dental & Vision), • Retirement Plan (401k, IRA), • Life Insurance, • Flexible Paid Time Off, • 9 paid Holidays, • Family Leave, • Work From Home, • Free Food & Snacks (for those in Orlando, FL), • Wellness Resources

Cribl does differently. What does that mean? It means we are a serious company that doesn’t take itself too seriously; and we’re looking for people who love to get stuff done, and laugh a bit along the way. We’re growing rapidly - looking for collaborative, curious, and motivated team members who are passionate about putting customers first. As a remote-first company we believe in empowering our employees to do their best work, wherever they are. As the data engine for IT and Security many of the biggest names in the most demanding industries trust Cribl to solve their most pressing data needs. Ready to do the best work of your career? Join the herd and unlock your opportunity. The Customer Success Engineer (CSE) is the primary post-sales customer advocate. As a CSE you are hyper-focused on ensuring adoption is achieved and value is realized for the customer. You act as a highly technical, trusted advisor to ensure the customer achieves their use cases and business outcomes using Cribl solutions. Your role often involves collaboration within Cribl, with partners, and certainly with the customer. The CSE must be ready to engage with both technical and management functions within an organization and demonstrate the value of Cribl in business discussions with company executives. As An Active Member Of Our Team, You Will… • Act as a trusted, strategic and technical advisor to customers, driving the entire Customer Success lifecycle from onboarding to expansion, • Establish and maintain relationships with stakeholders and senior management to drive Enablement, Adoption, and Value plans among other customer-centric initiatives, • Drive adoption and value while inspiring/discovering additional opportunities for Cribl further Cribl value, • Keep your finger on the pulse of your customers and keep things flowing for them. This includes driving and recommending use case initiatives, troubleshooting, encouraging and advocating for certification and training, etc, • Clear, effective communicator and collaborator working cross-functionally with the Cribl sales, marketing, product, experience, and engineering teams as the voice of the customer, • Track metrics and other customer-specific information with the Cribl Customer Success Platform to ensure maximum observability of our customer base and awareness of signs of customer distress/success., • Continually inspire, mentor, and coach team members as an integral piece of the Customer Experience organization If You’ve Got It - We Want It • Minimum of 5 years in a related function with direct customer advocacy and engagement experience in post-sales with passion for customer success, an engineering-first approach, and empathy for customer outcomes and value, • A customers-first mindset with great communication and relationship management skills that can manage customer expectations through being empathetic and listening to our customers, • You take the time to listen and comprehend but are also a conversation starter., • Proven track record and experience working with large complex enterprises and developing relationships in a high growth environment, • Proven track record and experience as an engineer working with large complex enterprises and developing relationships in a high-growth environment, • Experience with Observability, Logs, Metrics, IT Operations and Security with a deep understanding of managing data pipelines through the entire data lifecycle, • Proven ability to drive continuous product value by developing new use-cases relating to reducing, reusing, enriching, and routing data to achieve customer outcomes, • Quick learner with strong engineering and problem-solving skills, • Willingness to travel as needed (up to 15%-20%), • You live in the San Francisco Bay Area, preferably North Bay (City, Oakland, San Mateo areas) Bonus Points/Preferred Qualifications: • Data Engineering/Analytics platform administrator/architect experience (i.e. Splunk, Elastic, Datadog, Snowflake, etc.), • Solid technical understanding of managing customers through Customer Success Platforms such as GainSight or PlanHat, • Working knowledge of major cloud providers (AWS, Azure, GCP), • Good jokes, or maybe better, bad jokes, • Loves talking to customers and solving problems, • Experience working remotely Salary Range ($110K - $180k) The salary for this role is dependent on geographic location. The salary offered within the range described will be based on the individual candidate’s job-related knowledge, skills, and experience. In addition to a competitive salary, Cribl also offers a generous benefits package which includes health, dental, vision, short-term disability, and life insurance, paid holidays and paid time off, a fertility treatment benefit, 401(k), equity, and eligibility for a discretionary company-wide bonus. #LI-JK1 #LI-Remote Bring Your Whole Self Diversity drives innovation, enables better decisions to support our customers, and inspires change for the better. We’re building a culture where differences are valued and welcomed, and we work together to bring out the best in each other. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying. Interested in joining the Cribl herd? Learn more about the smartest, funniest, most passionate goats you’ll ever meet at ___.

At Weights & Biases, our mission is to build the best tools for AI developers. We founded our company on the insight that while there were excellent tools for developers to build better code, there were no similarly great tools to help ML practitioners build better models. Starting with our first experiment tracking product, we have since expanded our solution into a comprehensive AI developer platform for organizations focused on building their own deep learning models and generative AI applications. Weights & Biases is a Series C company with $250M in funding and over 200 employees. We proudly serve over 1,000 customers and more than 30 foundation model builders including customers such as OpenAI, NVIDIA, Microsoft, and Toyota. Reporting to the Director of Enterprise Sales, The Account Manager is responsible for managing the renewal process of existing customer contracts within Weights & Biases. This role plays a critical part in ensuring customer satisfaction, retention, and revenue growth. You will act as a trusted advisor, leading multi-threaded, multi-channel expansions, using a consultative approach to be able to identify the key aspects of a business and discuss top down initiatives with VP and C-suite leaders. \n Responsibilities • Renewal Management:, • Proactively manage the renewal process for assigned customer accounts., • Collaborate with sales, customer success, and other relevant teams to identify renewal risks and opportunities., • Negotiate renewal terms and pricing to maximize contract value while maintaining strong customer relationships., • Customer Engagement:, • Build and maintain strong relationships with key stakeholders within customer organizations., • Understand customer needs, usage patterns, and business objectives to drive successful renewals., • Address customer inquiries and concerns in a timely and professional manner., • Forecasting and Reporting:, • Maintain accurate records of renewal activities and forecast renewal revenue., • Provide regular reports and updates on renewal performance and trends., • Process Improvement:, • Identify opportunities to streamline and optimize the renewal process., • Work with cross-functional teams to implement process improvements and best practices., • Upsell and Cross-sell:, • Identify upsell and cross-sell opportunities during the renewal process., • Collaborate with sales teams to pursue additional revenue opportunities within existing accounts. Requirements • Relevant experience in a similar role at a AI/ML, DevOps or Data product company., • Deep experience interacting or selling to ML Engineers or developers is required., • 3+ years of experience total in sales (SDR, AM), • Proven success with renewing and growing customer base., • Entrepreneurial mentality - self-starter with a strong desire to build processes., • Interest in working at a hyper-growth startup in a quickly innovating space., • Strong negotiation and closing skills. \n$77,000 - $105,000 a yearThis position has an annual estimated salary of $77,000 - $105,000 per year. This position is eligible for additional variable compensation in the form of a bonus or commission component, which is dependent on personal or company performance. Weights & Biases is committed to providing competitive salary, equity and benefits packages for all full-time employees. The actual pay may vary depending on your skills, qualifications, experience, and work location. \n We encourage you to apply even if your experience doesn't perfectly align with the job description as we seek out diverse and creative perspectives. Team members who love to learn and collaborate in an inclusive environment will flourish with us. We are an equal opportunity employer and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you need additional accommodations to feel comfortable during your interview process, reach out at . #LI-Remote

You’re reading this for a reason. Something about your status quo feels off. Maybe you’re tired of of tight bid deadlines and educated guesswork. Maybe you’re tired of clocking out at 3 p.m., quietly wondering if you’ll be replaced in the next round of layoffs. Maybe you’re tired of chasing fractional gains on traditional software. Maybe you’re just pissed at the constraints of your role. The root cause is the same: you want your work to matter. We’ve found deep meaning and purpose in the ways we’re different — and we hope one or more of these will resonate with you too. * We unapologetically build for the real world Construction has always been synonymous with human progress, from the Great Pyramids of Egypt to the Empire State Building. It’s also everywhere around you: the place you live, the place you go to work, even the data centers delivering you this very sentence. Every one of them began as an idea, lines on paper or pixels on a screen, until the real-world builders turned them into reality, beam by beam and bolt by bolt. And yet, while architects, engineers, and countless other professions saw massive productivity gains with technology, the real builders were left behind. Construction productivity is worse today than it was five decades ago. Our mission, as digital builders, is to serve the physical builders. We see software and AI not as ends themselves, but as tools to empower those who shape the real world. When you work at Struction, you get to see your work literally transform reality — not just push pixels on a button or shave milliseconds off a benchmark. If we succeed, Struction will become the compute platform of construction: replacing paper drawings on job-sites and pioneering a world where physical construction can iterate as fast as code. * We develop only the most cutting edge technology Construction drawings are among the most intricate and information-dense documents on the planet. They’re highly multi-modal - combining texts, tables, vector graphics, images, and 3D models. They’re also highly irregular, shaped by the unique quirks and styles of each architects. And they’re intensely domain-specific: a dashed line can mean something entirely different in a civil plan than it does in an architectural one. Our job is to create a system that parses, indexes, and truly understands all of it. To accomplish this, we’re developing segmentation models more sophisticated than those used in self-driving cars, agents more capable and adaptive than Claude Code, and knowledge graphs that connect the digital and physical worlds. It’s frontier-level AI — grounded in the most tangible of domains. * We are early-stage (for now). Most people write off early-stage companies because they see outsized risk for the same job. We see it differently — as outsized impact for the same time investment. Fresh off our large seed raise, you’d be joining during the golden window: the product is validated by the market, yet the team is still small enough that every person meaningfully shapes the product’s direction and outcome every single day. We launched our specialty contractor product this January and have seen close to 50% MoM growth since. We’re based out of Colorado - one of the last places where reality, and productivity, still matter (+1 for ___). We’re close to our customers and intent on staying close as a company. We believe in working IRL but are consistently flexible. Getting your s*** done is more important than hours in the office, but time with your teammates is priceless. Life is only as rich as the experiences you chase. And when we succeed, your work will be recognized for breaking the agility barrier of the physical world — unlocking a level of iteration once thought possible only in the digital realm. * Own the full post-sale customer journey: onboarding, training, adoption, and ongoing success for general and specialty contractors using Struction * Translate your estimating experience into best practices, workflows, and training materials that help customers extract maximum value from the platform * Serve as the voice of the customer internally - surface product gaps, friction points, and feature requests that shape the roadmap * Build deep relationships with pre-construction teams, becoming a trusted advisor they actively want to learn from * Develop scalable success playbooks, documentation, and resources as we grow from dozens to hundreds of customers * Partner with sales to support expansion opportunities and renewals by demonstrating measurable ROI * Identify at-risk accounts early and intervene with targeted support before churn happens * Report directly to the CEO * You have 3+ years of hands-on estimating experience at a general or specialty contractor: you’ve done real takeoffs, assembled full bids for tight deadlines, and knows what it feels like when a number is wrong * You’re a natural teacher who gets energy from helping others succeed; you’ve trained junior estimators, onboarded teammates to new tools, or led internal process improvements * You’re technically curious, competent, and can quickly learn new software; you’ve adopted tools like Bluebeam, PlanSwift, On-Screen Takeoff, or similar - and maybe you’ve cringed a bit hankering for better tech. * You communicate clearly and confidently, whether on a Zoom call with a VP of Precon or writing a help article for a first-time user. * You’re organized and proactive. You don’t wait for customers to complain; you anticipate problems and reach out first. * You have a genuine interest in how AI is changing construction; you’re excited to be on the frontier, not intimidated by it or hesitant of it. * You have high tolerance for ambiquity; early-stage means building the playbook as you run it * You’ve spent time in the trades * You have a sense of humor * You’re gritty & scrappy * You’ve estimated multiple trades and project types (commercial, industrial, hospitality, etc.) * You’ve built training programs, SOPs, or onboarding documentation from scratch * You have a networking in the general or specialty contractor world and understand the competitive dynamics * You’ve used CRM or customer success platforms Education requirements: We require at least a high school degree, but prefer a Bachelor’s degree in a related field or equivalent experience. Location policy: We expect all staff to be in our office in RiNo, Denver full-time. We have a sweet office. However, we are open to a remote / hybrid policy for exceptional talent. Visa sponsorship: We do sponsor visas! However, we can’t guarantee successful visa sponsorships for every role and every candidate. If we make you an offer, we will make every reasonable effort to get you a visa. Please indicate on your application whether you require sponsorship. We encourage you to apply even if you do not believe you meet every single qualification: Not all candidates capable of thriving in this role will meet every single qualification as listed. We urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. If you want to do something different - something uniquely valuable, you should apply. “___” … let’s build it instead. You will be compensated according to your qualifications and the natural risk of the role (cash + equity). We offer fully-paid health insurance, 401k, and a once-in-a-lifetime experience.

Our Mission & Values: At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re the proof layer that shows great companies deserve the trust they aim to build. We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority. Our Culture & Work Style 🚀 At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from: * Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results. * Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact. * Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry. If you thrive when you’re empowered, energized, and working with smart, mission-driven people where you’ll feel at home here. Why Join The Drata Team? The best way to understand the Driver’s Mindset is to see it in action. We’re an award-winning, mission-driven team of 600+ people worldwide, united by a culture that values trust, speed, and continuous growth. * ___ Watch our CEO, Adam Markowitz, discuss the hyper-growth journey, from $0 to $100M ARR in just four years * ___: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available. * ___: See why we are consistently recognized on Fortune's Best Workplaces lists. * Connect with Us on Socials: ___ - follow us for company updates, employee stories, and career news. Job Summary: We are seeking an experienced and strategic Senior Manager of Enterprise Customer Success to help lead our Enterprise Customer Success team at Drata. The ideal candidate will possess a deep understanding of customer relationship management, a proven track record of managing and growing large enterprise accounts, and the ability to develop and execute strategies that drive customer satisfaction, retention, and expansion. This role requires a leader who can balance strategic thinking with hands-on execution—someone who will build and own critical CS processes, drive cross-functional collaboration across Sales, Product, Engineering, Professional Services, and Support teams, and serve as a trusted advisor to both customers and internal stakeholders. You will be instrumental in scaling our enterprise CS motion while maintaining the high-touch, consultative approach that our largest customers expect. For this role, we will be hiring a candidate in only one of the three locations: Austin, Chicago or Dallas. What you’ll do: Team Leadership: * Lead and manage a team of Enterprise Customer Success Managers, providing guidance, mentorship, and performance feedback. Foster a collaborative and customer-focused culture within the team. * Highly disciplined to ensure the CS team is on point with CRM hygiene, customer cadence, and providing high value-add activities with direct correlation to financial performance. * Collaborate with Customer Success Managers to optimize customer value and support their work with Drata's enterprise customers. * Customer Relationship Management: * Develop and maintain strong relationships with key stakeholders at enterprise-level customers. * Understand the unique needs of each customer, ensuring their business objectives are met through our solutions. * Identify opportunities for upsell and cross-sell based on customer needs and usage patterns. * Strategy and Planning: * Collaborate with cross-functional teams’ stakeholders (Solution Architects, Implementation Managers, Account Management/Sales, Product, Engineering, Support) to develop and execute customer success strategies that align with the company's goals specifically in achieving customer satisfaction, retention and expansion. * Continue to revamp and develop customer journeys relevant to Drata’s enterprise customer segment including a comprehensive customer success plan, high impact activities such as roadmap/business value realization, and metrics to measure outcomes. * Monitor and refine as necessary our approach and design to align with comprehensive adoption strategies for our largest, most strategic customers. * Customer Advocacy: * Serve as a CS management point of escalation for customer issues and concerns, ensuring swift resolution and customer satisfaction. * Advocate for customer needs internally to drive overall product improvements and enhancements. * Provide thought leadership for our customers and build executive-level relationships with key accounts. * Retention and Expansion: * Develop and implement strategies to proactively identify and address churn risks, ensuring high customer retention and expansion rates. * Work with the CS team and customers’ champions to identify overall opportunities for expansion and facilitate the growth of the customer's usage of our products. * Performance Metrics: * Monitor and refine key performance metrics for the enterprise customer success team, including customer satisfaction, net promoter score, retention rates, and expansion revenue. * Reporting and Analysis: * Utilize data and analytics on team and customer performance, identify trends, and make data-driven decisions regarding process improvements, tools, and service model What you’ll bring: * Experienced in scaling a CSM team into 2X in a hyper growth environment. * Proven track record of managing and growing large enterprise accounts, driving customer satisfaction and retention. * Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and internal teams. * Strategic thinker with the ability to develop and execute customer success strategies that align with company goals. * Strong analytical skills, with the ability to use data to drive decision-making and identify trends. * Proficiency in using customer success software and CRM tools. Requirements: * Bachelor's degree in Business/Marketing/similar are preferred and relevant certifications are a plus. * 10+ years of experience in customer success, account management, or a related role within the SaaS industry. Strong preference for GRC and/or Security backgrounds. * 5+ years of experience in a leadership or management capacity. How we support you: At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving. Explore how we invest in your ___. * Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success. * Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance. * Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position. * Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process. * Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence. * Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge. This role will receive a competitive base salary, variable compensation, benefits, and/or stock, typically in the form of Restricted Stock Units (RSUs). The applicable range of On-Target Earnings (OTE) for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area. The expected OTE ranges for this role are set forth below, subject to change. Tier 1: $195,700 - $241,700 Tier 2: $176,100 - $217,600 Tier 3: $156,600 - $193,400 You can view which tier applies to where you plan to work ___. A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.

