FEQ227R233

While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered.

At Databricks, our core principles are at the heart of everything we do; creating a culture of proactiveness and a customer-centric mindset guides us to create a unified platform that makes data science and analytics accessible to everyone. We aim to inspire our customers to make informed decisions that push their business forward. We provide a user-friendly and intuitive platform that makes it easy to turn insights into action and fosters a culture of creativity, experimentation, and continuous improvement. You will be an essential part of this mission, using your technical expertise to demonstrate how our Data Intelligence Platform can help customers solve their complex data challenges. You’ll work with a collaborative, customer-focused team that values innovation and creativity, using your skills to create customized solutions to help our customers achieve their goals and guide their businesses forward. Join us in our quest to change how people work with data and make a better world!

As a Sr. Solutions Architect, you are an expert-level technical leader responsible for the organization’s most complex customer engagements. You drive consumption strategy, own executive-level relationships, and serve as the definitive technical authority for your accounts. You have declared your archetype—a recognized technical specialization that makes you a force multiplier across your team and region. You operate at the intersection of deep technical expertise, strategic account planning, and executive influence.

The Impact You Will Have

• Drive the technical and consumption strategy for the organization’s most complex customer engagements, directly influencing platform adoption and revenue growth.
• Own senior-level technical relationships — serving as a trusted advisor on enterprise data and AI strategy
• Lead the most complex architecture engagements: multi-workload platforms, enterprise-wide migrations, real-time systems, and AI/ML at scale
• Operate as an Expert on the Databricks Platform with a declared archetype — actively mentoring others and driving horizontal impact across your team
• Develop and execute competitive strategies for your customers, positioning Databricks against incumbent and emerging platforms
• Orchestrate cross-functional teams (DSAs, SSAs, Partners, Product) to deliver enterprise-grade solutions
• Coach and develop junior SAs (L3–L5) on technical depth, customer engagement, and use case prioritization
• Contribute to Field Engineering thought leadership through customer-facing content, workshops, and community engagement

What We Look For

• 8+ years in solutions architecture, principal engineering, technical pre-sales leadership, or a senior customer-facing technical role
• Expert-level coding proficiency — Python, SQL, and ideally Spark/PySpark. You will complete a live coding assessment and a platform build during the interview
• Deep expertise in enterprise data architecture: distributed systems at scale, streaming/real-time, lakehouse design patterns, data governance frameworks, and cloud-native platforms
• Expert-level Databricks Platform knowledge (or equivalent depth in competing platforms with demonstrated rapid learning ability)
• Declared technical specialization with recognized depth — e.g., real-time architectures, ML/AI platforms, data governance, large-scale migrations, or industry-specific solutions
• Proven track record of driving consumption growth and platform adoption in large accounts
• Executive presence — ability to influence Directors, VPs, and C-level stakeholders on long-term data and AI strategy
• Experience leading competitive displacements and complex enterprise evaluations
• Ability to travel to customers 30% of the time
• Strong strategic thinking — connecting technical architecture decisions to business outcomes and revenue impact
• Bachelor’s or Master’s degree in Computer Science, Engineering, or a quantitative discipline (or equivalent experience); advanced degrees are valued

Nice to Have:

• Databricks certifications
• Prior experience at Databricks, Snowflake, AWS, Google, Microsoft, or a top-tier data/AI company
• Published thought leadership (blogs, conference talks, open source contributions)
• Industry vertical expertise (telco) with executive-level domain credibility

Interview Process: Recruiter Screen → Hiring Manager Screen → Design and Architecture Interview → Live Coding Assessment → Build, Demo, Pitch! Presentation → Reference Check

#CMEG

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles.  Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipated utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.

Zone 1 Pay Range

$219,100—$301,300 USD

Zone 2 Pay Range

$219,100—$301,300 USD

Zone 3 Pay Range

$219,100—$301,300 USD

Zone 4 Pay Range

$219,100—$301,300 USD

About Databricks

Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram.

BenefitsAt Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.

Our Commitment to Diversity and Inclusion

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.

Compliance

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer’s discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

FEQ227R273

While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered. #CMEG

As a Solutions Architect, you will lead the technical strategy for your customers — owning architecture discussions, driving platform adoption, and serving as a trusted advisor to customer technical leads and architects. You combine deep technical expertise with strategic thinking to position Databricks as the foundation of your customers’ data and AI strategy. You are developing a technical specialization (archetype) and are recognized within your team for depth in a specific domain.