The Surgimate Customer Success team is growing and we are looking for the right person to fill the role of Customer Success Manager! Driven by a passionate and dedicated team, Surgimate is an enterprise SaaS company in the digital health space committed to revolutionizing the way surgeries are scheduled. We are making a difference and having plenty of fun along the way. The Customer Success Team is responsible for building relationships, driving product adoption, and empowering clients to meet their goals. As experts of the Surgimate platform, we provide value as trusted advisors to our clients. * Own customer outcomes by ensuring clients clearly understand, adopt, and realize measurable value from Surgimate * Define success criteria with customers and regularly track progress against agreed goals (ROI, efficiency gains, workflow improvements) * Proactively identify gaps in adoption and create action plans to improve product utilization * Build and maintain strong, trusted relationships with key stakeholders across client organizations * Serve as the primary point of contact and strategic advisor for all assigned accounts * Develop a deep understanding of each client’s workflows, business goals, and challenges * Drive ongoing product adoption through regular check-ins, training sessions, webinars, and business reviews * Educate customers on new features and ensure alignment with their needs and use cases * Reinforce best practices to ensure consistent and effective platform usage * Monitor account health and engagement to identify risks and opportunities early * Take ownership of retention by addressing issues before they escalate * Maintain clear account plans and engagement strategies for key customers * Identify opportunities for expanded use cases, additional locations, or deeper product adoption * Partner with Sales on upsell and expansion opportunities * Help customers uncover additional value through new workflows and features * Act as the voice of the customer internally, providing structured and actionable feedback to Product * Identify trends across accounts to influence product improvements and roadmap priorities * Partner closely with Implementation to ensure smooth handoffs and continuity post-go-live * Work with Support, Product, and Sales to deliver a cohesive customer experience * Maintain accurate account data, notes, and activity tracking * Meet KPIs related to engagement, retention, and growth * Contribute to building scalable customer success processes and playbooks * Travel on-site to meet with clients (~30%) * Support evolving initiatives as the company grows * 3-5 years of Customer Success, Account Management, or a client-facing consulting role, preferably within a B2B SaaS environment * Experience working with healthcare customers or within healthcare operations strongly preferred * Proven ability to manage relationships across a range of account sizes, including engaging with executive stakeholders * Exceptional written and verbal communication skills, with the ability to clearly and effectively communicate complex concepts * Strong problem-solving abilities with a proactive, solutions-oriented mindset * High level of comfort with technology and ability to quickly learn new systems and workflows * Experience with CRM tools (Salesforce preferred) * Integrity: Builds trust through honesty, transparency, and doing the right thing for both customers and teammates * Mission-Driven Impact: Motivated by helping customers succeed and improving outcomes in healthcare, not just completing tasks * Progress over Perfection: Takes action, iterates quickly, and continuously looks for ways to improve rather than waiting for perfect conditions * Accountability: Takes ownership of customer outcomes, follows through on commitments, and proactively addresses challenges * Customer-Centric: Deeply understands customer needs, advocates for them internally, and ensures they realize meaningful value from the platform * Team Over Ego: Collaborates effectively, supports teammates, welcomes feedback, and prioritizes team success over individual recognition * Remote-first role with occasional travel required * Flexibility to work extended hours as needed to support key initiatives Our Product & Mission: At Surgimate, we’re one company with three powerful platforms — Surgimate, ImplantBase, and openDoctor — working together to transform how surgeries are coordinated and delivered. Each platform supports a different phase of the surgical journey, from patient access and scheduling to implant management and post-operative care. United under one mission, we’re building the essential operating system for surgical orchestration — helping providers deliver faster, smarter, and safer care. Our Team: At Surgimate, we are a remote first team distributed across the US with R&D Centers in Israel & India. We offer opportunities for our team to spend time together at meetups, volunteer, and work flexibly. Read more about our team & values here: Our Benefits: Full time, US based team members can expect: * Competitive salary plus commissions/bonus, 401(k) with company match up to 4% * Medical, dental & vision plans for the employee through Cigna. Plus, employee covered plans available for dependents. * Long Term Disability and Life Insurance * Monthly Home Internet & Wellness allowances * 10 Holidays + 2 Holiday Eves * 18 days PTO, 18 days Sick Leave * Additional days off for SurgiGive (volunteering 1), Birthday Celebration (1) & Recharge (3) Our benefits may vary by country. Please ask your recruiting contact if you have any questions. Applicants must be authorized to work in the United States without sponsorship.

As a cybersecurity engineer you will work side-by-side with clients that are changing the world across industries such as healthcare, manufacturing, finance, utilities, government, outdoor recreation, and everything in between! You will become a subject matter expert on bleeding-edge technology and solve problems even when you can’t find the answer on an obscure Internet forum. Your work will protect sensitive data for thousands of patients, safeguard millions of financial transactions, and keep critical infrastructure operational. This role will own entire projects and engage with clients as their trusted advisor, driving forward critical efforts to strengthen their cybersecurity posture and ensure their data is secure. From forensic investigations to running workshops, we learn by doing. Sound like a lot of responsibility? You bet! Some specifics: • Apply emerging technologies at all layers of the technology stack, including systems, networks, and applications, • Analyze and improve infrastructure and application cybersecurity, performance, and availability, • Draft high-value, detailed documentation on everything from technology reviews and incident findings to application vulnerabilities and cybersecurity program plans, • Conduct periodic system and network vulnerability scans using tools such as Nessus, Nmap, and Wireshark, • Analyze application and infrastructure security utilizing penetration testing, • Investigate suspected cybersecurity breaches and run forensic investigations, • Perform incident response and disaster recovery, including steps to minimize impact and restore critical operations, • Help clients successfully integrate technologies such as AI into their business while providing guidance around security and privacy risks, • Build relationships with existing clients and obtain new clients of your own, leading complete sales cycles, including proposal writing and closing the deal!, • Strong client-focused work ethic, • Passion for technology, • The ability to multitask and re-prioritize on the fly, • A keen eye for detail and incremental improvements, • Ability to thrive in a fast-paced, high-action environment, • Hands-on experience in a production environment with relevant technologies, • Excellent consulting, communicating, and relationship-building skills, • 4-year college degree, • You're looking for a technology startup and value the independence entrepreneurship offers., • You LOVE applying technology, and you spend time learning new platforms, systems, or tools... just because it's fun and really frickin' cool!, • You thrive on teams of hard-working, detail-oriented, committed individuals., • You want to work in beautiful ___., • You want exposure to all kinds of industries, technologies, and cloud platforms! Bring all the things!, • You love a challenge and are comfortable solving problems for which there may not be a clear-cut answer., • You can commit to living by our ___., • $85,000/year - $125,000/year (depending on applicant's credentials and experience), • Generous PTO | Health, Dental, Life Insurance | Flexible Schedule | $1000 Outdoor Pass | Parental Leave | 401k Matching | Sabbatical | Professional Development | Dog-Friendly Office | Charitable Match | Paid Volunteer Time | Cell Phone Reimbursement | Team Retreats | Micro-Bonuses | Partial Remote Work Options Rule4 embraces diversity and equal opportunity in a serious way. We are committed to building a skulk of foxes that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be. We will extend equal opportunity to all individuals without regard to race, religion, color, sex (including pregnancy, sexual orientation and gender identity), national origin, disability, age, genetic information, military affiliation, or any other status protected under applicable federal, state, or local laws. Our policy reflects and affirms our commitment to the principles of fair employment and the elimination of all discriminatory practices. Due to government contract requirements this role requires US Citizenship.

As the Senior Salesforce Technical Architect, you will own the integrity and strength of our Salesforce operations and environment. You’ll be acting as a leader and trusted advisor to our multiple departments leveraging Salesforce and its integrated technologies, as well as be an effective mentor for individuals seeking to better understand, improve upon, and maximize their Salesforce experience. You will be the final decision maker with regards to technical requirements when it comes to platforms that integrate with Salesforce. Additionally, you will act as the point of contact between Salesforce and Quest, handling contract negotiations and additional product requests. You will need a deep understanding of the Salesforce platform but just as importantly, top-notch people skills to get your ideas and solutions across to stakeholders and gain trust to get your visions built into successful solutions. • End-to-end management and implementation within our Salesforce Platform., • Build out secure integration architecture within our Salesforce Org to interface with external systems and partner integrations such as Sage Intacct, Conga, DemandFarm, Workbench, Dataloader, Marketo, and other native and non-native integrations (from additional AppExchange partner integrations to third-party webhook & API based integrations)., • Evaluates and implements new architecture, either custom or managed, that ultimately leads to the streamlining of existing processes and improves efficiency of others., • Reviews new product purchases that will integrate with Salesforce for security and existing architecture considerations and provides pre-purchase support as requested, • Usage of Salesforce development technologies including Apex, SQL, XML, Java, and jQuery., • Developing new and maintaining existing security protocols (working knowledge of oAuth, SSO/SAML)., • Responsible for driving (continuous integration/continuous deployment) implementation using sandbox tools and other Salesforce Packages., • Responsible for developing the roles & permissions of our users, including setting object & field permissions and developing role-specific page layouts, process flows, reports, dashboards, etc., • Adheres to the Quest Analytics Values and supports a positive company’s culture., • Responds to the needs and requests of clients and Quest Analytics management and staff in a professional and expedient manner., • Familiar with project management fundamentals, leading workloads and projects to completion, and driving what work is getting done., • Leads the evaluation and resolve for technical debt related to Salesforce and its integrated technologies., • Point of contact for communications coming from Salesforce, including new product offerings, platform issues, and contract negotiation., • Participate in the training and/or mentoring programs as assigned or required, • Adheres to the Quest Analytics Values and supports a positive company’s culture., • Responds to the needs and requests of clients and Quest Analytics management and staff in a professional and expedient manner., • Other Duties As Assigned., • Bachelor’s degree or 5 years of developer experience in lieu of degree., • 4-7+ years of professional experience as a Salesforce Developer and Technical Architect, • Salesforce Platform Certifications; Platform App Builder and Integration Architecture, • Foundational experience with multiple Salesforce Cloud Solutions across many lines of business; sales, marketing, operations, support, and accounting usage/best practices., • Working knowledge of security protocol including SSO, SAML, OAuth and data security within the Salesforce platform, • Working knowledge of Salesforce development languages including Apex, SOQL, SOSL, XML, and JavaScript, • Working knowledge of REST/SOAP APIs, • Working knowledge of Salesforce AI (Agentforce 360), and experience with utilizing/incorporating other AI-based tools (i.e. Microsoft Copilot, Claude) and processes into systems & workflows, • Experience with Salesforce sandboxes; development, staging, and deployment processes, • Self-motivated and able to work in a fast-paced, deadline-oriented environment, • Excellent troubleshooting, listening, and problem-solving skills, • Proven ability to solve complex issues, • Customer focused, • Works well in a team environment What you’ll appreciate:•Workplace flexibility – you choose between remote, hybrid or in-office•Company paid employee medical, dental and vision•Competitive salary and success sharing bonus•Flexible vacation with no cap, plus sick time and holidays•An entrepreneurial culture that won’t limit you to a job description•Being listened to, valued, appreciated -- and having your contributions rewarded•Enjoying your work each day with a great group of people Apply TODAY!___ About Quest AnalyticsFor more than 20 years, we’ve been improving provider network management one groundbreaking innovation at a time. 90% of America’s health plans use our tools, including the eight largest in the nation. Achieve your personal quest to build a great career here. Visa sponsorship is not available at this time. Preferred work locations are within one of the following states: Alabama, Arizona, Arkansas, Colorado, Connecticut, Delaware, Florida, Georgia, Idaho, Illinois (outside of Chicago proper), Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Hampshire, New Mexico, North Carolina, North Dakota, Ohio, Oklahoma, Oregon, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, West Virginia, Wisconsin, or Wyoming. Quest Analytics provides equal employment opportunities to all people without regard to race, color, religion, sex, national origin, ancestry, marital status, veteran status, age, disability, sexual orientation or gender identity or expression or any other legally protected category. We are committed to creating and maintaining a workforce environment that is free from any form of discriminations or harassment. Applicants must be legally authorized to work in the United States. Verification of employment eligibility will be required at the time of hire. Persons with disabilities who anticipate needing accommodations for any part of the application process may contact, in confidence ___ NOTE: Staffing agencies, headhunters, recruiters, and/or placement agencies, please do not contact our hiring managers directly. We are not currently working with additional outside agencies at this time. Any job posting displayed on websites other than ___ or ___ may be out of date, inaccurate and unavailableWe may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. 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.

Job Overview: We are a rapidly growing B2B payments fintech headquartered in Charlotte, NC. Our mission is to revolutionize payment solutions for businesses, fostering innovation, efficiency, and scalability. We’re proud to partner with industry leading financial institutions to bring best-in-class solutions to their clients. We’re looking for a passionate and consultative Senior Solutions Consultant to support our Direct and Channel Sales teams. In this role, you’ll be a critical link between our sales team and our prospective clients ensuring seamless solution integration, exceptional service delivery, and strategic growth. What you'll do: * Consultative Selling: Collaborate with Direct and Channel sales teams and their prospective clients to understand business needs, present tailored invoice and payment solutions demonstrations articulating the value of our offerings. * Client Engagement: Join joint calls with the Account Executives to guide solution discovery, technical deep dives, and implementation planning. * Collaboration: Partner closely with internal product, sales, and technical teams to address partner and client requirements, feedback, and opportunities. * Solution Expertise: Stay current on our product portfolio, market trends, and competitor offerings to provide insightful recommendations and strategies. * Problem-Solving: Serve as a trusted advisor and problem-solver for Direct and Channel Sales teams and clients, proactively resolving obstacles to drive positive outcomes. * Industry Events and Webinars: Attend Industry events and Webinars professionally representing AvidXchange to prospects, customers and partners. What we're looking for: * 5+ years relevant experience -- ideally in a consultative solution consulting, pre-sales, or technical sales role, preferably in B2B payments, fintech, or financial services. * Exceptional consultative selling and relationship management abilities. * Outstanding verbal and written communication skills, with the ability to present technical concepts in business terms -- specifically in training and sales capacities. * Strong collaboration and cross-functional teamwork capabilities. * Self-motivated, adaptable, and able to work effectively in a remote or hybrid environment. * Fluency or strong proficiency in accounting processes, back office systems and best practices for automation. * Technical Proficiency: Comfortable with payment platforms, APIs, and software solutions; ability to engage in technical discussions. * Microsoft Office proficiency. * Education: Bachelor’s degree in business, finance, or a related field (or equivalent experience). * 15-20% domestic travel may be required. About AvidXchange AvidXchange is a leading provider of accounts payable (“AP”) automation software and payment solutions for middle-market businesses and their suppliers. By trade, we are a technology company, but if you ask anyone who works here, they’ll tell you our people are at the core of who we are. At AvidXchange, mindset is everything. We are Connected as People, Growth Minded, and Customer Obsessed. These three mindsets represent our culture – who we are, who we’ve always been, and they guide us to improve every day. Since our founding in 2000 in Charlotte, NC, we’ve created a company of over 1,500 teammates working across the U.S., or remotely. AvidXchange is proud to be Certified™ as a ___ ___®. The prestigious recognition is based on anonymous data from our teammates and makes official what our teammates have known for years – that AvidXchange is a Great Place to Work®. Who you are: • A go-getter with an entrepreneurial mindset – that means you are not afraid of taking risks, winning big or facing the unknown., • Someone who understands that business is people centric. Connecting with others as humans first allows you to develop mutually beneficial working relationships., • Focused on making a difference for our customers. AvidXchange exists to help solve complex problems for our customers so we can all realize our potential. What you’ll get: AvidXchange teammates (we call them AvidXers) get the perks and prestige of a growing tech company paired with the flexibility of a founder-led startup. We help our AvidXers develop as professionals and as human beings, providing work/life balance, development programs, and competitive benefits. At AvidXchange, we are building more than a tech company – we are building an experience. We remain committed to a culture where you can fully be 'you’ – connected with others, chasing big goals, and making a meaningful impact. If you want to help us grow while realizing your potential and creating stories you’ll tell for years, you’ve come to the right place. AvidXers enjoy: • 18 days PTO*, • 11 Holidays (8 company recognized & 3 floating holidays), • 16 hours per year of paid Volunteer Time Off (VTO), • Competitive Healthcare, • High Deductible Heath Plan Option that has $0 monthly premium for teammate-only coverage, • 100% AvidXchange paid Dental Base Plan Coverage, • 100% AvidXchange paid Life Insurance, • 100% AvidXchange paid Long-Term Disability, • 100% AvidXchange paid Short-Term Disability, • Employee Assistance Program (EAP) - Provides counseling services, legal and financial consultations and health advocacy for Teammates and their eligible dependents, • Onsite Health Clinic with Atrium Health - available to Teammates and their eligible dependents, • 401(k) Match: 100% match on the first 3% of your salary, plus 50% match on the next 2%, • Parental Leave: 8 weeks 100% paid by AvidXchange**, • Discounts on Pet, Home, and Auto insurance, • WeeCare Childcare Service: helps teammates find affordable daycare, childcare, and tutors 40% less expensive than traditional daycare centers, • Perks at Work: free discount program that provides teammates the opportunity to save on items from electronics, movie tickets, car buying, vacations, and more, • Onsite gym fitness center, yoga studio, and basketball court, • Tuition Reimbursement up to the federal maximum of $5,250***, • Hybrid Workplace Flexibility, • Free parking *Fully granted from beginning of year, pro-rated if hired mid-year **Must be full-time for at least 3 months ***Must be full-time for at least one year Equal Employment Opportunity AvidXchange is an equal opportunity employer. AvidXchange is committed to equal employment opportunity in accordance with applicable federal, state, and local laws. AvidXchange will not discriminate against applicants for employment on any legally recognized basis. This includes, but is not limited to veteran status, race, color, religion, sex, sexual orientation, gender identity, gender expression, national origin, age and physical or mental disability.

At AlayaCare, we’re more than just a fast-growing SaaS company, we’re a team of people passionate about transforming home healthcare. Our cloud-based platform empowers care providers around the world to deliver better outcomes for their clients. With 550+ employees across Canada, the US, Australia, and Brazil, we’re united by a shared mission and a strong culture of transparency, growth, and human connection. Whether you're early in your career or a seasoned expert, AlayaCare offers the opportunity to grow your impact, your skills, and your career. Reporting to the Director, Customer Success Management (US), the Customer Success Manager is responsible for setting and managing the strategic plan for Large customers. They will be accountable to driving the client journey to ensure clients achieve ROI on their implementation of the AlayaCare Cloud software. The Customer Success Manager is a subject matter expert on the market they operate in. Your main responsibility will be to enhance retention, adoption and foster the growth of your portfolio, which comprises AlayaCare’s most valued customers. As a strategic lead in the organization, they will be the key executive touchpoint, providing Quarterly Business Reviews and ongoing recommendations to optimize the customer lifecycle. As the key touchpoint for Enterprise organizations, the Enterprise Customer Success Manager will focus on relationship management at the corporate level, while also working with the implementation Project Manager to ensure the health and satisfaction of all customer stakeholders. • Define the client journey by setting expectations for key milestones and ROI set in the sales cycle., • Establish trusted advisor relationships with customer Executive team, developing an ‘influencer’ relationship, while working with internal teams to deliver a best-in-class customer experience., • Maintain and actively manage a healthy client portfolio, building toward best-in-class Net Promoter Score and Net Dollar Retention outcomes., • Provide Stakeholder updates to maintain engagement during Implementation to proactively advocate for customer concerns and mitigate identified risks., • Address any escalated customer issues with speed and urgency, coordinating internal stakeholders., • Deliver polished Quarterly Business Review presentations to clients that uncover new business uses, adoption of best practices and product roadmap updates., • Monitor and maintain customer health scoring, proactively engaging with accounts based on health indicators., • Help drive new business and reduce churn and building referenceable clients., • Drive account growth outcomes through identifying expansion plays - upsell opportunities, • Influence customer lifetime value through optimizing product adoption, customer satisfaction and overall health., • 5+ years in a customer-facing role dealing with mid market or larger accounts in a customer success or account manager role., • 3+ years of SaaS experience or experience working with post-acute software solutions., • Proven experience managing and nurturing executive relationships with customers, including management of executive-level escalations., • Ability to anticipate needs, innovate, and flourish in a fast-paced environment., • Excellent written, oral, and presentation communication skills, with a demonstrated ability to shape narratives supported by data., • Ability to develop market-specific strategies and plans based on industry best practices (ex. Pre-sales, Consulting) to improve growth efficiency and net dollar retention., • Collaborative team player with exceptional relationship and interpersonal skills., • Contributes to a culture of transparency and accountability and has a track record of operating with high integrity and honesty. This role is based remotely in the United States but may require travel to visit customers on-site, as well as occasional travel to AlayaCare offices (in Canada) or events. Work With Purpose At AlayaCare, you’ll help build technology that empowers care providers and improves outcomes for patients and families. Every line of code and every customer interaction contributes to making care more connected, accessible, and human. Grow in a High-Trust Culture We believe in transparency, feedback, and assuming positive intent. Here, you’ll feel safe to share your ideas and career goals, and be supported to achieve them through mentorship, career mobility, and a promote-from-within philosophy. Balance That Works for You We value flexibility and well-being. From “Wellness Fridays” to volunteer time off, to flexible vacation, we make sure you have the space to recharge, contribute to your community, and live your best life. Benefits That Matter • Equity in a well-funded, scaling company., • Comprehensive health benefits, telemedicine, and lifestyle spending accounts., • Parental leave top-up and family support programs. Inclusive by Design We celebrate diverse perspectives and foster belonging through our DEIB initiatives. Employee-led events, summits, and social activities, both in-person and virtual, create meaningful connections across our global teams. Apply today and be part of a company that makes a real difference in the future of home and community care. Not the right role for you? Share this posting with someone who might be a great fit. AlayaCare uses AI tools during our hiring process to support fair, consistent, and objective decision-making. Some initial screening steps may be automated to help identify qualified candidates. If your application is declined automatically, you may request a human review. We’re committed to creating a workplace where everyone belongs. If you require accommodation during the application process, please reach out to ___. #LI-Remote #LI-JM1

Our Mission & Values: At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re the proof layer that shows great companies deserve the trust they aim to build. We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority. Our Culture & Work Style 🚀 At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from: * Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results. * Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact. * Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry. If you thrive when you’re empowered, energized, and working with smart, mission-driven people where you’ll feel at home here. Why Join The Drata Team? The best way to understand the Driver’s Mindset is to see it in action. We’re an award-winning, mission-driven team of 600+ people worldwide, united by a culture that values trust, speed, and continuous growth. * ___ Watch our CEO, Adam Markowitz, discuss the hyper-growth journey, from $0 to $100M ARR in just four years * ___: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available. * ___: See why we are consistently recognized on Fortune's Best Workplaces lists. * Connect with Us on Socials: ___ - follow us for company updates, employee stories, and career news. Job Summary: As a Senior Enterprise Customer Success Manager at Drata, you’ll be at the forefront of helping global companies build trust at scale. You’ll work with our largest and most regulated customers—advising on complex compliance programs and turning Drata into a strategic pillar of their security posture. This is a high-impact, high-visibility role where you’ll own executive relationships, shape long-term success plans, and guide customers through frameworks like SOC 2, ISO 27001, HIPAA, and FedRAMP. More than just a CSM, you’ll be a partner in your customers’ growth—connecting product capabilities to real business outcomes and influencing how they scale securely. We’re looking for someone who is driven by purpose, motivated by outcomes, and grounded in trust and accountability. At Drata, you’ll join a mission-led team that moves with urgency, leads with humility, and builds with intention. You won’t just support customers—you’ll help shape the future of compliance automation alongside some of the most thoughtful and driven minds in SaaS. What you’ll do: * Lead strategic relationships with enterprise customers—earning executive trust and becoming a go-to advisor on compliance program success * Drive outcomes, not just adoption—develop success plans, track KPIs, and proactively identify risks and opportunities for growth * Guide customers through frameworks like SOC 2, ISO 27001, HIPAA, PCI, and FedRAMP—ensuring they get more than checkboxes: real, measurable progress * Own key moments across the customer journey—from onboarding to renewal—with health checks, QBRs, and tailored Mutual Action Plans * Translate voice of the customer into action—partnering cross-functionally with Product, Engineering, Sales, and Support to influence roadmap and remove friction * Champion continuous improvement—both in how our customers scale securely and in how we scale our own processes, playbooks, and strategies * Promote what’s next—drive adoption of new features and ensure Drata continues to evolve alongside each customer’s business What you’ll bring: * Deep understanding of compliance frameworks such as SOC 2, ISO 27001, HIPAA, PCI, or FedRAMP, and how they apply to customer environments and business outcomes. (Required) * 5+ years of experience in security, compliance (GRC), or identity and access management, supporting enterprise customers or programs. (Required) * 8+ years of experience in Customer Success, Consulting, or Strategic Account Management within a B2B SaaS company, with a strong focus on enterprise engagement and long-term customer value. (Required) * Proven success managing complex enterprise relationships, including executive alignment, stakeholder navigation, and success planning across multi-product or regulated environments. * Strong communication skills with the ability to confidently lead conversations with both technical and non-technical stakeholders—particularly around compliance, risk, and automation. * Strategic, outcomes-driven mindset with a knack for translating compliance goals into scalable workflows and measurable impact. * Proficiency with tools such as Salesforce, Catalyst (or similar CS platform), Sigma, and Jira, and a strong understanding of customer workflows and reporting. * Comfortable working in a cross-functional, async-first environment, where you demonstrate trust in teammates, take ownership with humility, and move with urgency and resilience to deliver value to customers. How we support you: At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards. Our total rewards package is designed to power your well-being, accelerate your growth, and keep your work-life balance thriving. Explore how we invest in your ___. * Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success. Equity gives every employee a sense of ownership and the opportunity to celebrate our wins together—because your contributions don’t just support our progress; they help drive our collective success. * Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance. * Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position. * Family Support: We want to support you in life's most important moments, so we offer a paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process. * Growth & Development: Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence. * Time Off & Flexibility: We believe that to do your best work, you should get the time you need for rest, rejuvenation and recovery. Drata offers a flexible vacation policy, paid holidays, and other perks to recharge. This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable range of On-Target Earnings (OTE) for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area. The expected OTE ranges for this role are set forth below, subject to change. Tier 1: $190,000 - $234,700 Tier 2: $171,000 - $211,300 Tier 3: $152,000 - $187,700 You can view which tier applies to where you plan to work___. A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.

Who We Are Temporal is an open source programming model that can simplify code, make applications more reliable, and help developers focus on the important things like delivering features faster. Our amazing user community provides us with real-time feedback and contributions to improve the developer experience everywhere. Backed by top VC firms, we have built a team of professionals from various successful start-ups and well-known technology companies. Together, we collaborate cross-functionally, engage with and support our users to improve the developer experience, deliver world-class open-source software, and enhance our commercial SaaS platform. Temporal is growing and working towards building the best community. We are looking for those who share our values, challenge 'standard' thinking, and want to influence our future. If you have a passion for helping developer communities, open-source software, and want to be a part of our amazing team, we'd love to hear from you! Temporal is shaping the future of application development by enabling organizations to build, scale, and run resilient applications. We are seeking a highly skilled and experienced Strategic Account Executive in New York to join our New Logo team and drive revenue within some of the largest and most complex enterprise organizations. In this role, you will own a key sales territory, navigating matrixed enterprise companies and selling to highly technical personas such as software engineers, engineering leaders, and architects. As a strategic partner to our customers, you will bring a proven ability to lead sophisticated sales processes, uncover opportunities within massive organizations, and drive adoption of Temporal’s solutions. Your entrepreneurial mindset will help you thrive in a high-growth, startup environment, while your expertise in scaling revenue within complex organizations will make you an invaluable asset to our team. Come work with some of the brightest minds in the tech industry and help transform how modern applications are built. You will contribute to the growth of a category-defining company at the forefront of innovation. • Own and manage the entire sales cycle, from prospecting to close, with a focus on growing revenue with new enterprise customers, • Develop and execute strategic sales plans to break into large, matrixed enterprise accounts, • Engage with software engineers, architects, and technical stakeholders to understand their needs and position Temporal effectively across a wide range of use cases, • Navigate complex technical discussions and align Temporal’s capabilities with customer priorities, • Build and nurture quality relationships with prospects, acting as a trusted advisor throughout the sales process, • Partner with customer success, solutions architecture, and product teams to ensure a seamless customer experience, • Leverage your expertise in enterprise sales to identify and capture high-value opportunities within large, complex organizations, driving net-new customer acquisition, • Innovate and adapt sales strategies to meet the dynamic needs of enterprise businesses in a rapidly evolving market, • Demonstrated expertise in enterprise software sales, typically gained through 10+ years of experience in similar roles, • Proven track record of selling to software engineers, technical decision-makers, and engineering leaders, • Navigate complex technical discussions and collaboratively align Temporal’s capabilities with customer priorities, • Demonstrated success navigating and closing deals within large, matrixed enterprise organizations, • Experience driving high-growth sales motions within enterprise accounts, identifying opportunities, and scaling revenue, • Comfortable operating in a fast-paced, high-growth environment with a hands-on approach and entrepreneurial mindset, • Exceptional relationship management skills, with the ability to influence and build trust across multiple levels of an organization, • Demonstrated success in consistently achieving or surpassing revenue goals, • Experience working with cutting-edge developer tools or infrastructure products, • Familiarity with consumption-based sales models and driving adoption of technical products, • Outstanding communication and negotiation skills, with the ability to present to technical and executive audiences, • A passion for technology and a deep curiosity for solving complex customer challenges, • The estimated pay range for this role is $300,000 - $350,000 OTE (50/50 split), • This role is eligible to participate in Temporal's equity plan Compensation ranges reflect salary and commission compensation (when applicable) across several geographic markets. Employment offers carefully consider multiple factors, including prior experience, knowledge, expertise, skillset, market location, and job level assessed during the interview process. Employee benefits and perks below are for full-time employees, part-time or temporary positions are excluded. U.S. Benefits • Unlimited PTO, 12 Holidays + 2 Floating Holidays, • 100% Premiums Coverage for Medical, Dental, and Vision, • AD&D, LT & ST Disability, and Life Insurance (Standard & Supplemental Available), • Empower 401K Plan, • Additional Perks for Learning & Development, Lifestyle Spending, In-Home Office Setup, Professional Memberships, WFH Meals, Internet Stipend and more! International Benefits • Paid Time Off (PTO) and Benefits outside the United States vary by country, and are issued in partnership with ___. Additionally, Temporal offers perks to all international employees for learning & career development, a lifestyle spending account, in-home office setup (in addition to company-issued hardware), professional memberships, work-from-home meals, and access to the Calm app for mental wellness. Additional Perks • $3,600 / Year Work from Home Meals, • $1,500 / Year Career Development & Learning, • $1,200 / Year Lifestyle Spending Account, • $1,000 / Year In-Home Office Setup (In addition to Temporal issued equipment - laptop, monitor, keyboard, mouse, trackpad, and extension power cable at no cost to you), • $500 / Year Professional Memberships, • $74 / Month Reimbursement for Internet, • Calm App Subscription for Mental Health & Wellness Temporal Technologies is an Equal Opportunity Employer. Temporal Technologies does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status, or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need. We embrace and celebrate differences and diversity. Temporal is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. If you need to request a reasonable accommodation, please let your Recruiter know so we can assist. We are not working with external recruitment agencies, thanks.

About the Job: We’re hiring a Director, Enterprise Acquisition, to oversee an elite team of high-performing AEs who focus exclusively on hunting and closing net new logos. We are looking for someone who can navigate complex enterprises. As a Director, Enterprise Acquisition Sales, you will directly manage enterprise AEs and oversee our midmarket acquisition team Manager. In this role you will develop multi-threaded relationships, orchestrate long and complex deal cycles, and position LaunchDarkly as a mission-critical part of modern software delivery. This is a highly visible, team quota-carrying role that requires a strategic mindset, strong executive presence, and deep enterprise sales expertise in the SaaS ecosystem. Responsibilities: Strategic Account Leadership • Lead an organization accountable for achieving and exceeding a multi-million-dollar annual revenue target across Fortune 1000 new logo opportunities, • Define and execute regional account and territory strategies that expand LaunchDarkly’s footprint with engineering, DevOps, platform, and product leadership teams, • Provide leadership and oversight on complex, high-risk enterprise negotiations, serving as an escalation point across legal, procurement, security, and architectural stakeholders, • Ensure consistent articulation and adoption of LaunchDarkly’s value proposition across the team, including progressive delivery, experimentation, developer productivity, and release safety Pipeline Generation & GTM Alignment • Establish regional pipeline strategy and operating cadence, ensuring sustained pipeline coverage through outbound programs, account-based motions, partner engagement, and executive-level selling, • Lead alignment across Account Executives, SDRs, Marketing, and Channel teams to drive predictable top-of-funnel performance and conversion, • Own forecasting rigor and pipeline governance, holding the team accountable for accuracy, inspection, and execution discipline within Salesforce Cross-Functional Partnership • Partner closely with Sales Engineering leadership to ensure consistent, high-quality execution of technical evaluations, proof-of-value engagements, and enterprise architecture discussions, • Collaborate with Customer Success leadership to drive effective handoffs, adoption outcomes, and long-term customer value realization across the regional book of business, • Synthesize and elevate customer and market insights to Product, Engineering, and executive leadership to inform roadmap priorities, packaging decisions, and industry positioning Executive Engagement & Thought Leadership • Coach and enable the team to build trusted advisor relationships with VP+, CTO, CPO, platform, and digital transformation leaders across strategic accounts, • Act as a senior leader sponsor on priority opportunities, articulating how feature management reduces risk, accelerates release velocity, and supports enterprise transformation initiatives, • Represent LaunchDarkly externally at regional events, partner forums, and industry conferences, reinforcing market credibility and supporting GTM objectives Qualifications: • Typically expects a minimum of 12 years of enterprise SaaS sales experience with a proven record of exceeding quota in complex, multi-threaded deal environments. Along with a minimum of 3 years of sales leadership experience, • Experience selling to technical buying centers—especially engineering, DevOps, platform, and product organizations, • Passionate about the net-new-logo acquisition aspect of selling, and ability to win over others about the upside of this type of role, • Prove success hiring, managing, developing a team of successful new-logo sellers, • Demonstrated success closing mid to high six-figure annual contracts, • Strong command of MEDDICC or similar enterprise qualification methodologies, • Excellent storytelling skills and the ability to translate technical concepts into compelling business outcomes, • Comfort navigating large enterprise organizations and orchestrating cross-functional deal teams, • Ability to travel up to 40% of the time based on business needs, • Previous success in a high-growth startup or scale-up environment, • Familiarity with LaunchDarkly’s ecosystem (AWS, Azure, GCP, HashiCorp, GitHub, Datadog, etc.) Pay: Target pay ranges based on Geographic Zones* for Level M4: • Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $214,000 - $295,000**, • Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $193,000 - $265,000**, • Zone 3: All other US locations - $182,000 - $251,000** LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location. *Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas. **Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary. About LaunchDarkly: Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations. The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by: • Improving the velocity and stability of software releases, without the fear of end customer outages, • Delivering targeted experiences by easily personalizing features to customer cohorts, • Maximizing the business impact of every feature through the ability to experiment and optimize, • Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types, • Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at ___. Do you need a disability accommodation? Fill out this ___ and someone from our People Operations team will contact you for assistance.