The Impact You Will Have

• Own the end-to-end technical strategy for your accounts, from initial discovery through production deployment and consumption growth
• Lead complex architecture discussions — designing scalable, production-grade solutions spanning data engineering, ML/AI, and real-time analytics
• Serve as a trusted technical advisor to customer architects, engineering leads, and Directors
• Drive technical wins in competitive scenarios by demonstrating Databricks’ differentiation through custom-built solutions
• Develop and declare an emerging technical specialization (archetype) — becoming a go-to resource for your team in that domain
• Orchestrate cross-functional resources (DSAs, SSAs, Partners) to deliver comprehensive solutions for complex customer needs
• Influence product direction by providing structured feedback on customer requirements and competitive gaps

What We Look For

• 6+ years in solutions architecture, data engineering, technical pre-sales, or a senior hands-on technical role
• Strong coding proficiency in Python and SQL — you must demonstrate live coding, debugging, and solution-building skills
• Deep expertise in distributed data systems architecture: designing scalable pipelines, streaming architectures, lakehouse patterns, and cloud-native data platforms
• Proficient on the Databricks Platform (or demonstrated ability to achieve proficiency rapidly) with a developing technical specialization in one area (e.g., real-time/streaming, ML/AI, data governance, migrations)
• Proven ability to lead architecture discussions with senior technical stakeholders — whiteboarding, design reviews, and trade-off analysis
• Experience with production deployments on public cloud (AWS, Azure, or GCP), including infrastructure, security, and governance considerations
• Track record of driving platform adoption and consumption growth within accounts
• Excellent communication skills — able to translate complex architectures into business value for both technical and executive audiences
• Bachelor’s or Master’s degree in Computer Science, Engineering, or a quantitative discipline (or equivalent experience)

Nice to Have:

• Databricks certifications (Data Engineer, ML, Platform)
• Experience with competitive platforms (Snowflake, AWS native services, Azure Synapse) — understanding the landscape you’ll position against
• Background in a data/AI company or cloud provider
• Industry domain expertise (Financial Services, Healthcare, Retail, Media, etc.)

Interview Process: Recruiter Screen → Hiring Manager Screen → Design and Architecture Interview → Live Coding Assessment → Build, Demo, Pitch! Presentation → Reference Check

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles.  Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.

Zone 1 Pay Range

$180,000—$247,500 USD

About Databricks

Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram.

BenefitsAt Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.

Our Commitment to Diversity and Inclusion

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.

Compliance

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer’s discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

About Forma.ai:

Forma.ai is a Series B startup that’s revolutionizing how sales compensation is designed, managed and optimized. We handle billions in annual managed commissions for market leaders like Edmentum, Stryker, and Autodesk.

Our growth has been fuelled by our passion for fundamentally changing and shaping how companies use sales intelligence to drive business strategy.

We’re welcoming equally driven individuals who are excited about creating something big!

Forma.ai is hiring a Principal Consultant, Sales Effectiveness to transform how enterprises design, roll out, and manage territories and quotas using our Territory and Quota Management (TQM) suite of products. We’re looking for someone who brings real-world perspective on designing, implementing, and rolling out robust enterprise sales planning solutions, across territories, quotas and incentives.

Reporting to the Chief of Staff & Head of Sales Planning Products, you’ll help shape our sales planning solutions and take them to market. You’ll work closely with customers to implement the solution, optimize their processes, and drive adoption, leading engagements from high-level objective setting and modeling through to rollout. You’ll work closely with Customers, Senior Leadership at Forma, and Product Engineering teams to shape requirements, share what you’re seeing in the field, and influence what we build.

This role is for someone with practical, hands-on experience in sales planning. You should be comfortable leading sales planning solution design from objective setting through rollout and adoption. A background in management or technology consulting is heavily preferred. We are looking for someone that is willing to take extreme ownership, can operate at a senior level with customers and leadership, and are willing to get into the details to help build a market leading product.

The role’s key responsibilities are listed below:

• Lead the implementation of enterprise level sales planning solutions (territory and quota) for new and existing Forma.ai customers. From requirement gathering, to system and process redesign, to roll-out and change management.
• Act as a strategic partner to customers to optimize their sales planning processes and get the most out of the Forma.ai platform
• Contribute to product requirements and feature prioritization for territory design, quota setting, territory management, and related capabilities. Translate input from customers, leadership, and your own experience into product needs
• Support sales and marketing efforts for our sales planning solution, scoping solutions, supporting proof-of-concepts, and helping prospective customers understand what’s possible
• Operate with high ownership, driving clarity, making decisions, and moving forward in ambiguity

What we’re looking for:

• Experience in sales effectiveness, territory & quota planning, or sales incentives, whether as a consultant, solutions architect, RevOps professional, or in an SPM-related role
• 6+ years of progressive experience. A background in management or technology consulting is heavily preferred. You’ve owned executive client relationships, run discovery and design workshops, and delivered recommendations that executives acted on
• You’re hands-on with the details - comfortable building out analytics and models yourself, not just reviewing someone else’s work
• You can communicate at multiple altitudes - presenting to a CRO one hour, working through model logic with an analyst the next
• You want to turn what you’ve learned in the field into product: spotting patterns across customers and shaping better tooling

Additional Job Info:

• This position is for an existing vacancy
• Salary range: $150K - $200K CAD

What you can expect from us

Meaningful compensation. In addition to your base salary, you’ll join our employee stock ownership plan to further recognize your contributions to Forma.ai’s success.