GitLab is an open-core software company that develops the most comprehensive ___, used by more than 100,000 organizations. Our ___ is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like ___ and ___, customers get AI benefits at every stage of the SDLC. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our ___ and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. ___ as we build technology that transforms how the world develops software. As the Senior Professional Services Technical Architect, you'll be a key technical leader within GitLab's Professional Services organization. You'll guide customers through complex, high-impact engagements so they can realize the full value of the GitLab platform. You'll own the end-to-end technical architecture across projects in the Americas. This starts with discovery and scoping and continues through detailed design, delivery, and validation of our engagements. You'll make sure every solution aligns with customer goals and GitLab best practices. You'll report to regional Professional Services leadership and translate business and technical requirements into quality deliverables that can be reused across projects. You'll lead projects with multiple consultants and provide expert DevSecOps and AI-driven development guidance that drives successful adoption and long-term outcomes. In your first year, you'll deliver high-impact customer engagements while refining our architectural standards and delivery approaches. You'll establish yourself as a trusted technical advisor to customers and a go-to resource for complex implementations within the team. You'll deepen collaboration with Sales, Product, Engineering, and Professional Services Engagement Managers. You'll also strengthen how we approach discovery, design, and delivery across on-premises and cloud environments. It's a unique opportunity to shape how GitLab designs and delivers technical solutions for some of the world's most innovative companies. You'll help define the future of DevSecOps and AI-assisted delivery through hands-on architecture, mentorship, and thought leadership. • Delivering high-level technical architectures for complex GitLab implementations, including infrastructure, security, and integration designs that align with each customer's goals and constraints, • Leading large-scale migrations from source systems to GitLab using tools like Congregate, and defining detailed cutover and validation plans to minimize risk and downtime, • Designing and deploying GitLab environments on customer on-premises and cloud providers using the GitLab Environment Toolkit, Terraform, and Ansible in line with GitLab reference architectures, • Providing DevOps and DevSecOps consulting, including CI/CD, cloud, and SCM modernization, and guiding customers on best practices using GitLab Flow, Pipeline Components, and AI-assisted development workflows with GitLab Duo, including code suggestions, chat, and agentic tools that accelerate software delivery and improve developer productivity, • Coordinating technical implementation activities across internal Professional Services consultants, partner consultants, and customer teams to ensure aligned, on-time, and high-quality delivery, • Creating and maintaining technical collateral such as delivery kits, runbooks, and training materials that enable consistent, repeatable services delivery across regions and partners, • Leading technical discovery and solution design sessions with customers and partners, translating business objectives and constraints into clear, actionable technical requirements and statements of work, • Supporting Professional Services leadership by vetting partner consultants and new hires for technical depth and delivery experience, and providing enablement sessions on new or strategic service offerings, • Deliver high-level designs and oversee GitLab deployments to customer environments (on-premises and cloud providers) using Terraform, Ansible, and the GitLab Environment Toolkit, ensuring solutions align with GitLab reference architectures and defined customer expectations., • Engage with customers under a Statement of Work, driving high-quality outcomes such as increased adoption and usage of the GitLab platform., • Plan and execute migrations from source systems to GitLab using tools such as Congregate, ensuring data integrity, minimal disruption, and clear communication with stakeholders., • Provide DevSecOps consulting, including guidance on frameworks like GitLab Flow and DORA best practices. Help customers adopt AI-assisted development practices with GitLab Duo, including code generation, chat, and agentic workflow features, to modernize their software delivery practices and drive GitLab adoption., • Lead and mentor Professional Services and partner consultants by coordinating implementation activities with developers and customer points of contact, and by sharing best practices, communication approaches, implementation strategies, and reusable documentation, delivery kits, and training materials on large-scale enterprise engagements., • Partner with Professional Services Engagement Managers, customers, partners, and GitLab Professional Services Engineers to scope and create Statements of Work, lead technical discovery sessions to understand business goals, technical constraints, and requirements, and provide level-of-effort estimates, risk identification, trade-off discussions, and architecture recommendations that translate into clear, actionable designs and task-level work to support successful delivery., • Stay current on GitLab product releases, features, and fixes, and proactively share relevant updates and insights with the Professional Services team through enablement sessions and asynchronous communication., • Support Regional Delivery Managers with technical vetting of partner consultants and new hire candidates, as well as staffing assessments for complex Statements of Work., • Demonstrated progressive experience delivering complex, customer-facing technical consulting engagements from discovery and design through implementation and handover, ideally within a technology or software professional services environment. Strong background in professional services delivery models and technical consulting, including the ability to define, estimate, and communicate task-level work and align technical solutions with customer business goals., • Proven ability to design and document scalable architectures for GitLab or similar DevOps platforms, including infrastructure, security, and integration patterns across on-premises and cloud environments, with the strategic thinking and technical acumen to translate customer requirements and constraints into robust reference architectures, migration approaches, and implementation roadmaps., • Experience leading cross-functional delivery teams (for example, Professional Services engineers, partner consultants, customer technical leads, and architects), with a focus on clear technical direction, collaboration, and shared accountability for outcomes., • Deep familiarity with modern DevOps and DevSecOps practices and tooling, including source code management, continuous integration and continuous delivery, and infrastructure as code, with hands-on experience implementing these in enterprise environments., • Hands-on experience with infrastructure-as-code and configuration management tools, particularly Terraform and Ansible; familiarity with migration tools like Congregate and the GitLab Environment Toolkit., • Excellent communication and interpersonal skills, with the ability to lead technical discovery sessions, explain complex concepts to both technical and non-technical stakeholders, and build trusted advisor relationships with customers and partners., • Ability to operate autonomously in a fully remote, distributed, and asynchronous work environment, while managing multiple concurrent engagements, maintaining consistent target billable utilization, and adapting to ambiguity and change., • Experience with DORA metrics and software delivery performance measurement, with the ability to help customers establish baselines, set improvement goals, and leverage GitLab's analytics capabilities to track deployment frequency, lead time, change failure rate, and recovery time, is a plus. The Professional Services team at GitLab helps customers get the full value of our platform through consulting, implementation, and enablement services. We design, deliver, and improve service offerings and delivery models that drive successful outcomes, accelerate adoption, and support long-term customer success. Our team includes managers, architects, engineers, project managers, and other specialists across multiple regions, and we work asynchronously to support customers globally and maintain continuous progress. We emphasize open communication with customers and internal teams and adapt how we work as their needs evolve. The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our ___ and ___. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $144,500 - $309,600 USD How GitLab will support you • ___ support Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from ___ are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our ___ Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also ___ and ___. If you have a disability or special need that requires ___, please let us know during the ___.

Location Our Senior Cloud Architect, ML/AI will be an integral part of our global Forward Deployment Engineering team. This role is based remotely in the US, Colombia, Mexico, Canada, the UK, Ireland, Estonia, Sweden, the Netherlands, and Israel. The job is also open to contractors in Eastern Europe or Portugal. About DoiT DoiT is a global technology company that works with cloud-driven organizations to leverage public cloud to drive business growth and innovation. We combine data, technology, and human expertise to ensure our customers operate in a well-architected and scalable state—from planning to production. Delivering DoiT Cloud Intelligence, the only solution that integrates advanced technology with human intelligence, we help our customers solve complex multicloud problems and drive efficiency. With decades of multicloud experience, we have specializations in Kubernetes, GenAI, CloudOps, and more. An award-winning strategic partner of AWS, Google Cloud, and Microsoft Azure, we work alongside more than 4,000 customers worldwide. The Opportunity As a Senior Cloud Architect, ML/AI, you will be part of our global Forward Deployed Engineering organization, working with rapidly growing companies in EMEA and around the world. Depending on business needs, this role may be aligned to either Field Engineering (pre-sales + GTM) or FDE Delivery (install base, product adoption, customer health), with a common technical bar and shared expectations. You will: • Lead the design and implementation of production-grade ML and Generative AI solutions on AWS (with awareness of multi-cloud environments)., • Act as a hands-on expert and trusted advisor for customers running AI/ML workloads at scale, from initial discovery through deployment and optimization., • Translate complex business problems into cloud architectures that are secure, reliable, cost-efficient, and observable., • Help evolve how DoiT uses AI/ML internally and with customers by turning one-off solutions into reusable patterns and “gravel roads” that influence the product roadmap. For Field Engineering, you will focus more on pre-sales, POVs, CloudBuild engagements, and partner-led growth motions. For Delivery, you will focus more on install base health, product adoption, proactive engagements, and account-team work. • Lead discovery, architecture, and implementation for advanced ML and Generative AI workloads on AWS, including data, training, inference, and integration layers., • Own the technical success of your engagements: clearly define outcomes, make tradeoffs visible, and ensure designs are production-ready (security, reliability, performance, cost)., • Provide opinionated guidance on GenAI architectures (e.g., Amazon Bedrock, SageMaker, Q) and how they integrate with customers’ existing systems and processes. For Field Engineering: • Partner with Account Executives, Solution Engineers, and Growth FDEs to shape and win opportunities across all four GTM pillars in-region (product adoption, new logo acquisition, install base expansion, partner-led growth)., • Serve as technical lead for extended POVs and CloudBuild engagements focused on AI/ML and GenAI, demonstrating clear value and de-risking customer adoption., • Build compelling technical narratives and demos that support revenue-generating motions, including co-sell initiatives with CSP partners. For Delivery: • Act as a named technical advisor for a portfolio of existing customers, working within account teams (Account Manager, CSM, FDE) to improve install base health and outcomes for AI/ML and GenAI workloads., • Lead proactive “Get FDE”–style engagements where AI/ML expertise is needed to unblock customers, reduce risk, or improve the impact of DoiT Cloud Intelligence., • Participate in structured account-team routines (e.g., objective setting, quarterly environment reviews) to keep AI/ML architectures aligned with customer goals and product adoption opportunities., • Recommend and implement AI/ML-related capabilities in DoiT Cloud Intelligence (e.g., CloudFlow, Insights, DataHub) as part of your customer engagements., • Document and measure the business and technical impact of your work, tying AI/ML initiatives to clear customer outcomes (cost, performance, reliability, productivity). For Field Engineering: • Design and run service-led product adoption plays that use AI/ML and GenAI projects to drive deeper adoption of DoiT’s platforms, in partnership with Growth leadership., • Ensure AI/ML-focused CloudBuild and POV engagements include mandatory product adoption playbooks, with clear activation and follow-up criteria. For Delivery: • Execute against delivery programs and automations that detect product struggles (e.g., customers failing to complete AI/ML workflows, incomplete CloudFlow pipelines) and turn those into targeted AI/ML advisory engagements., • Use every relevant delivery touchpoint to recommend and operationalize product adoption (e.g., Insights, automation, FinOps/CloudOps workflows) in collaboration with account teams., • Maintain a high personal bar for delivery quality: clear scopes, realistic plans, strong communication, and crisp technical documentation., • Capture repeatable AI/ML patterns, reference architectures, and runbooks that other engineers can apply across customers. For Field Engineering: • Identify and validate “gravel road” solutions—custom AI/ML or GenAI integrations and patterns that should be elevated into standard offerings or product features., • Work with Product, R&D, and growth leaders to submit and champion these patterns into the roadmap, connecting field innovation to scalable packages and revenue engines. For Delivery: • Contribute to the FDE Delivery vision by turning recurring AI/ML implementation work into structured “gravel roads” (e.g., reusable CloudFlow patterns, Insights definitions, data pipelines) that can be productized., • Collaborate with FDE advocates and product teams to ensure field-built AI/ML solutions are vetted, documented, and, when appropriate, handed off for productization., • Collaborate closely with Sales, Customer Success, Product, and Business Systems Engineering to ensure AI/ML work is visible, repeatable, and connected to company priorities., • Communicate clearly with both technical and non-technical stakeholders, setting expectations and making risks and tradeoffs explicit. For Field Engineering: • Work with cloud partner teams (especially AWS) to align AI/ML initiatives to program funding, strategic bets, and co-sell motions—without compromising customer outcomes., • Provide technical leadership for partner-led opportunities involving GenAI and ML on AWS, ensuring DoiT’s value and DoiT Cloud Intelligence are central to the solution. For Delivery: • Coordinate with Account Managers, CSMs, TAMs, and other FDEs to ensure AI/ML engagements are sequenced correctly within broader account plans and install-base priorities., • Feed structured, field-derived feedback on product adoption barriers (especially for AI/ML capabilities) into Delivery leadership and product teams., • Use and maintain the systems, templates, and workflows that support planning, observability, and quality across Customer Experience (e.g., JIRA, documentation standards, dashboards)., • Contribute to internal enablement: teach other Doers about new AI/ML capabilities, share patterns, and help raise the bar globally for ML/AI expertise. For Field Engineering: • Ensure your AI/ML work is accurately reflected in pipelines, opportunities, and CloudBuild portfolios, enabling reliable reporting on technical win rates and influence on ARR., • Help improve forecast quality and POV coverage for AI/ML-related opportunities by maintaining good hygiene in the relevant systems. For Delivery: • Ensure AI/ML delivery engagements are logged, measured, and observable in the tools used for install-base health and product adoption tracking., • Participate in Delivery operating rhythms (e.g., team reviews, program updates) with clear, data-backed updates on your AI/ML work and impact., • Success metrics and specific objectives for this role will be defined and updated on an annual and quarterly basis through the company planning cycle, pod charters, Weekly Operating Review (WOR) scorecards, and relevant regional/functional scorecards., • As a Senior Cloud Architect, you are expected to:, • Understand the metrics and objectives that apply to your function (Field Engineering or FDE Delivery) and region., • Transparently report progress against those metrics., • Proactively propose and execute corrective actions when off track., • Experience, • 4+ years of experience architecting, deploying, and managing cloud-based AI/ML solutions, including production workloads., • Proven track record designing and operating large, distributed systems on AWS, selecting appropriate services and patterns to meet business and technical goals., • AWS & GenAI / ML Expertise, • Advanced proficiency with AWS services relevant to AI/ML and GenAI., • Hands-on experience with Amazon Bedrock for deploying and scaling foundation models and Generative AI workloads., • Experience fine-tuning and deploying Large Language Models (LLMs) and multimodal AI using Amazon SageMaker (including JumpStart)., • Strong prompt engineering skills and familiarity with rigorous model evaluation (quality, safety, performance)., • Understanding of agentic capabilities and patterns for AI agents that autonomously perform tasks and integrate with existing systems., • Experience with Amazon Q Business and Amazon Q Developer (or similar tools) to accelerate insight generation and development workflows., • ML Pipelines, Data & MLOps, • In-depth knowledge of Amazon SageMaker components such as Pipelines, Model Monitor, Data Wrangler, and SageMaker Clarify for bias detection and interpretability., • Proficiency integrating TensorFlow, PyTorch, and other ML frameworks with SageMaker for model development, fine-tuning, and deployment., • Experience with distributed training (multi-GPU or multi-node) and performance optimization for inference., • Strong data-engineering skills on AWS: Amazon S3, AWS Glue, Lake Formation, Redshift for AI/ML data pipelines., • Experience building end-to-end AI/ML workflows using services like AWS Lambda, Step Functions, API Gateway, and containerized deployments on Amazon EKS / AWS Fargate., • DevOps, MLOps, Governance & Security, • Hands-on experience with CI/CD for AI/ML using AWS CodePipeline, CodeBuild, SageMaker Pipelines, or similar., • Proficiency in monitoring and operating AI systems using Amazon CloudWatch and SageMaker Model Monitor., • Strong understanding of AI governance, security, and compliance on AWS, including IAM, KMS, and data privacy patterns., • Familiarity with AI ethics and bias detection/mitigation (e.g., using SageMaker Clarify or similar tools)., • Multi-Cloud Awareness & Collaboration, • Working knowledge of Google Cloud AI tools (e.g., Vertex AI, Cloud AutoML, BigQuery ML) sufficient to reason about multi-cloud architectures and integration points., • Proven ability to mentor peers, run enablement sessions, and collaborate across Sales, CS, and Product., • Soft Skills, • Excellent communication skills across technical and business audiences; able to simplify complex ideas and influence decisions., • Natural ownership mentality: you escalate early, resolve fast, and own the outcome., • Demonstrated ability to work effectively in a remote-first, global environment., • Education & Certifications, • BA/BS degree in Computer Science, Mathematics, or a related technical field, or equivalent practical experience., • Additional data or AI certifications (e.g., AWS/GCP data certifications, reputable AI/ML programs such as Stanford, Coursera, Udacity, MIT, eCornell)., • Expanded AI/ML & Dev Experience, • Experience with modern RLHF, advanced fine-tuning techniques, and hybrid AI architectures., • Familiarity with Hugging Face or similar open-source ecosystems integrated with AWS., • Prior experience as a ML Engineer, Data Scientist, or AI-focused Architect in a consulting or SaaS environment., • Tooling & Process, • Experience with JIRA or similar tools for tracking work across delivery and product-feedback cycles., • Exposure to Agile practices and frameworks commonly used for SaaS and cloud delivery. Are you a Do’er? Be your truest self. Work on your terms. Make a difference. We are home to a global team of incredible talent who work remotely and have the flexibility to have a schedule that balances your work and home life. We embrace and support leveling up your skills professionally and personally. What does being a Do’er mean? We’re all about being entrepreneurial, pursuing knowledge, and having fun! Click here to learn more about our ___. Sounds too good to be true? Check out our___. We thought so too, but we’re here and happy we hit that ‘apply’ button. Full-time employee benefits include: • Unlimited Vacation, • Flexible Working Options, • Health Insurance, • Parental Leave, • Employee Stock Option Plan, • Home Office Allowance, • Professional Development Stipend, • Peer Recognition Program Many Do’ers, One Team DoiT unites as Many Do’ers, One Team, where diversity is more than a goal—it's our strength. We actively cultivate an inclusive, equitable workplace, recognizing that each unique perspective enhances our innovation. By celebrating differences, we create an environment where every individual feels valued, contributing to our collective success. #LI-Remote