Healthcare coverage. We have a full benefits package that includes medical, dental, vision, disability and life insurance, and a paid parental leave program.

Learning and development. Access the resources you want to help you grow in your role by utilizing our $750 yearly training stipend.

Growth. You’ll have a huge opportunity to build a career for yourself and gain the type of experience you’re looking for, whether that’s as an individual contributor or as a people leader.

Our Values:

• Work well, together. We’re real. We have kids and pets. Mortgages and student loans. We’re in this together, so no matter how brilliant any one of us is, we always play nice with one another – no exceptions.
• Be precise. Be relentless. We believe complacency breeds failure, so we set new goals as quickly as we achieve them. We persist in the face of adversity, learn from our mistakes, and push each other to continuously improve. The status-quo is kryptonite.
• Love our tech. Love our customers. Our platform solves a very complex problem in a currently underserved market. While everyone at Forma isn’t customer-facing, we’re all customer-focused. Maybe even slightly customer-obsessed. ­

Use of AI for Recruitment

Currently, Forma.ai does not use artificial intelligence as part of our recruitment process, specifically but not limited to the screening, filtering and shortlisting of applicants.

Our commitment to you:

Forma is a proud equal opportunity employer that is committed to creating a diverse and inclusive work environment.Every effort to accommodate candidates for accessibility will be made upon request. Information received related to accommodations will be addressed confidentially. We know that applying to a new role takes a lot of effort. You’re encouraged to apply even if your experience doesn’t precisely match the job description. There are many paths to a successful career and we’re looking forward to reading yours.

We thank all candidates for their interest however only qualified applicants will be shortlisted.

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy.

The International segment is seeking a new Business Development Representative (BDR) to help generate a quality pipeline for our Account Executives focused on our Regional-Mid-Market business segment. You will help build the pipeline by strategically prospecting and nurturing opportunities in accounts with 15-500 locations. This role is a great opportunity to develop outbound and phone skills by delivering a consultative platform pitch to C-suite, VP, and Director level positions across departments like IT, Operations, Accounting/Finance & Marketing. You will have the opportunity to work in a fast paced team with varied future customers and personalized training and career opportunities.

You will gain exposure to the Enterprise sales process and work cross-functionally with many segments of our team, including Senior Management, Marketing, Sales Operations, Sales Engineering, Services & Support, etc. You will also work closely with seasoned Account Executives to develop targeted prospecting strategies in their assigned markets.

A day in the life (Responsibilities)

• Generate new business pipeline primarily through outbound prospecting (2+ new business qualified sales opportunities per month)
• Gain interest through outbound cold calling across a set of accounts/prospects and breaking into net new logos in assigned territory (65+ activities per day)
• Schedule discovery calls, demos, on-sites and follow-up calls (owning the process until calls or meetings occur)
• Leverage existing tools and research to find new contacts to develop your call-base
• Focused efforts promoting new products to prospects
• Multi-threading and account mapping within large restaurant brands corporate teams and franchisees
• Persistent, organized follow-up with nurture contacts/accounts to re-engage on a next step (bring them back to the table!)
• Entering activity, notes, company account info and updating opportunities in Salesforce
• Work effectively with assigned AEs on a daily/weekly/monthly basis on maintaining target account lists and prospecting strategies
• Provide input in the design of & help in the execution of enterprise marketing efforts (campaigns, trade-shows, etc)
• Get the prep off your plate. Continuously find the repetitive parts of the day: account research, list building, note-taking, follow-up drafting and get them off your plate so more of your day is spent in live conversation.
• Prioritize on evidence, not list order. Work accounts based on observable change in the business: expansion, new openings, ownership change, hiring patterns, guest feedback trends, visible technology — rather than dialing top to bottom.
• Disqualify fast, remove closed brands, duplicates, wrong-segment accounts and dead numbers from the working list so your dial time concentrates on accounts that can actually convert.
• Protect the data everything runs on. Keep account and contact records accurate, current and deduplicated, understanding that routing, scoring and every AI-assisted workflow is only as good as the data underneath it.
• Find the person who actually decides. Resolve messy ownership structures — franchise groups, multiple legal entities, operators running several concepts under different names to reach a real decision maker rather than a main line.
• Open on their situation, not our product. Lead with something specific and verifiable about the operator’s business, and recognize that many operators have been burned by a previous vendor.
• Close the loop on what’s broken. Flag bad numbers, wrong contacts and research that didn’t hold up, so the target lists get better for you and for the AEs you support rather than quietly eroding.

What you’ll need to thrive (Requirements):

• Software/SaaS experience or other related tech space business experience in an outbound or closing role
• Previous outbound and inbound sales experience
• Fearless on the phone and persistent in initial reach out & follow-up with accounts over time
• Ability to identify key decision makers within new accounts, while aligning with internal account reps
• Well organized, self-motivated to make calls everyday and communicate effectively with internal teams and prospects in a productive manner
• Adaptable to new processes and ability to work cross-functionally and develop relationships with both internal and external stakeholders
• High customer empathy and the ability to handle objections
• Attention to detail and ability to thrive in a changing and evolving environment
• Demonstrate verbal and written skill sets in communication
• You’ve built something to make yourself faster. You can walk us through a repeatable process, template or workflow you personally created to eliminate busywork from your own week, and what it gave you back.
• Demonstrated learning velocity. You can point to a capability you taught yourself in the last six months without being asked to, and explain how you now use it.
• You can articulate a problem precisely. Comfort framing a messy question clearly and specifically enough that a tool, a teammate or an AE can actually act on it.
• You work a territory deliberately. Comfort making coverage decisions across a large account list rather than defaulting to whichever accounts are easiest to reach.
• Genuine curiosity about how restaurants actually operate, labor, throughput, margins, the difference between a 3-location operator and a 30-location one because that is what gets you a second conversation instead of a hang-up.
• Comfort working in build mode, where territory definition, process, and tooling are actively being shaped, and you are expected to have an opinion on them.

Special Skills (Nonessential Skills/Nice to Haves):

• Restaurant experience
• MEDDPICC certified
• Command of the Message
• Experience using Nooks, Salesforce, Zoominfo, LeadIQ, Claude/Gemini, Linkedin Sales Navigator

AI at Toast

At Toast, one of our company values is that we’re hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture.

Our Total Rewards Philosophy

We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits.

The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role includes base salary, commission, and bonus (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. In addition to cash compensation, our total rewards components include benefits and equity (if eligible). You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy.

Zone A

$75,000—$120,000 USD

Zone B

$65,000—$104,000 USD

Zone C

$59,000—$94,000 USD

How Toast Uses AI in its Hiring Process

Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. To learn more: https://careers.toasttab.com/ai-in-hiring

Our Approach to Hybrid Working

We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast

Diversity, Equity, and Inclusion is Baked into our Recipe for Success

At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences.

We Thrive Together

We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast.

Apply today!

Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com.

---—

For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Wrike is the most powerful work management platform. Built for teams and organizations looking to collaborate, create, and exceed every day, Wrike brings everyone and all work into a single place to remove complexity, increase productivity, and free people up to focus on their most purposeful work.

Our vision: A world where everyone is free to focus on their most purposeful work, together.

About the Role:

Collaborative work management is a $14B category growing at 15% a year, and the competitive set is consolidating fast. Wrike is hiring a Senior Manager, Competitive Intelligence & Positioning to own our company wide competitive program end to end, connecting what’s happening in the market to how our GTM teams win deals because of it.

You’ll build the single source of competitive truth our field relies on daily, sharpen the “Why Wrike Over Them” narrative for the core platform, and turn competitive analysis into deal level plays that move win rates against our primary competitors.

This is not a research only role. You’ll be equally comfortable writing an executive brief for our CEO, building a battlecard, and coaching an AE through a live competitive situation the same afternoon.

This is a senior individual contributor role. You won’t have direct reports. You’ll have a mandate, executive air cover, and the responsibility to influence Sales, Product, Enablement, and Analyst Relations without direct authority.

Your Impact:

• The Competitive Program: Build, scale, and maintain a high adoption single source of truth: battlecards, competitor teardowns, and playbooks, with a clear tiering framework that decides which competitors get which depth of coverage. Success is measured by whether the field uses it, not whether it exists.
• Core positioning and differentiation: Craft and evolve Wrike’s positioning and value messaging framework across target verticals and buyer personas: before and after scenarios, the capabilities buyers must have to get there, our defensible differentiators, and the metrics and proof points that make the claims verifiable. Keep it the single source of truth across Sales, CS, and campaigns, not a parallel doc that competes with what the field already uses.
• Deal-Level Wins: Partner with Sales and Revenue Enablement to translate intelligence into tactical plays (trap setting discovery questions, objection handling, displacement plays) and join high stakes competitive evaluations and churn risk calls directly when your expertise can tip the outcome.
• The win/loss program. Design and operate win/loss across segments, instrumented via [Salesforce/Clari/Clozd,Klu], with quarterly readouts and recommendations that reach Product and GTM leadership.
• Competitive pricing and packaging intelligence. Track and analyze competitor pricing models, packaging shifts, and discounting behavior, and equip Sales to navigate them in negotiation.
• Quantified value. Build the business-case layer that makes our differentiation defensible in enterprise deals — ROI models, TCO comparisons, and value realization frameworks Sales can put in front of an economic buyer.
• Executive Intel cadence: Establish a recurring intel cadence for GTM and product leadership, analyzing market movements, pricing/packaging shifts, product launches, M&A activity, and analyst coverage.
• Analyst and review site influence. Partner with AR on Gartner, Forrester, and IDC submissions, RFIs and RFPs, evaluation criteria, and review site strategy (G2, TrustRadius) so Wrike’s differentiators are accurately represented where buyers actually look.
• An AI native operating model. Build and optimize AI-powered workflows that scale how intelligence is gathered, synthesized, and distributed — competitor tracking, win/loss sentiment mining from deal notes, teardown analysis, and competitive RFP response.