About the team The Solutions Architecture team is responsible for ensuring the safe and effective deployment of Generative AI applications for developers and enterprises. We act as a trusted advisor and thought partner for our customers, working to build an effective backlog of GenAI use cases for their industry and drive them to production through strong technical guidance. As a Solutions Architect in the Digital Native segment, you’ll help large and highly technical companies transform their business through solutions such as customer service, automated content generation, contextual search, personalization, and novel applications that make use of our newest, most exciting models. About the role We are looking for a driven solutions leader with a product mindset to partner with our customers and ensure they achieve tangible business value with GenAI. You will pair with senior customer leaders to establish a GenAI strategy and identify the highest value applications. You’ll then partner with their engineering and product teams to move from prototype through production. You’ll take a holistic view of their needs and design an enterprise architecture using OpenAI API and other services to maximize customer value. You will collaborate closely with Sales, Solutions Engineering, Applied Research, and Product. This role is based in our NYC office. We use a hybrid work model of 3 days in the office per week and offer relocation assistance to new employees. In this role, you will: * Deeply embed with our most sophisticated and technical platform customers, serving as their technical thought partner in ideating and building novel applications on our API. * Proactively provide guidance to our customers on how to maximize business impact from their applications, accelerating their time to value. * Experiment and prototype solutions with and for your customers. * Forge and manage relationships with our customers’ leadership and stakeholders to ensure their application’s successful deployment and scale. * Contribute to our open-source developer and enterprise resources. * Scale the Solutions Architect function through sharing knowledge, codifying best practices, and publishing notebooks to our internal and external repositories. * Validate, synthesize, and deliver high-signal feedback to the Product, Engineering, and Research teams. You’ll thrive in this role if you: * Have 5+ years of technical consulting (or equivalent) experience. * Are proficient in Python and JavaScript. * Built and/or delivered prototypes on top of our API platform. * Led complex technical projects and programs with many stakeholders. * Can proactively identify opportunities for maximizing our customers’ business value through leveraging the OpenAI API. * Own problems end-to-end, and are willing to pick up whatever knowledge you're missing to get the job done to ensure both your team and our customers succeed. * Have a humble attitude and an eagerness to help others with empathy. * Operate with high horsepower, are adept at frequent context switching and working on multiple projects at once with expansive ownership, and ruthlessly prioritize. * Thrive in dynamic environments and can navigate ambiguity with ease. About OpenAI OpenAI is an AI research and deployment company dedicated to ensuring that general-purpose artificial intelligence benefits all of humanity. We push the boundaries of the capabilities of AI systems and seek to safely deploy them to the world through our products. AI is an extremely powerful tool that must be created with safety and human needs at its core, and to achieve our mission, we must encompass and value the many different perspectives, voices, and experiences that form the full spectrum of humanity. We are an equal opportunity employer and do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability or any other legally protected status. For US Based Candidates: Pursuant to the San Francisco Fair Chance Ordinance, we will consider qualified applicants with arrest and conviction records. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this ___. At OpenAI, we believe artificial intelligence has the potential to help people solve immense global challenges, and we want the upside of AI to be widely shared. Join us in shaping the future of technology.

Job Title: Sr. Sales Engineer Job Type: Full-time Location: Remote - Chicago CloudBees enables enterprises to deliver scalable, compliant, and secure software, empowering developers to do their best work. Seamlessly integrating into any hybrid and heterogeneous environment, CloudBees is more than a tool—it's a strategic partner in your cloud transformation journey, ensuring security, compliance, and operational efficiency while enhancing the developer experience across your entire software development lifecycle. It allows developers to bring and execute their code anywhere, providing greater flexibility and freedom through fast, self-serve, and secure workflows. CloudBees supports organizations at every step of their DevSecOps journey, whether using Jenkins on-premise or transitioning software delivery to the cloud. We’re helping customers build the future, today. As a Sr. Sales Engineer at CloudBees, you’ll be a trusted technical advisor to prospects and customers across the North America region. You will partner closely with Account Executives to demonstrate the value of CloudBees’ DevOps platform, guide customers through technical evaluations, and help translate complex DevOps challenges into scalable solutions. This role blends deep technical expertise with strong communication skills and a passion for helping teams deliver better software. • Partner with Sales to drive the technical evaluation and pre-sales process, • Lead product demonstrations, technical presentations, and proof-of-concepts, • Understand customer DevOps workflows, CI/CD pipelines, and infrastructure, • Translate technical requirements into CloudBees solutions that meet business needs, • Act as a technical liaison between customers, Sales, Product, and Engineering, • Support RFPs, security questionnaires, and architecture discussions, • Stay current on DevOps trends, competitive landscape, and CloudBees product updates, • 7+ years of experience as a Sales Engineer, Solutions Engineer, or similar customer-facing technical role, • Strong understanding of DevOps concepts, CI/CD, and modern software delivery practices, • Hands-on experience with tools such as Jenkins, Git, Kubernetes, Docker, cloud platforms (AWS, Azure, GCP), or similar, • Ability to explain complex technical concepts to both technical and non-technical audiences, • Background as a Software Engineer, DevOps Engineer, or SRE, • Familiarity with enterprise security, compliance, and governance requirements, • Experience selling or supporting SaaS or platform products, • In accordance with applicable law, the following represents a reasonable estimated compensation range for this role: the estimated pay range for this role is $210,000 - $230,000 annually (OTE). Actual compensation will be determined based on skills, experience, and geographic location and may be more or less than the amount shown above. Compensation for this role is base compensation + commission. Compensation shown is reflective of on target earnings (OTE)., • What CloudBees Offers:, • Health Insurance, • Dental Insurance, • Vision Insurance, • Short & Long Term Disability, • Life Insurance, • HSA/FSA, • Remote Work Environment, • Flexible Time Off, • Paid Company Holidays, • Parental Leave, • Variable Bonus Plan dependent on your role, • Stock grant opportunities dependent on your role This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all duties, responsibilities, and qualifications required of employees assigned to this position. Duties, responsibilities, and activities may change at any time with or without notice.

Business Area: Sales Seniority Level: Mid-Senior level Job Description: At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world's largest enterprises. Cloudera empowers the world's largest enterprises across every industry to use data to solve some of the most complex challenges that ___ ___ and ___. We have a platform that delivers incredible Data and Analytics technology across On-Premises, Public Cloud, and in a Hybrid model. We're at an exciting point in our transformation as we successfully execute on our strategy. The Cloudera Public Sector sales team is seeking an experienced SLED Account Executive for the Central region. We require a seller with established relationships in this territory, a proven ability to excel at solution selling, and the skills necessary to act as a strategic trusted advisor to our clients. You will join our relationship-driven team and take charge of the SLED Central territory by developing detailed sales/marketing plans and maximizing sales opportunities to drive results that inspire productivity and teamwork. You will rely on your experience and good judgment to proactively build and exponentially grow accounts and drive year-over-year growth in line with revenue goals. As a SLED Account Executive you will: * Develop and execute a strategic and comprehensive business plan for your territory, including identifying core customers, mapping the benefits of Cloudera's solutions to the business requirements. * Demonstrate a proven ability to excel at complex, consultative solution selling. * Serve as a strategic trusted advisor to key decision-makers across your assigned agencies and subcomponents, driving adoption of Cloudera's Data and Analytics platform. * Strive to understand the customer's organizational structure and work to achieve alignment. * Drive new business in greenfield accounts at the C-suite level or equivalent. * Ensure accurate forecasting, pipeline creation, regular quarterly revenue delivery, and facilitation of sales enablement and regulate the implementation of agreed account and business plans. * Coach & collaborate with partners, accessing resources within Cloudera to support them on specific opportunities, with the goal of building capacity to meet customers' demand for Cloudera-related services and skills. * Develop detailed sales/marketing plans and sales forecasts. * Manage time and workflow and create effective call plans. * Monitor competition and respond immediately and appropriately. * Leverage existing relationships to build an exhaustive network and generate prolific referrals. We're excited about you if you have: * A successful & proven track record of overachieving quota goals. * Established, deep-seated relationships within SLED Central region customers * 4-5+ years of full sales cycle, technology solutions sales, business development, consulting or equivalent experience. * Ability to operate & thrive in an entrepreneurial environment. * Sales experience with Big Data, Open Source Applications, Enterprise Application Integration, Database and/or Business Intelligence software concepts and solutions preferred. * BA/BS or equivalent educational background. What you can expect from us: * Generous PTO Policy * Support work life balance with ___ * Flexible WFH Policy * Mental & Physical Wellness programs * Phone and Internet Reimbursement program * Access to Continued Career Development * Comprehensive Benefits and Competitive Packages * * Employee Resource Groups EEO/VEVRAA

US Salary Range: $65,000 - $70,000 ; $135k - $140k on-target earnings Bonterra exists to propel every doer of good to their peak impact. We measure that impact against our vision to increase the giving rate as a percentage of GDP from 2% to 3% by 2033. We know that this goal is lofty, but we are confident that the right technology and expertise will strengthen trust in the sector, allowing the social good industry to accelerate growth and reach peak impact. Bonterra's differentiated, end-to-end solutions collectively support a unique network of over 20,000 customers, including over 16,000 nonprofit organizations and over 50 percent of Fortune 100 companies. Learn more at bonterratech.com. The Strategic Account Manager is responsible for managing and expanding a portfolio of growth-minded nonprofit customers. This role goes beyond traditional customer success by carrying a clear mandate to drive measurable revenue growth and fundraising success within existing accounts. The Strategic Account Manager will serve as a trusted advisor to customers while identifying and executing opportunities to increase event volume and program expansion, drive feature adoption to grow engagement and processing dollars, expand subscriptions and platform utilization, and cross-sell additional OneCause and Bonterra solutions, including DonorDrive and other portfolio products. This role requires a seasoned, commercially minded, and data-driven customer relationship professional who can prioritize their book of business based on growth potential, build strategic account plans, and execute measurable expansion strategies while maintaining strong customer health and retention. Essential Functions * Own and grow a portfolio of Strategic Accounts, serving as the primary relationship owner and revenue expansion lead. * Develop and execute focused account plans aligned to annual growth targets, identifying expansion opportunities across events, adoption, processing volume, subscriptions, and additional Bonterra solutions. * Prioritize accounts based on growth potential and engagement signals, directing effort where impact and ROI are highest. * Lead executive business reviews that align fundraising strategy with platform capabilities and surface forward-looking expansion opportunities. * Partner with Sales to drive upsell and cross-sell motions, leveraging Salesforce, Gainsight, and performance data to inform forecasting and action plans. * Collaborate cross-functionally to remove growth blockers, improve adoption, and scale best practices that drive retention and expansion. Knowledge, Skills & Abilities * Demonstrates strategic account management by prioritizing accounts based on growth propensity, leading revenue-focused conversations with confidence, and using data-driven insights from Salesforce and Gainsight to inform expansion strategies and customer recommendations. * Drives revenue expansion within existing accounts by growing processing dollars, increasing event volume, accelerating feature adoption, and executing cross-sell motions, directly contributing to Bonterra's growth objectives while improving nonprofit fundraising outcomes. Success will be measured by revenue retention, account expansion revenue, processing dollar growth, feature adoption rates, cross-sell attach rate for DonorDrive and Bonterra solutions, and executive relationship depth. Required Minimum Qualifications * Proven track record of managing strategic accounts with measurable revenue growth outcomes. * Demonstrated success in upsell, cross-sell, or expansion within existing customers. * Strong understanding of nonprofit fundraising models, events, and peer-to-peer strategies. * Ability to prioritize a large book of business based on revenue potential and risk. * Commercial acumen and comfort leading revenue-focused conversations. * Excellent executive communication and relationship-building skills. * Self-starter who thrives in an evolving, high-growth environment. Preferred Qualifications * 3-5 years of experience in customer success, account management, or strategic sales within SaaS or nonprofit technology. * Direct experience with nonprofit fundraising practices or mission-driven organizations. * Experience developing and executing strategic account plans with defined growth targets. * Proficiency with Gainsight, Salesforce, and customer analytics or business intelligence platforms. * Demonstrated ability to build and maintain executive-level relationships within enterprise or strategic accounts. At this time, we are unable to consider candidates who require current or future sponsorship for employment authorization. At Bonterra, we're innovating with a higher purpose: to increase giving to 3% of US GDP by 2033, creating $573 billion more in global impact every year. At Bonterra, we foster an inclusive, equitable culture where every team member belongs and contributes to meaningful impact. Read more about our values and culture ___ We offer a comprehensive benefits package that supports your health, well-being and growth - explore full details ___ Compensation and benefits for this role apply to full-time employees in the United States and may vary based on local standards, laws and norms. Pay is determined by location, skills, experience, and education, and is one part of Bonterra's total rewards package, which may also include bonuses, incentives, equity, and a comprehensive benefits program. At Bonterra, we are proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We provide equal employment opportunities without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, veteran status, or any other characteristic protected by law. If you require a reasonable accommodation during the application process, please ___

We are looking for a Solution Specialist to join our AI Solution Specialist team to drive cross-sell opportunities for Datagrid, acting as an AI technical consulting bridge between our customers and products. You'll partner closely with Account Executives, Product, and Engineering to understand client pain points, build AI Agents with our no-code solution, and demonstrate the power of our platform in action. You'll be client-facing, working with operations leaders, technology teams, and executives to solve business challenges with intelligent automation solutions. You'll move customers and prospects to invest in Procore's AI solutions through subject matter expertise and an ability to translate complex AI functional and technical concepts to client stakeholder value that can be understood by all client audiences, from the C-Suite to IT. This position can be located at one of our office locations or be remote. The role reports directly to the manager of the AI Solution Specialist team. What you'll do: * Educate customers on best practices for deploying and scaling AI systems. * Serve as a trusted AI domain and technical advisor, internally and externally, throughout the sales cycle and early post-sale phase. * Proactively prospect into our existing customer base to uncover new cross-sell opportunities for Procore AI solutions (Datagrid). * Advise sales partners on account & territory strategies for engaging customers with Procore's new AI offerings * Partner with Sales to lead technical discovery calls and identify customer goals, tech stacks, data requirements, and workflow needs. * Build agents to solve customers' most pressing problems by writing AI instructions and configuring Tool usage. * Design and deliver custom demos and proofs-of-concept (POCs) showcasing our AI agent capabilities. * Translate customer requirements into technical solutions and implementation plans. * Collaborate with Product and Engineering to influence roadmap priorities based on customer feedback. * Support RFP responses, architecture diagrams, and security documentation. * Contribute to internal playbooks, demo environments, and reusable solution templates. What we're looking for: * 3+ years in a solutions engineering, pre-sales, or customer-facing technical role. * Proven track record of successful outbound prospecting, account mapping, and driving cross-sell revenue within existing accounts. * Strong understanding of AI/ML concepts, APIs, and cloud-based architectures. * Excellent communication and storytelling skills, you can frame complex solutions in terms of measurable business impact. * Strong prompt engineering skills - knowledge of best practices, Agent evaluation, etc. * Comfort presenting to executives, operations, and technical audiences alike. * Curiosity, resourcefulness, and the ability to thrive in a fast-paced startup environment. * Experience in the construction industry is a major + Base Pay Range: 43.62 - 60.00 USD Annual On Target Earning Range: 151,200.00 - 207,900.00 USD Annual This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate's job-related skills, experience, education or training, and location. Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act. A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.