How You’ll Drive Business Value:

You’ll own and report on:

• Win rate against named primary competitors
• Competitive displacement, meaning deals won where an incumbent competitor was in seat
• Deal velocity and influenced ACV in competitive opportunities
• Field adoption of competitive assets, measured rather than assumed

Your Qualifications:

• 7+ years in competitive intelligence, product marketing, or strategic GTM in B2B SaaS, with demonstrated success building competitive programs and enablement assets that measurably moved win rates and deal velocity.
• Proven ownership of strategic functional initiatives end to end. You set the priorities, you’re accountable for the outcomes, and you’ve done it without a team underneath you.
• Demonstrated ability to influence and align senior stakeholders across Sales, Product, Enablement, and Executive Leadership without direct authority.
• Exceptional written and verbal communication. You can hold a room of executives and a room of AEs on the same day, and adjust the altitude without losing the point.

Standout Qualities:

• Familiarity with enterprise value selling methodologies (Force Management’s Command of the Message, MEDDICC/MEDDPICC, Challenger, or similar) and a track record of translating them into messaging, discovery guides, and competitive plays reps will actually use.
• Experience in work management, collaboration, knowledge management, or adjacent enterprise SaaS categories.
• Hands on with CI and revenue tooling: [Klue, Clozd, Clari, Salesforce, Gemi, Claude, etc ].
• Direct experience contributing to major industry research: Gartner Magic Quadrant, Forrester Wave, or equivalent.
• Comfort with pricing intelligence, packaging analysis, and contract negotiation dynamics.
• Financial literacy. You can pull an insight out of a company’s annual filings.

Our Work Style:

You’ll report into Product Marketing Management and partner closely with Product Management, Revenue Enablement, Sales, and Executive Leadership as the resident expert on competitive dynamics: strategic advisor to leadership, trusted tactical partner to the field.

We’re a collaborative, fast moving team that values transparency, continuous learning, and swift execution. We run on Wrike, so you’ll use the product you’re positioning every day, which turns out to be one of the better competitive research methods available.

Benefits & Perks:

• Flexible Time Off (FTO)
• Company 401(k) Match
• Parental Leave: 18 Weeks Maternity / 4 Week Paternity
• 2 Volunteer Days
• Health (medical, dental & vision) Insurance (EEs + Dependents)
• Disability (STD, LTD) & Life Insurance Plans (2x Salary, Capped)
• Working from Home Allowance ($40 / Monthly)
• $500 Working from Home home office set-up Stipend

Your recruitment buddy will be Aziza Talhi, Senior Recruiter.

#LI-AT1

The range below reflects the base salary for this full-time position and applies to all U.S. locations, excluding benefits, discretionary bonuses, and other incentives. The final offer within this range will consider factors such as the role, seniority level, geographic location, and employment contract type. An individual’s work location, unique skills, experience, and relevant educational background will also influence the final offer. For tailored compensation details based on your preferred location, please discuss with your recruiter during the hiring process.

Total compensation pay range

$135,000—$155,000 USD

Who Is Wrike and Our Culture

We’re a team of innovators and creators who solve the complex work problems of today and tomorrow.

Hybrid work mode

Wrike is our people, not a place. With 1,000+ employees collaborating across nearly every time zone, we support talent through 10 global hubs — Australia, Costa Rica, Cyprus, Czechia, Estonia, France, India, Ireland, Japan, and the United States — offering flexible ways of working that include remote work, hybrid environments, and co-working spaces across many locations.

While flexibility looks different across teams and regions, employees located near certain hubs — particularly in Prague (CZ), Nicosia (CY), Bangalore (IN), and Rennes (FR) — are generally expected to collaborate in person around 2–3 days per week, balancing the flexibility of distributed work with opportunities for in-person collaboration and connection.

Our persona

💡  Smart: We love what we do, and we’re great at it because this is our domain. Our combined knowledge in this space is unmatched.

💚  Dedicated: We get up every day focused on helping our customers win. We’re committed to helping our teammates win, too!

🤗  Approachable: We’re friendly, easy to get along with, considerate, and helpful.

Our culture and Values

🤩 Customer-Focused

We care about our customers. We understand the customer journey, experience, and value derived from Wrike. Decision-making and action-taking are done with the customer in mind.

🤝 Collaborative

We work as one and win together, each bringing unique strengths that contribute to diversity of thought for better outcomes. Leveraging our own work management platform, we foster an environment of creative collaboration and shared achievement.

🎨 Creative

We strive to succeed through continuous innovation. It’s our pursuit of novel concepts that helped us create a market category. We continue to cultivate a workplace that fosters creative thinking as a means of transcending conventional boundaries and empowers us to break new ground to deliver extraordinary work management solutions.

💪 Committed

We believe in ownership at all levels of the organization, by owning workflows from start to finish. Each member of our team is an integral part of this commitment, establishing work as a platform for personal growth and transformation, as well as collective success and growth.

Check out our LinkedIn Life Page, Company culture page, Instagram, Wrike Engineering Team, Medium, Meetup.com, Youtube for a feel for what life is like at Wrike.

CaptivateIQ is redefining the architecture of sales performance, empowering organizations to architect, execute, and refine their strategic goals. Our journey began by disrupting the incentive compensation category, and we are now expanding our platform’s reach to address comprehensive sales planning requirements. Validated by industry leaders like G2 and Forrester and supported by elite investors including Accel, Sequoia, Sapphire Ventures, and ICONIQ, we provide high-growth brands—such as Stripe, Figma, and Netflix—with the critical flexibility and visibility required to accelerate revenue velocity.

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

About the Role

As an Enterprise Account Executive at CaptivateIQ, you’ll drive net new enterprise acquisition across complex, multi stakeholder deals in high value accounts. You’ll own the full sales cycle from self sourced pipeline generation through discovery, demo, and close while helping build and scale the next phase of our Enterprise team.

This is an opportunity to join CaptivateIQ at a pivotal stage of our growth as we continue to invest in and expand our Enterprise business. We’re looking for strategic, product fluent sellers who thrive in ambiguity, take initiative, and connect technical product depth to real customer outcomes. This is a high ownership role for someone who brings curiosity, grit, coachability, and the ability to lead value based conversations across multiple stakeholders, including CFOs, CROs, and VP level leaders, and who is excited to help shape the future of our Enterprise sales motion.

Responsibilities

• Own the full Enterprise sales cycle — from self-sourcing pipeline through discovery, demo, and close
• Develop and execute strategic account plans aligned to customer pain and business outcomes
• Lead compelling, self-run product demos that tie solution capabilities to stakeholder needs
• Build and maintain deep knowledge of the CaptivateIQ platform and how it solves complex challenges
• Collaborate cross-functionally with solutions engineering, product, marketing, CS, and BDRs to drive pipeline and deal momentum
• Maintain a disciplined pipeline with accurate forecasting and clear deal progression
• Continuously evolve your sales approach using customer feedback, competitive insights, and market trends
• Contribute to the development of our sales playbook and GTM strategy as we scale

Requirements:

• 8+ years of SaaS sales experience, including 4–5 years owning net-new Enterprise deals
• Proven track record of exceeding quota and closing complex, multi-stakeholder deals in the $250K+ range
• Experience leading product demos independently, with strong technical and value articulation skills
• Proficiency in sales methodologies such as MEDDPPICC, Challenger, or similar
• Self-starter with a strong bias for action, accountability, and continuous improvement
• Excellent communication, discovery, and stakeholder management skills

Nice to Have

• Deep understanding of how to sell into operational and finance buyers (e.g., CFO, RevOps, Finance leaders)
• Familiarity with compensation, planning, analytics, or adjacent SaaS categories
• Familiarity with sales tools like Salesforce, Gong, and Outreach

Benefits

• (US-ONLY) 100% of medical, dental, and vision covered including 75% for dependents
• Flexible vacation days and quarterly mental health days so you can recharge
• Enjoy a one-time expense on your 1-year work anniversary (to use for travel, home furnishings, fancy meal)
• Annual stipends for professional development and caretaking
• (US-ONLY) 401k plan to participate in and save towards the future
• Newest Apple products to help you do your best work
• Employee Resource Groups (ERGs) to support and celebrate the shared identities and life experiences of communities within CaptivateIQ. ERGs directly support our company-wide DEI goals as a space for developing and retaining diverse talent

Notice for Prospective Candidates

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

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

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

$300,000 - $300,000 a year

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

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

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

Muck Rack is the leading SaaS platform for public relations and communications professionals. Our mission is to enable organizations to build trust, tell their stories, and demonstrate the unique value of earned media. Muck Rack’s AI-powered, comprehensive, and integrated platform streamlines the PR workflow to help businesses generate positive media coverage, monitor mentions to manage brand reputation, and analyze PR’s impact on business outcomes. By combining media database, monitoring, and reporting into one dynamic platform, we empower teams to collaborate seamlessly, pitch effectively, and analyze results faster and more efficiently.

Founder-controlled, fully distributed, and growing sustainably, Muck Rack has received several awards for its unparalleled culture and product from organizations like Inc., Quartz, G2, and BuiltIn. We value resilience, transparency, ownership, and customer devotion, and infuse these values into everything we do.

We’re growing quickly, and we’re looking for an ambitious, tech-savvy, and detail-oriented Outbound Sales Development Representative to join our team and make a big impact.