About Orb: Orb is redefining what billing software can be, turning one of the most complex parts of running a business into a strategic driver of growth. We're building the revenue design platform that helps teams automate billing, evolve pricing, and grow revenue with confidence. We work with companies like Vercel, Pinecone, Perplexity, and Replit to help them price smarter, bill accurately, and capture more of the revenue they've earned. Backed by $44.1M in funding from top investors like Mayfield, Menlo Ventures, and Greylock, we're a team that moves fast, holds itself to high standards, and is serious about changing how companies grow. For SF Bay Area and NYC residents, we've built a hybrid work culture where we are in office 3 days/week. For remote roles, we ask you to join us in person 1x per quarter. Our values, customer centricity, minutes matter, run with it, and attention to detail are at the core of everything we do. About the role: We’re looking for Solution Architects who are passionate about solving complex business challenges through innovative technical solutions. As a Solution Architect at Orb, you will play a critical role in bridging the gap between technology and business strategy, helping our customers navigate their most challenging and complex billing and monetization issues. You will have the opportunity to directly influence Orb’s product and go-to-market strategies and significantly impact our company's trajectory. In this role you will: * Drive sales deals: Partner with members of the sales teams to drive evaluations of the Orb product and help prospect companies understand the value of Orb. You’ll work on all parts of the deal process, from answering technical product questions to underscoring Orb’s security and compliance program. * Pave the path for implementations: You’ll help future customers understand how the core pieces of the product fit their existing workflows, and how they can best use Orb for automation and intelligence. You’ll play a key role in shaping Orb’s roadmap around reducing time to value. * Serve as a technical advisor in the field: Customers will look to you for expertise in both Orb’s products and related business systems. You’ll help them successfully craft solutions centered around Orb’s capabilities. * Help strengthen Orb’s product: We value developer experience highly, and you’ll work to fill in product gaps through technical solutioning and monitor customers’ experiences to give feedback to product teams. About you: * 3+ years of experience in a technical customer-facing role * Clear written and verbal communication, especially around technical concepts * Previous experience partnering with sales, product management, customer success to build process and repeatable motions * Demonstrated ability to design and implement technical solutions that address complex business challenges through a value-selling lens. * Excellent ability to translate technical concepts into non-technical language and vice versa, tailored to the audience. * Strong empathy and understanding of customer needs, with a proven track record of building and maintaining strong customer relationships. * A continuous learner who stays curious about new technologies and methodologies. * Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities. * Sales Methodology training (e. g. MEDDPICC, SPIN, Challenger Sales) is preferred. * Not afraid to take calculated risks and innovate while balancing pragmatism. * Ability to act as a thought leader by sharing best practices through forums such as Webinars, Orb blogs, whitepapers, reference architectures, and public-speaking events. You might be a good fit if you: * Have prior experience in an early-stage startup * Know or have experience in the billing space * Have previously worked with data infrastructure tooling such as ETL tools * Are excited to work on developing creative solutions around data import, export, and ingestion tooling * Comfortable learning integration APIs quickly to facilitate Orb’s connection to internal tools such as tax automation, accounting, and provisioning Benefits: * Excellent medical, dental, and vision insurance * One Medical membership * Unlimited PTO plus an additional week off between Christmas and New Year’s * 401k plan * 16-week paid parental leave with equity vesting * Commuter stipend * Catered lunches in the office * Annual learning & development stipend * Meaningful equity in the form of stock options Equal Opportunity Employer We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our ___ and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. ___ as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. As a Public Sector Solutions Architect, you'll be a trusted advisor to U.S. government customers, helping them understand how GitLab's Enterprise Edition and DevSecOps platform can address real business and mission outcomes. You'll own the technical evaluation and validation stages of the sales cycle, guide customers through proofs of concept and value, and connect GitLab's modern software development, operations, and cloud capabilities to measurable value. In this role, you'll work closely with sales and cross-functional GitLab teams, provide technical guidance from first conversation through successful deployment, and act as a customer advocate back into Product, Sales, and Marketing. With your TS/SCI with poly clearance and deep familiarity with government environments, you'll shape and execute strategies that build mindshare, expand GitLab usage, and establish long-term, trusted relationships across public sector accounts. • Engage with public sector customers, both onsite and remotely, to provide technical expertise and guidance throughout the pre-sales process, including tailored demos, technical presentations, and hands-on workshops., • Collaborate with the sales team to shape and execute account strategies that drive GitLab adoption within government environments., • Own the technical evaluation process, including proof of concept (POC) and proof of value (POV) design and delivery, tender and audit support, and technical input into proposals., • Lead the creation of Customer Success Plans that capture technical success criteria and handoff details from the pre-sales process, ensuring a smooth path to deployment and adoption., • Build and deepen relationships with technical and business stakeholders so they become advocates for GitLab within their organizations., • Serve as the customer advocate internally by channeling feedback and insights to Product, Sales, Marketing, and other GitLab teams to influence roadmap and messaging., • Maintain and expand your expertise in GitLab and related technologies, including modern software development, operations, and cloud practices, and create reusable examples and assets for customers and partners., • Run Value Stream Assessments with support from senior Solutions Architects to identify opportunities for customers to improve their software delivery with GitLab., • Active TS/SCI clearance with polygraph and ability to meet all applicable government eligibility requirements as a United States Person., • Residing in the Washington, D.C. area and ability to travel for onsite engagement with public sector customers, based on business and customer needs., • Background in technical pre-sales, consulting, or information technology roles, ideally with U.S. public sector or federal customers, where you guided customers through evaluations and solution design, • Hands-on experience using GitLab and familiarity with modern software development and operations practices, such as CI/CD, DevSecOps, and automation, • Experience with cloud computing platforms and related technologies in regulated or security-conscious environments., • Ability to connect technical solutions to measurable business or mission outcomes and to advise senior stakeholders on tradeoffs and options., • Strong, confident communication and relationship-building skills, including leading customer meetings, demos, and value-focused conversations in close partnership with sales and cross-functional teams, • Openness to learning, seeking feedback, and building new skills, including familiarity with GitLab's Solutions Architect handbook and related resources. The Public Sector Solutions Architect role is part of GitLab's Solutions Architect team, a group of trusted technical advisors who help government customers understand, evaluate, and adopt the GitLab DevSecOps platform. You'll work closely with account teams, Customer Success, and Product to support public sector organizations, with a particular focus on agencies that require TS/SCI with polygraph. The team is distributed and collaborates asynchronously across time zones using GitLab and our handbook-first practices to share knowledge, reusable examples, and best practices. You'll help the team address unique public sector challenges such as security, compliance, and mission-critical software delivery, and contribute customer insights that shape our product direction. The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our ___ and ___. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $102,900 - $220,500 USD How GitLab will support you • ___ support Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from ___ are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our ___ Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also ___ and ___. If you have a disability or special need that requires ___, please let us know during the ___.

Flock Safety is the leading safety technology platform, helping communities thrive by taking a proactive approach to crime prevention and security. Our hardware and software suite connects cities, law enforcement, businesses, schools, and neighborhoods in a nationwide public-private safety network. Trusted by over 5,000 communities, 4,500 law enforcement agencies, and 1,000 businesses, Flock delivers real-time intelligence while prioritizing privacy and responsible innovation. We’re a high-performance, low-ego team driven by urgency, collaboration, and bold thinking. Working at Flock means tackling big challenges, moving fast, and continuously improving. It’s intense but deeply rewarding for those who want to make an impact. With nearly $700M in venture funding and a $7.5B valuation, we’re scaling intentionally and seeking top talent to help build the impossible. If you value teamwork, ownership, and solving tough problems, Flock could be the place for you. Flock Safety is seeking an experienced and passionate UAS Flight Test Engineer to join our team dedicated to advancing Drone as First Responder (DFR) programs. The ideal candidate will play a crucial role in building out and conducting technical testing of different necessary components for DFR systems. In addition to this the candidate will be piloting drones, supporting logistics, and conducting research and development to enhance our DFR capabilities. This position offers a unique opportunity to contribute to cutting-edge technology that saves lives and improves public safety. This position is an on-site position in our facilities located in Atlanta, GA and will require up to 25% domestic travel. The Flight Test Engineer will be an individual contributor responsible for ensuring the reliability and performance of our drone systems, and providing critical insights and improvements for our technology. * FAA Part 107 Remote Pilot Certificate: Required to operate drones for commercial purposes. * Hardware integration experience: Understanding of standard steps for assessing a new component for integration into a larger system. Preferably into an aircraft. * Software familiarity: Ability to work with custom software through a terminal interface. Preferred experience in Python for the ability to write and modify custom testing applications. * Strong Problem-Solving Skills and Attention to Detail: Ability to efficiently identify issues, troubleshoot, and implement effective solutions. * Strong Research Skills: Ability to stay current on emerging drone technologies and industry best practices. * Effective Communicator: Ability to convey technical information clearly to various stakeholders. * Physical Stamina: Ability to stand and be on your feet for extended periods during testing, field operations, and maintenance tasks. Capable of lifting and transporting equipment and hardware weighing up to 55 lbs. * Travel and Outdoor Work: Ability to travel as required for testing, training, and operational missions (estimated 25% travel). Ability to work outdoors over 70% of the time. * Independent and Collaborative Work: Ability to work independently and collaboratively in a startup team environment. * Customer-Focused Mindset: Ability to support internal and external stakeholders effectively. Feeling uneasy that you haven’t ticked every box? That’s okay; we’ve felt that way too. Studies have shown women and minorities are less likely to apply unless they meet all qualifications. We encourage you to break the status quo and apply to roles that would make you excited to come to work every day. We prescribe to 90-day plans and believe that good days, lead to good weeks, which lead to good months. This serves as a preview of the 90 day plan you will receive if you were to be hired in this role at Flock Safety. The First 30 Days * Meet the team you will be working with and learn about the safety procedures and flight testing environment for your location * Review current standard testing procedures and documentation * Learn about current equipment, aircraft, and systems * Demonstrate UAS piloting capabilities and become a confident Pilot in Command with Flock aircraft The First 60 Days * Identify ways to improve current integration and testing efforts, and develop plans for those improvements * Begin effectively communicating test results to team members and other stakeholders * Display appropriate problem-solving and risk management skills in line with more sophisticated tasks and experimental endeavors 90 Days & Beyond * Contribute more broadly to testing write-ups, and be confident in your ability to generate reports based on longer-term accrued testing data * Contribute continuously to the testing and evaluation of new integrations and systems In this role, you’ll receive a starting salary between $70,800 and $97,350 as well as Flock Safety Stock Options. Base salary is determined by job-related experience, education/training, as well as market indicators. Your recruiter will discuss this in-depth with you during our first chat. 🌴Flexible PTO: We seriously mean it, plus 11 company holidays. ⚕️Fully-paid ___ plan for employees: including Medical, Dental, and Vision and an HSA match. 👪Family Leave: All employees receive 12 weeks of 100% paid parental leave. Birthing parents are eligible for an additional 6-8 weeks of physical recovery time. 🍼Fertility & Family Benefits: We have partnered with ___, a complete digital health benefit for starting and raising a family. Flock will provide a $50,000-lifetime maximum benefit related to eligible adoption, surrogacy, or fertility expenses. 🧠Spring Health: Spring Health offers a variety of mental health benefits, including therapy, coaching, medication management, and digital tools, all tailored to each individual's needs. 💖Caregiver Support: We have partnered with ___ to provide our employees with caregiver support 💸Carta Tax Advisor: Employees receive 1:1 sessions with Equity Tax Advisors who can address individual grants, model tax scenarios, and answer general questions. 💚ERGs: We want all employees to thrive and feel like they belong at Flock. We offer three ERGs today - Women of Flock, Flock Proud, and Melanin Motion. If you are interested in talking to a representative from one of these, please let your recruiter know. 💻WFH Stipend: $150 per month to cover the costs of working from home. 📚Productivity Stipend: $250 per year to use on Audible, Calm, Masterclass, Duolingo, Grammarly and so much more. 🏠Home Office Stipend: A one-time $750 to help you create your dream office. Flock is an equal opportunity employer. We celebrate diverse backgrounds and thoughts and welcome everyone to apply for employment with us. We are committed to fostering an environment that is inclusive, transparent, and collaborative. Mutual respect is central to how Flock operates, and we believe the best solutions come from diverse perspectives, experiences, and skills. We embrace our differences and know that we are stronger working together. If you need assistance or an accommodation due to a disability, please email us at . This information will be treated as confidential and used only to determine an appropriate accommodation for the interview process. At Flock Safety, we compensate our employees fairly for their work. Base salary is determined by job-related experience, education/training, as well as market indicators. The range above is representative of base salary only and does not include equity, sales bonus plans (when applicable) and benefits. This range may be modified in the future. This job posting may span more than one career level. Flock Safety is aware of fraudulent individuals and agencies falsely claiming to represent our company. All legitimate communication from Flock Safety will come from an email address ending in @___. We do not make job offers through messaging apps, social platforms, or unauthorized third parties, and we will never request payment or sensitive personal information during the hiring process. If you encounter suspicious outreach related to a Flock Safety role, please report it to ___