As an Outbound SDR at Muck Rack, you will work closely with our sales team to generate opportunities through outbound outreach. You should be excited about working in a fast-paced sales environment where you’ll be the first “face” of Muck Rack to prospective customers, representing our team, culture, and brand.

What you’ll do:

• Build pipeline through outbound outreach — prospect leads via email, LinkedIn, and phone to consistently meet and exceed quota
• Personalize your interactions — leverage Muck Rack’s tools and prospect insights to make outreach timely, relevant, and informed from the first touch
• Prospect strategically— develop efficient, creative outreach systems tailored to target accounts, using our systems to identify patterns and prioritize who to contact and when
• Plan your day with purpose — lean on AI-assisted workflows to structure your time, stay on top of follow-ups, and keep your pipeline moving without things falling through the cracks
• Stay plugged into PR — monitor industry news to surface timely, relevant outreach opportunities
• Maintain clean CRM hygiene — keep lead records, activities, and reporting accurate and up to date in Salesforce
• Collaborate cross-functionally — partner closely with Account Executives and Marketing to align outreach efforts and drive pipeline growth
• Maintain consistent activity standards— execute against outreach expectations across segments while balancing quality personalization with high-volume prospecting

How success will be measured in this role:

• Meetings booked, held, and converted to pipeline (S2 opportunities)
• SDR-sourced revenue

If the details below describe you, you could be a great fit for this role:

• 1+ year of experience in a SaaS SDR role or 1+ year working in PR preferred— you understand either the sales motion or the buyer’s world
• Highly accountable and self-motivated, with a growth mindset that welcomes feedback and coaching
• A natural relationship builder with genuine curiosity and a sales-oriented mindset
• Exceptional written communication skills — you write emails that actually get read and responses that move things forward
• Strong phone presence — you can build rapport quickly and keep a conversation going
• Ability to juggle multiple priorities in a fast-paced, startup environment without dropping the ball
• A quick study with new tools (including AI tools) — we work in Google Workspace, Salesforce, Outreach, Slack, Nooks, SalesNav, etc
• Based or willing to work East Coast or Central hours
• Proactively incorporate AI tools into day to day work to improve productively and accelerate delivery

Interview Overview

Below you’ll find an outline of the interview plan for this role. Please note that this is what we expect the process to look like; we may ask you for supplemental information or require an additional step before making a final decision.

• Skills Assessment
• 15-minute Recruiter Screen with SDR Manager
• 45-minute Zoom interview with the hiring manager, including a mock cold call
• Panel interview with several members of our team
• 30-minute Bar Raiser

Travel & Team Engagement Expectations

This role requires up to 10% travel for team collaboration, customer engagements, and company events. As part of our commitment to building strong connections across our fully distributed team, attendance at our annual company offsite (typically held in Mexico) is expected.

Salary

In the US, the base salary for this role is $53,000, with $68,000+ in OTE. Note that we typically build 1-3 quarters of ramp time with lower goals and thus lower earnings from commissions. We take a geo-neutral approach to compensation within the US, meaning that we pay based on job function and level, not location. For all other countries, we have competitive pay bands based on market standards.

Individual compensation decisions are based on a number of factors, including experience level, skillset, and balancing internal equity relative to peers at the company. We expect the majority of the candidates who are offered roles at our company to fall healthily throughout the range based on these factors. We recognize that the person we hire may be less experienced (or more senior) than this job description as posted. If that ends up being the case, the updated salary range will be communicated with you as a candidate.

Why Muck Rack?

Remote Work, Forever

• Fully distributed team with a permanent remote setup
• Home office stipend, phone and internet reimbursement, coworking membership
• Virtual and in-person team bonding (lunches, events, competitions)

Transparent & Fair Compensation

• Competitive geo-neutral pay in the U.S.
• Annual reviews to ensure equity and market alignment
• Standardized bonus or commission structure
• 401(k) with employer contributions
• Equity opportunities

Health & Wellness

• Comprehensive medical, dental, vision, disability, and life insurance for employees and dependents
• 100% premium coverage for individuals on high-deductible plans
• 24⁄7 Virtual Care and Employee Assistance Program
• Employer-funded HSA contributions and other pre-tax benefits
• Quarterly wellness stipend and free Headspace subscription

Time Off & Family Benefits

• 4+ weeks of PTO, plus paid sick and mental health days
• 13 paid holidays with the option to swap for personal days
• Up to 16 weeks of fully paid parental leave

Learning and Development

• Transparent pathways for internal mobility and promotion
• Bi-annual performance reviews, team workshops, and leadership training
• Unlimited access to Coursera and O’Reilly
• 2 additional PTO days annually for learning and development

Inclusive, Customer-First Culture

• Commitment to equity and valuing diverse perspectives
• Agile, founder-led company focused on collaboration and innovation
• Trusted by 3,000+ companies worldwide

Note: Benefits and compensation reflect offerings for U.S.-based employees. Support is provided for employees in other locations, in compliance with local laws and regulations.