Harness is led by technologist and entrepreneur Jyoti Bansal, founder of AppDynamics (acquired by Cisco for $3.7B). The company has raised ~$240M in Series E venture funding, is valued at $5.5B, and backed by top investors including Goldman Sachs, Menlo Ventures, IVP, Google Ventures, J.P. Morgan, Capital One Ventures, Citi Ventures, ServiceNow, Splunk Ventures and more. Harness is building the industry’s leading AI-powered software delivery platform, enabling teams worldwide to build, test, and deliver software faster, safer, and more reliably. Writing code is only 30–40% of the engineering lifecycle — the rest involves testing, deployments, security, compliance, and optimization. Harness brings AI and automation to this outer loop, turning complex, time-consuming workflows into streamlined processes at massive global scale. The platform includes industry leading products in CI/CD, Feature Flags, Cloud Cost Management, Service Reliability, Chaos Engineering, Software Engineering Insights, Internal Developer Experience, and API discovery, observability, governance, and runtime protection. Over the past year, Harness powered 128M deployments, 81M builds, 1.2T API calls protected, and $1.9B in cloud spend optimized, helping customers like United Airlines and Choice Hotels accelerate releases by up to 75% and achieve 10x DevOps efficiency. With employees in over 25 countries, Harness is shaping the future of AI-driven software delivery — and we’re looking for exceptional talent to help us move even faster. We are seeking a Principal Customer Architect (Forward Deployed Engineer) to join our Customer Success team. In this role, you will act as a technical expert embedded with our customers to ensure they realize maximum value from our platform. You will configure and optimize platforms for client use cases, build workflows around real user needs, drive product adoption, and keep customer deployments healthy. As a strategic technical advisor, you will enable customers through hands-on support and guidance, helping them achieve their business outcomes while maintaining high satisfaction. This role reports directly to the Director, Customer Architect and will collaborate closely with Customer Success Architects, Product, Engineering, and other cross-functional teams to deliver results. • Technical Enablement & Customer Adoption: Lead technical onboarding and enablement programs to drive high customer adoption and satisfaction. Provide best-practice guidance and hands-on support so customers fully leverage our solutions, aiming to maintain over 90% product adoption in each account., • Strategic Advisory: Serve as a trusted technical advisor to customer teams, understanding their goals and challenges. Influence key stakeholders by articulating how our platform aligns with their business objectives, and guide them on strategic infrastructure improvements to achieve desired outcomes., • Business Value Reviews (BVRs): Plan and deliver regular Business Value Reviews to demonstrate progress toward customers’ goals, product usage, and realized value. Prepare compelling presentations (using Google Slides and other tools) to highlight ROI, technical achievements, and next-step recommendations., • Churn Analysis & Customer Success: Proactively monitor customer health and usage metrics. Perform churn analysis to identify at-risk accounts and technical pain points. Work with customers to resolve issues, optimize their implementations, and ensure technical success — thereby maintaining an Annual Gross Retention Rate (AGRR) above 90%., • Infrastructure as Code Management (IaCM): Deliver hands-on support in the Infrastructure-as-Code module. Help customers implement and manage IaC solutions to automate their cloud infrastructure on platforms like AWS and GCP., • Internal Developer Platforms (IDP): Guide customers in building and improving Internal Developer Platforms on Kubernetes. Assist with setting up CI/CD pipelines, container orchestration, and developer self-service workflows., • Emerging Technology Enablement: Contribute your expertise to new domains such as Software Engineering Intelligence (SEI), Cloud Cost Management (CCM), and Customer Engineering (CE). Help customers adopt these emerging solutions by providing architectural guidance and hands-on assistance., • Cross-Functional Collaboration: Act as the voice of the customer internally. Work with Product and Engineering teams to translate feedback into improvements, influence roadmaps, and troubleshoot complex issues. Partner with Customer Success Managers and Sales to strategize on account plans, renewals, and expansion. We are looking for candidates with a strong technical foundation in modern DevOps practices and tools, particularly in areas related to Infrastructure as Code and Internal Developer Platforms. Infrastructure as Code (IaC) • Hands-on experience with Terraform for managing cloud infrastructure, • Design and reuse of IaC modules across environments, • Proficiency with AWS and GCP, including networking, compute, IAM, and security, • Familiarity with Terragrunt, CDK, Cloud Formation or similar IaC automation frameworks, • Familiarity with Ansible or similar configuration management frameworks Internal Developer Platforms (IDP) • Deep understanding of Kubernetes (EKS, GKE, or self-managed clusters), • Experience with Helm, Kustomize, and other K8s tools, • Workflow orchestrations using CI/CD tools, • Knowledge of developer self-service workflows and platform engineering principles Automation • Proficiency in Python, Bash, or Go for scripting and automation, • Experience setting up comprehensive logging, alerting, and performance dashboards Security & Governance • Understanding of security best practices for infrastructure and DevOps tooling, • Exposure to tools like OPA/Gatekeeper, HashiCorp Vault, or equivalent Soft Skills • Strong customer empathy and consultative mindset, • Ability to explain complex technical architectures to a non-technical audience, • Excellent collaboration and documentation habits, • Senior-level experience (typically 5+ years) in DevOps, SRE, or related engineering roles, • Strong communication and presentation skills with the ability to influence stakeholders, • Experience in customer-facing technical roles (e.g. Solutions Architect, CSE, Professional Services) is a plus, • Bachelor's degree in Computer Science, Engineering, or a related field (or equivalent experience), • Relevant certifications (e.g. AWS, GCP, Kubernetes, Terraform) are advantageous, • Success in this role will be measured by high customer adoption, AGRR above 90%, and the quality of enablement and strategic guidance delivered. Remote - U.S. • Competitive salary, • Comprehensive healthcare benefits, • Flexible Spending Account (FSA), • Flexible work schedule, • Employee Assistance Program (EAP), • Flexible Time Off and Parental Leave, • Monthly, quarterly, and annual social and team building events, • Monthly internet reimbursement Pay transparency$165,000—$195,000 USD All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin. Note on Fraudulent Recruiting/Offers We have become aware that there may be fraudulent recruiting attempts being made by people posing as representatives of Harness. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Please note, we do not ask for sensitive or financial information via chat, text, or social media, and any email communications will come from the domain @harness.io. Additionally, Harness will never ask for any payment, fee to be paid, or purchases to be made by a job applicant. All applicants are encouraged to apply directly to our open jobs via our website. Interviews are generally conducted via Zoom video conference unless the candidate requests other accommodations. If you believe that you have been the target of an interview/offer scam by someone posing as a representative of Harness, please do not provide any personal or financial information and contact us immediately at , or you can contact your local law enforcement agency.

About the Job: The Digital Led Customer Success Manager reports directly to the regional CS leader and represents LaunchDarkly as the direct point-of-contact with our customers post-sales. They are LaunchDarkly subject-matter experts, guiding our new and existing customers through implementation and adoption with a heavy focus on 1:many outreach tactics and leveraging data to engage with the right customers at the right time. This is a relatively new team at LaunchDarkly, and the best candidate for this role will have a passion for customer success, experience leveraging data to manage a large customer portfolio, and an interest in helping to build a best-in-class Digital Led CS organization while executing at a high level. Responsibilities: • Customer Onboarding: Leverage customer journey data to understand which customers need additional support through onboarding. Drive them to 1:many marketing engagements or work with them 1:1 to ensure all customers in your portfolio are onboarded and activated correctly., • Risk Identification and Mitigation: Use data and product signals to proactively identify risks. Develop both 1:many and 1:1 risk mitigation strategies and coordinate across the account team to steer customers towards success., • Technical Guidance: Maintain a deep level of LaunchDarkly product knowledge and provide customers with direction on implementation and adoption best practices., • Prescriptive Selling: Monitor how customers are tracking against their key goals and outcomes. Identify opportunities for customers to purchase additional products, services, and adopt new features to maximize the value of our solution., • Trusted Advisor: Build trust quickly and provide prescriptive guidance to help customers get the most out of their LaunchDarkly purchase., • Build Champions & Executive Relationships: Identify and support key advocates within customer organizations who actively promote the value of LaunchDarkly. Leverage success metrics and value-driven insights to gain executive sponsorship in partnership with your Champion., • Renewal and Expansion Focus: Own and forecast the renewal process on a weekly basis. Work directly with customers, sales, and deal desk to execute renewal agreements on time and identify expansion opportunities within accounts. About You: • Entrepreneurial and Self-Motivated: You are driven and proactive, taking ownership of your role and responsibilities. You operate with a high level of urgency at all times. You thrive in a highly ambiguous, start up environment. This is a new team at LaunchDarkly and you will be helping to build the organization while executing within it!, • Passion for Learning and Growth: You are enthusiastic about continuous learning and personal development at LaunchDarkly. You view feedback as a necessity for growth so consistently seek it out and give it., • Highly Data Driven: You enjoy identifying trends in data and have a proven track record of leveraging data to make informed decision making on behalf of your customers, • Intellectually Curious: You have a hunger for knowledge and are naturally a question-asker., • Excellent Communication: Your written and spoken communication skills are outstanding., • Organized & Autonomous: You are capable of efficiently managing your workload and have a process for time management. You are able to prioritize a large customer portfolio to engage with the right customers at any given time. You do not require a lot of external direction to organize and manage your workload., • Strong Sales Acumen: You have a high level of sales acumen, strong negotiation skills and are eager to own a number. This is a commercially focused CS organization., • Natural Problem Solver: You have strong critical thinking skills and enjoy the process of solving complex customer problems. You are able to escalate issues when necessary in a clear, effective manner., • Team Player: You collaborate well with others, know when to pull specialists or leaders in and keep others informed proactively. Win as a team! Qualifications: • Located in the Continental US, • 5+ years in a customer-facing role, ideally in scaled/1:many/tech touch onboarding/implementation, account management, customer/partner success, or customer support, with a track record of exceeding targets., • Proven success in a 1:many/tech touch/tech-led Customer Success organization., • Highly data-driven with experience using product telemetry and growth/risk signals to target the right customers at the right time., • Experience owning the renewal process and being held accountable to a retention quota. This is a commercially oriented Digital Led Customer Success team., • Strong discovery and qualification skills; training in Command of the Message, MEDDIC, or another sales methodology is preferred., • Strong project management skills with experience holding customers and cross-functional teams accountable to a timeline., • Experience working with a technical product, ideally interacting with developers or other technical personas as your primary customer. Experience within the DevOps space is preferred., • Exceptional time management and organizational skills., • An existing level of technical knowledge and know-how. We will teach you all about LaunchDarkly, but you should already have foundational knowledge in the space!, • Proven ability to advocate for both customers and the company, mediating between customer requests and the company's vision. Pay: Target pay ranges based on Geographic Zones* for Level 3: • Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $136,000 - $187,000**, • Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $122,000 - 168,000**, • Zone 3: All other US locations - $116,000 - $159,000** LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location. *Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas. **Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary. About LaunchDarkly: Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations. The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by: • Improving the velocity and stability of software releases, without the fear of end customer outages, • Delivering targeted experiences by easily personalizing features to customer cohorts, • Maximizing the business impact of every feature through the ability to experiment and optimize, • Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types, • Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at ___. Do you need a disability accommodation? Fill out this ___ and someone from our People Operations team will contact you for assistance.

We’re not just building better tech. We’re rewriting how data moves and what the world can do with it. With Confluent, data doesn’t sit still. Our platform puts information in motion, streaming in near real-time so companies can react faster, build smarter, and deliver experiences as dynamic as the world around them. It takes a certain kind of person to join this team. Those who ask hard questions, give honest feedback, and show up for each other. No egos, no solo acts. Just smart, curious humans pushing toward something bigger, together. One Confluent. One Team. One Data Streaming Platform. Solutions Engineers at Confluent drive not only the early-stage evaluation within the sales process, but also play a crucial role in enabling ongoing value-realization for customers, all while helping them move up the adoption maturity curve. In this role you’ll partner with Account Executives to be the key technical advisor in service of the customers. You’ll be instrumental in surfacing the customers’ stated or implicit Business Needs, and coming up with Technical Designs to best meet these needs. You may find yourself at times facilitating art of the possible discussions and storytelling to inspire customers in adopting new patterns with confidence, and at other times driving creative solutioning to help get past difficult technical roadblocks. Overall, we look upon Solutions Engineers to be a key cog within the Customer Success Team that help foster an environment of sustained success for the customer and incremental adoption of Confluent’s Technology. * Help advance new & innovative Data Streaming use-cases from conception to Go-Live * Execute on and lead Technical Proofs of Concept * Conduct Discovery & Whiteboard Sessions to develop new use-cases * Provide Thought Leadership by delivering Technical Talks and Workshops * Guide customers with hands-on help and best practice to drive operational maturity of their Confluent Deployment * Analyze Customer Consumption trends and identify Optimization opportunities * Work closely with Product and Engineering teams, and serve as a key Product advocate across the Customer, Partner and Industry ecosystem * Forge strong relationships with key customer stakeholders and serve as a dependable partner for them * 5+ years of Solutions Engineering or similar work experience * Experience with Event-Driven architecture, Data Integration & Processing Techniques, Database & Data Warehouse technologies * First-Hand exposure to Cloud Architecture, Migrations, Deployment & Application Development * Experience with Automation, GitOps and Kubernetes * Proficiency in Java, Python or SQL * Technical certifications - Cloud Developer/Architect, Data Engineering & Integration * Clear, consistent demonstration of self-starter behavior, a desire to learn new things and tackle hard technical problems * Exceptional presentation and communications capabilities. * Confidence presenting to a highly skilled and experienced audience, ranging from developers to enterprise architects and up to C-level executives Belonging isn’t a perk here. It’s the baseline. We work across time zones and backgrounds, knowing the best ideas come from different perspectives. And we make space for everyone to lead, grow, and challenge what’s possible. We’re proud to be an equal opportunity workplace. Employment decisions are based on job-related criteria, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by law.

ABOUT THE TEAM Adaptive ML is a frontier AI startup building a Reinforcement Learning Operations (RLOps) platform that enables enterprises to specialise and deploy LLMs into production with measurable impact. We provide the core infrastructure to tune, evaluate, and serve specialised models at scale — pioneering task-specific LLM development and running production-ready workflows that serve millions of requests while optimising for both cost and performance across distributed systems. Our tightly-knit team was previously involved in the creation of state-of-the-art open-access large language models. We raised a $20M seed led by Index Ventures and ICONIQ in early 2024, and we’re already live in production with customers including Manulife, AT&T, and Deloitte, across travel and financial services — with much more to be announced soon. ABOUT THE ROLE We’re looking for a Customer Success Engineer to be the technical backbone of our customer relationships — from the first technical conversation through to long-term production success. Based in New York City, you’ll operate across the full customer lifecycle: deep enough technically to win enterprise deals in pre-sales, and commercially minded enough to grow and retain the accounts you help land. The best people in this kind of role run rigorous discovery, design architectures that solve real business problems, and earn the kind of trust that makes customers come back for every major decision. You won’t just hand off after a deal closes. You’ll stay embedded: owning deployment success, driving adoption, and becoming the trusted technical advisor your customers rely on in production. The role suits someone who has operated at the intersection of Solutions Engineering and Customer Success before, or a strong Solutions Architect ready to own the full arc of customer value. WHAT YOU’LL DO Pre-Sales * Lead customer-facing workload planning — understanding model usage patterns, expected throughput, and infrastructure constraints to scope solutions accurately from day one. * Own solution architecture in the sales cycle: infra selection, TCO calculation, and performance benchmarking tailored to each prospect’s environment and LLM workloads. * Design and deliver compelling technical demos and proof-of-concept implementations that map Adaptive ML’s capabilities directly to customer pain points and existing infrastructure. * Respond to technical evaluations, RFPs, and security reviews; go deep with engineering and data science counterparts on architecture decisions and integration requirements. * Partner with Account Executives to shape deal strategy, accelerate procurement timelines, and remove technical blockers standing between a prospect and a signed contract. Post-Sales * Own technical onboarding end-to-end — designing integration architectures, working directly with customer engineering teams, and driving time-to-first-value. * Support and continuously optimise live deployments: cost optimisation, performance tuning, and workload expansion across multi-geo and multi-team customer environments. * Be the escalation point for production issues — investigating and debugging problems spanning k8s deployments, Helm configurations, model serving infrastructure, and distributed systems. * Drive workload expansion proactively: surface new use cases, additional model workflows, and untapped product capabilities that create value across your account portfolio. * Conduct regular technical and business reviews with customer stakeholders, translating infrastructure metrics into business impact and building the case for renewal and growth. Internal & Cross-Functional * Build reusable technical assets — reference architectures, integration guides, runbooks, and demo environments — that scale knowledge and accelerate future deals. * Act as the voice of the customer internally: channel field insights directly to Product and Engineering to shape the roadmap and prioritisation. * Contribute to infra sizing and workload planning discussions alongside Solutions and DevOps colleagues, with particular focus on the NA region (NYC/Toronto coverage). YOUR (IDEAL) BACKGROUND We encourage candidates to apply even if their experience doesn’t match every point below. Experience * 3–6+ years in a customer-facing technical role — Solutions Engineer, Solutions Architect, Customer Success Engineer, or Technical Account Manager — ideally in B2B SaaS, cloud, or infrastructure. * Proven ability to operate across both pre-sales and post-sales: you’re as comfortable running a technical architecture review for a VP of Engineering as you are debugging a production incident with a DevOps team. * Track record with enterprise customers in complex technical environments — multi-stakeholder deals, long sales cycles, and durable post-sale technical relationships. * Demonstrable outcomes: successful deployments, adoption growth, expansion revenue, or strong renewal rates. You own the result, not just the activity. * Experience at a fast-growth or early-stage company is a strong plus — you know what it takes to build things from scratch under pressure. Technical Skills * Strong infrastructure instincts: you can confidently size GPU and storage requirements, reason about TCO trade-offs, and produce architecture diagrams that a CTO would trust. * Skilled at architecture design — you can whiteboard a solution live, document it clearly, and defend design decisions with technical rigour. * Hands-on with Kubernetes (k8s): you can investigate deployment issues, read and edit Helm charts, and navigate distributed systems problems in production environments. * Python proficiency — enough to build proof-of-concepts, write integration scripts, and benchmark model performance against real customer workloads. * Familiarity with ML infrastructure concepts: model serving, LLM fine-tuning, inference optimisation, and the operational realities of running models at scale is a strong plus. * Comfortable working alongside DevOps and SRE teams; you understand their tooling, constraints, and language. The Right Profile * You ask sharp discovery questions, design clean solutions, and earn trust through genuine expertise rather than commercial polish. * Strong communicator across audiences — you can simplify a complex distributed architecture for a CFO and go deep on inference latency with a staff ML engineer in the same afternoon. * You own outcomes. In fast-moving, ambiguous environments you figure out what matters and act — you don’t wait for a brief. * Genuine curiosity about generative AI and LLMs. The technology you’re selling and supporting moves fast; intellectual interest in the space makes a real difference. * Based in New York City, comfortable in the NA time zone for customer-facing coverage. BENEFITS * Comprehensive medical (health, dental, and vision) insurance. * 401(k) plan with 4% matching. * Unlimited PTO — we strongly encourage at least 5 weeks each year. * Mental health, wellness, and personal development stipends. * Visa sponsorship available if required.

WE'RE LUMA HEALTH. Needing healthcare can be hard — getting care shouldn’t be. We built___ because we are all patients. We believe it should be easy to see and connect with our doctor. To get the care we need, when we need it. So, we’ve created solutions to fix this problem. Our technology makes messaging easier, scheduling appointments more efficient, and it modernizes care delivery from beginning to end. Customer Success Executive What YOU will do at Luma Health We are looking for a highly driven and empathetic Customer Success Executive to serve as a trusted advisor to our strategic customer base, comprising large health & hospital systems and Academic Medical Centers across the country. As a Customer Success Executive (CSE), you will play a key role in ensuring our customers derive maximum value from our products and services. You will manage a portfolio of strategic healthcare clients, responsible for building strong relationships at all levels within the customer’s organization, and acting as a trusted advisor. You will be responsible for driving customer adoption, usage, satisfaction, retention, and growth, while leveraging deep industry and product knowledge to support our clients' long-term success. Key Responsibilities: • Customer Relationship Management:, • Develop and nurture relationships with key stakeholders at healthcare organizations, including executive teams, clinical leaders, and operational managers., • Serve as the primary point of contact for high-value clients, ensuring their needs are met and addressing concerns in a timely, professional manner., • Onboarding & Adoption:, • Lead the team through the onboarding of new customers, working closely with internal teams to ensure seamless implementation and integration of our solutions into customer workflows., • Drive product adoption and usage, working with clients to optimize their use of the platform and ensuring they achieve their desired outcomes., • Strategic Planning & Account Growth:, • Work closely with clients to understand their business goals, challenges, and strategic priorities, tailoring solutions to meet their needs., • Identify opportunities for upselling and cross-selling, positioning new products and features that align with customer objectives., • Customer Success Strategy:, • Develop and implement customer success plans that align with customer goals and KPIs, ensuring measurable outcomes., • Monitor customer health metrics (e.g., engagement, retention, satisfaction) and proactively address issues that may lead to churn or dissatisfaction., • Conduct regular business reviews with customers to track progress, showcase value, and identify areas for improvement., • Data-Driven Insights:, • Analyze customer data and feedback to derive actionable insights that help improve product offerings and customer success processes., • Use data to drive customer outcomes, presenting reports and updates to both clients and internal stakeholders., • Advocacy & Thought Leadership:, • Serve as an advocate for the customer within the company, ensuring their needs and feedback are communicated to relevant teams, such as Product and Engineering., • Stay informed on industry trends, regulations, and technology developments in healthcare, positioning yourself as a trusted advisor to clients., • Collaboration & Cross-Functional Support:, • Work closely with internal teams, including Sales, Product, and Support, to ensure customer needs are met and issues are resolved promptly., • Provide training and education to both customers and internal stakeholders on the best practices for using our products and services. Who You Are • 5+ years of relevant work experience in customer success or account management. SaaS experience preferred, • Excellent project management skills and ability to collaborate across multiple internal and external stakeholders, • Have exceptional written and verbal communication skills, • You have proven success in building trust and driving results for a broad range of stakeholders: senior executives, IT, and day-to-day users of the software, • Ability to quickly identify underlying drivers of problems, quickly develop hypotheses, and execute on a path to solve, • Proven record of unblocking relationships, turning detractors into advocates, and driving issues to resolution with great client satisfaction, • Tech-savvy and possess strong analytical skills: i.e., can analyze source material and verify accuracy and completeness of details, • Growth company DNA -- ability to thrive in a dynamic, fast-paced startup environment, • Proven Success in growing annual account spend over time. Nice to have: • Healthcare, EMR, EHR Consulting, or Product Management experience, • Process building experience, • Upsell experience We Take Care of You! • Competitive Health Benefits: Luma Health covers 99% of the employee and 85% of the dependent premium costs., • Work Life Balance, • Flexible Time Off, • Wellness Programs, • Discounted Perks, • 401(k) and Company Equity Don’t meet every single requirement? At Luma Health we are dedicated to building an inclusive workplace so if you’re excited about this role but your past experience doesn’t align with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. Luma Health is proud to be an Equal Employment Opportunity and Affirmative Action employer. We believe in order to thrive, businesses need a diverse team and leadership. We welcome every race, religion, color, national origin, sex, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, or other applicable legally protected characteristics. Everyone is welcome here. Come join us if you want to make a difference in health care. Pay Transparency Notice: Depending on your work location and experience, the target annual salary for this position can range as detailed below. Full time offers from Luma also include incentive plan + stock options + benefits (including medical, dental, and vision.) Base Pay Range: $90,000—$110,000 USD Please note that you will never be asked to submit payment or share financial information to participate in our interview process. All emails from Luma Health will come from "@lumahealth.io" email addresses. Any emails from other email addresses are scams. If you suspect that you've been contacted by a scammer, we recommend you cease all communication with the scammer and contact the FBI Internet Crime Complaint Center. If you'd like to verify the legitimacy of an email you've received from Luma Health recruiting, forward it to .

We are seeking a highly skilled Senior Accountant - independent contractor - with a focus on Intacct to serve as a strategic advisor and mentor within our Client Accounting Advisory Services (CAAS) team. This role is ideal for a results-driven accounting professional who thrives in a fast-paced, global environment and excels at providing high-value accounting and advisory services. While this position does not have direct reports, it requires strong leadership, mentorship, and collaboration skills to guide a team of staff and senior staff accountants and support client success. The Senior Accountant will be responsible for managing client engagements, optimizing financial processes, and ensuring accurate financial reporting. This role plays a critical part in advising clients on best accounting practices, system implementations, and operational efficiencies. The ideal candidate will have a strong technical background in outsourced accounting, experience in a multi-client environment, and the ability to provide strategic financial insights. Additionally, this individual will lead month-end close processes, client onboarding, and financial system implementations, leveraging tools such as FloQast for close management, Sage Intacct for financial automation, and other cloud-based ERP solutions to ensure efficiency, accuracy, and real-time visibility into financial operations. The ability to implement workflow automation, reconcile accounts at scale, and provide data-driven financial insights will be essential to success in this role. If you are a results-driven accounting professional who excels at client advisory, financial leadership, and strategic execution, we invite you to apply. As a platinum Sage partner, TydeCo and our partner entity TydeCo U we specialize in delivering cutting-edge ERP and HRP solutions such as Sage 300 Cloud and Sage Intacct. We also offer Outsourced Accounting solutions to help clients streamline financial operations and scale with confidence. Our dedication to innovation, excellence, and client success ensures businesses not only adopt our solutions but thrive in competitive markets. If you're ready to lead in a fast-paced, high-impact environment, we invite you to be part of our journey. This position will report to the Team Manager(s). This position is fully remote and can be based anywhere in the U.S. Key Responsibilities Global Support • Operate within a global framework, ensuring adaptability to support teams, meet deadlines and participate in virtual meetings across multiple time zones based in Canada, South Africa, U.K. or the U.S., as needed., • Collaborate with international stakeholders, adjusting to varying schedules and priorities as needed., • Facilitate seamless communication and coordination across CAAS teams to support sales operational efficiency., • Maintain flexibility in scheduling to accommodate time-sensitive tasks and cross-regional collaboration. Advanced Accounting & Financial Analysis • Lead the month-end and year-end close processes, including journal entries, accruals, and financial reconciliations., • Prepare and analyze financial statements, management reports, and financial forecasts to support client decision-making., • Ensure compliance with GAAP and financial controls, maintaining audit-ready financial records., • Utilize FloQast for close management, reconciliation tracking, and workflow automation. Client Advisory & Relationship Management • Serve as a trusted financial advisor to clients, offering data-driven insights and recommendations., • Lead client onboarding and Sage Intacct implementations, ensuring financial systems are optimized., • Provide fractional Controller-level support, offering strategic financial insights and operational efficiencies., • Assist in the implementation and migration of accounting systems, ensuring smooth onboarding and system optimization., • Conduct systems analysis to evaluate and optimize clients’ utilization of Sage Intacct, ensuring alignment with operational goals, • Deliver tailored training to clients on the effective use of Sage Intacct, empowering them to maximize system capabilities and ensure long term success, • Conduct quarterly financial reviews with clients, providing actionable insights for improved business performance,. Client Engagement & Project Contribution • Maintain minimum billable hours as defined by leadership., • Provide strategic recommendations to improve clients’ HR and payroll efficiency., • Collaborate with sales/account management teams to align deliverables with scope and client expectations., • Identify service expansion opportunities and areas of client value. Technology & Operational Efficiency • Leverage Sage Intacct and QuickBooks Online as primary accounting platforms for financial reporting, automation, and process optimization., • Implement best practices for financial operations, including automation, process standardization, and internal controls to enhance accuracy and efficiency., • Support financial technology integration projects, ensuring seamless adoption of new tools and systems for accounting, payroll, and reporting functions., • Assist in payroll processing and compliance, working with payroll systems to ensure accurate wage calculations, tax filings, and reporting., • Optimize reconciliation and close processes using FloQast, QuickBooks Online, and Sage Intacct, improving efficiency, accuracy, and timeliness., • Drive continuous improvement initiatives, staying ahead of industry trends and technological advancements. Senior Mentorship • Guide and mentor Staff Accountants, providing technical expertise, process training, and career development support., • Review work prepared by Staff Accountants, ensuring accuracy and adherence to best practices., • Act as a subject matter expert for Sage Intacct, QuickBooks Online (QBO) and other cloud-based financial tools, supporting internal training and implementation efforts., • Foster a culture of continuous improvement and knowledge-sharing within the CAAS team., • Collaborate across departments to enhance service offerings and improve client outcomes., • Stay ahead of industry trends to drive continuous improvements in outsourced accounting services. Internal Collaboration & Process Alignment • Participate in global accounting meetings, ensuring consistency and compliance across financial processes., • Work cross-functionally with operations and finance teams to align accounting practices with business needs., • Assist in the preparation of audit schedules, tax filings, and financial compliance documentation., • Provide support to leadership by preparing financial data, reports, and insights for internal decision-making. Key Attributes • Resilience and Adaptability: You excel in a global, fast-moving environment, balancing multiple client engagements, financial reporting requirements, and operational challenges while ensuring quality and timeliness., • Attention to Detail: Your deep expertise in multi-entity, multi-currency accounting ensures accuracy in financial reporting, reconciliations, and compliance efforts. You take pride in delivering audit-ready financials., • Collaborative Mentorship: As a mentor to staff accountants and a strategic partner to senior leadership, you drive cross-functional collaboration, ensuring accounting functions align with broader business objectives., • Client-Centric Advisory Mindset: You go beyond transactional accounting to provide financial insights, advisory services, and operational improvements that help clients optimize their financial processes., • Problem-Solving and Analytical Excellence: With a data-driven mindset, you analyze financial trends, identify opportunities for efficiency, and leverage automation tools such as Sage Intacct, FloQast, and QuickBooks to drive operational improvements., • Strategic Accountability: You take ownership of financial performance, reporting accuracy, and process optimization, ensuring that best practices are implemented across financial close, payroll processing, and tax compliance., • 10+ years of accounting experience as a Senior Accountant, Senior Staff Accountant or Sr. Controller preferably in outsourced accounting, advisory services, or a CPA firm., • Bachelor’s degree in Accounting, Finance, or a related field; CPA or CPA eligibility preferred for Senior Staff Accountant or in lieu of degree 12+ years of relevant experience., • Proficiency in Sage Intacct (Required), including:, • Proficient in Core Financial Modules, • Experience creating Financial Reports, • Experience with Multi-Entity environments, • Experience with Advanced Workflows, • Experience using FloQast for close management, reconciliation tracking, and workflow automation (Required)., • Strong technical expertise in multi-entity, multi-currency accounting functions., • Experience with payroll, sales tax filings, and financial audits., • Strong analytical skills with a proactive problem-solving mindset. Preferred Experience • Background in SaaS, outsourced accounting, or financial consulting., • Familiarity with ERP implementations and financial technology integrations. Work can take place either in an open office setting or remote setting with the expectation to travel onsite based on business and management needs. This is a full-time position that requires the ability to work a flexible and regular full-time schedule. It requires the ability to sit and work at a computer for extended periods of time and communicate effectively with a diverse audience in person, by phone and by computer. About Us TydeCo is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage applications from qualified candidates of all backgrounds, regardless of race, religion, sex, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, pregnancy, maternity, or any other legally protected characteristics.

Imagine a world where observability is... well, easy. That’s what we’re building at Dash0. We’re not just another observability company, we’re a team of passionate experts who are obsessed with making observability accessible and delightful for every developer. We are OpenTelemetry-native, ensuring seamless interoperability within modern observability ecosystems, and our “welcome present” to the OpenTelemetry community, OTelBin, a free editing, visualization, and validation tool for OpenTelemetry collector configurations, has been extremely well received. Our mission is to make Dash0 the best observability experience in the world, and we’re seeking driven talent to shape that journey and grow alongside us. The Opportunity As an Enterprise Solutions Architect, you will act as a trusted technical advisor to our enterprise customers and prospects. You’ll bridge the gap between product and customer outcomes - designing, demonstrating, and validating Dash0’s technical capabilities in real-world environments. You’ll partner with sales and product teams to deliver high-impact Proofs of Concept (POCs), guide observability architecture discussions, and ensure customers realize the full technical value of Dash0. What You’ll Do Technical Leadership * Design and architect observability solutions leveraging OpenTelemetry, Kubernetes, and cloud-native technologies. * Translate complex customer requirements into scalable, performant, and maintainable Dash0 implementations. * Develop and execute Proofs of Concept (POCs) that highlight Dash0’s differentiated technical capabilities. * Deliver engaging technical demos and presentations tailored to engineering and executive audiences. * Partner with Product Management to provide technical insights that influence roadmap and feature priorities. Customer and Field Engagement * Collaborate closely with Enterprise Account Executives throughout the sales cycle to position Dash0 as the technical solution of choice. * Participate in industry events, conferences, and webinars to represent Dash0 and showcase technical excellence. * Provide architecture guidance and best practices for observability setup, telemetry data modeling, and OpenTelemetry collector design. Internal Enablement and Thought Leadership * Create and maintain reusable demo environments, reference architectures, and POC templates. * Mentor peers and internal teams on Dash0’s technical ecosystem and implementation patterns. * Contribute to technical content, including blog posts, talks, and documentation that drive community engagement and thought leadership. Who You Are Soft Skills * Technical Communication: You can explain complex observability concepts clearly to both engineers and decision-makers. * Problem Solving: You thrive on diagnosing and resolving technical challenges with creativity and precision. * Collaboration: You work seamlessly across Sales, Product, and Engineering teams to drive results. * Adaptability: You stay ahead of trends in observability, distributed systems, and open-source tooling. Hard Skills * Deep technical knowledge in Kubernetes, OpenTelemetry, observability pipelines, and distributed tracing. * Hands-on experience with instrumentation, telemetry data ingestion, and performance optimization. * Strong understanding of modern DevOps, SRE, and platform engineering practices. * Familiarity with CRM tools (Salesforce, HubSpot) for collaboration and pipeline visibility. * Data analysis and visualization using telemetry and product usage data. * Ability to create and execute technical demos, architectures, and POCs that prove business value. Location: US remote, business travel required Why You’ll Love Working at Dash0 * Competitive salary & commission structure * Equity participation * Collaborative and supportive team culture * Clear path for career growth and technical leadership

Apollo supports some of the largest GraphQL APIs in the world. Companies like Walmart, Expedia, Peloton, DoorDash, and The New York Times are just a small sample of Apollo's customers. We’re not looking to rest on our laurels, though - we’re aiming to change how software is built. Apollo wants to empower every software team to build an amazing user experience across any number of clients without dealing with a barrage of REST endpoints. According to the new Gartner report, by 2027, more than 60% of enterprises will use GraphQL in production (up from less than 30% in 2024), and 30% of those enterprises will be using GraphQL federation, which was pioneered by Apollo. Are you with us? If so, read on… * Own and close new enterprise customer deals, from first meeting to signed contract, in a new and fast-evolving market. * Identify and develop expansion opportunities within an Enterprise customer base consisting of some of the best known brands in the world. * Navigate complex orgs, selling across platform teams, AI/ML teams, security, and executive leadership. * Build and execute a plan to engage enterprise accounts across industries deploying AI agent use cases. * Educate customers on emerging AI architectures and how Apollo fits into their data and developer stack. * Collaborate closely with product and engineering to feed real-time customer insights into roadmap and positioning. * Track, forecast, and report on pipeline health and deal progress with precision and ownership. Minimum requirements * A proven enterprise sales professional with a track record of sourcing and managing a sales process end to end. * Deeply curious and technical enough to understand cutting-edge products (AI, infrastructure, dev tools.) and translate them into business value. * Skilled at navigating complex orgs, engaging multiple stakeholders (technical, legal, security, execs), and running tight deal cycles. * Comfortable with ambiguity and selling new products in emerging categories. * A trusted advisor ; you build relationships that drive long-term value, not just one-off wins. * An avid user of AI sales and prospecting tools. Nice to have * Experience selling developer-first platforms or API infrastructure tooling to technical buyers (e.g., platform teams, architects, VP Eng). * Familiarity with AI/LLM workflows, especially how companies build internal agents, RAG pipelines, or AI-powered apps. * Understanding of API security, observability, and orchestration challenges in enterprises. * Early-stage or zero-to-one sales experience ; You’ve helped reposition or launch new products in a dynamic market. Apollo helps teams build, operate, and scale the graphs that power modern applications. If you’ve streamed a show, booked a trip, or read the news online, there’s a good chance Apollo was working quietly behind the scenes. We support some of the largest and most sophisticated GraphQL platforms in the world. But we’re not here just to maintain the status quo. Apollo is redefining how software teams build and ship - bringing clarity, speed, and leverage to increasingly complex systems. Our platform gives teams a single, coherent way to connect clients, services, and now AI-powered experiences, without drowning in endpoints or bespoke integrations. Just as importantly, we’re building a company where ambitious people can do the best work of their careers. That means meaningful ownership, smart teammates, and tackling hard problems that actually matter. If you like moving fast, thinking deeply, and helping shape what comes next, you’ll feel right at home here.