While we are a fully distributed team, we do have limitations on where we can hire and maintain a list of acceptable working locations based on job function. If we are unable to hire in your current location for the role for which you applied, you will be notified via email. While we enjoy many benefits as a permanently distributed and remote company, we cannot always support relocation or extended travel and have guidelines in place to ensure compliant work away from your designated permanent residence.

#LI-Remote

Please note: For detailed information regarding our GDPR and/or CCPA compliance policies, including how we handle personal data and privacy rights, kindly refer to the email correspondence accompanying this application.

Muck Rack does not accept unsolicited resumes from search firms or any other third parties. Any unsolicited resume sent to Muck Rack will be considered Muck Rack property, and Muck Rack will not pay a fee should it hire the subject of any unsolicited resume.

Muck Rack considers applicants for all positions on the basis of merit, qualifications, and business needs, and without regard to race, color, national origin, religion, sex, age, disability, sexual orientation, gender identity, alienage or citizenship status, ancestry, marital status, genetic predisposition or carrier status, veteran status, familial status, status as a victim of domestic violence, or any other status or characteristic protected by applicable federal, state, or local law.

Note to applicants/job seekers: We have recently been made aware of scams impersonating Muck Rack’s HR team. Please be cautious of these attempts to elicit banking or other financial or sensitive information. Muck Rack will never request financial information during the interview process, and follow ups for interviews or next steps will always come from an ‘@muckrack.com’ email address. If you are contacted by anyone from a different domain who claims to be from Muck Rack, please forward the communication to legal@muckrack.com.

At Colibri Group, culture is at the heart of everything we do. Our values Love, Joy, Boldness, Teamwork, and Curiosity guide how we work together, support our customers, and make a difference in the communities we serve.

Colibri Group is a leader in online professional education, serving more than one million learners each year across a family of trusted education brands. This role supports our consumer sales organization, helping ensure prospective learners receive a consistent, high quality sales experience while our frontline teams have the coaching, tools, processes, and support they need to perform at their best.

Come Build What’s Next

We’re looking for a Sales Manager, B2C to lead, coach, and support a nationally distributed team of frontline consumer sales professionals across our real estate education brands.

First and foremost, this is a coaching and people leadership role. You will work with an experienced and highly tenured sales team, helping strong performers continue to grow while identifying opportunities to improve conversion, customer conversations, productivity, and overall sales performance.

You will also play an important role in the day-to-day operation of the business. Our teams work across multiple time zones, nine brands, several systems, and four different point-of-sale platforms. The right person will be comfortable learning quickly, removing roadblocks, using data to understand what is happening within the business, and helping the team navigate a complex environment.

We are not looking for someone to come in and change everything that already works. We are looking for a thoughtful, hands-on leader who can build trust, strengthen performance, and help an established team reach the next level without micromanaging them.

What You’ll Do

• Lead, coach, and develop a nationally distributed B2C sales team of approximately 12 to 20 professionals through regular one-on-ones, call coaching, performance conversations, and individualized development

• Track daily, weekly, monthly, and quarterly performance across revenue, conversion, inbound and outbound activity, productivity, and other key sales measures, using those insights to guide coaching and action

• Listen to customer conversations, identify patterns and opportunities, and provide practical feedback that helps experienced sales professionals improve their performance

• Support the day-to-day execution of teams working across multiple time zones, helping remove operational or system roadblocks and ensuring the team has the support and coverage needed to serve customers effectively

• Reinforce strong CRM and sales process discipline while learning and navigating HubSpot, multiple point-of-sale systems, reporting tools, and processes across several brands

• Partner closely with Sales Leadership, Marketing, Finance, HR, Talent Acquisition, Operations, Systems, and Site Leadership on hiring, onboarding, workforce planning, reporting, process improvements, and broader business priorities

What You’ll Bring

• 4+ years of experience in B2C sales, inside sales, contact center sales, enrollment sales, or another consumer sales environment, including direct experience leading frontline sales professionals

• A strong coaching mindset with demonstrated success developing sales talent, improving performance, and creating accountability without relying on a micromanagement approach

• Direct experience owning measurable team outcomes such as revenue, conversion, sales activity, productivity, or other performance goals

• Strong comfort with sales technology and CRM platforms such as HubSpot, Salesforce, or comparable systems, along with the ability to learn new tools and processes quickly

• Experience using sales reports, performance data, call insights, and customer behavior to identify trends, communicate recommendations, and improve team execution

• Comfort leading a nationally distributed team across multiple time zones and the flexibility to support a consumer sales environment that may occasionally require availability outside traditional business hours

Tools, Platforms, and Methodologies You May Use

Experience with every tool or platform below is not required. We are most interested in your ability to learn quickly, use technology confidently, and turn sales data and customer conversations into meaningful coaching and better performance.

• HubSpot, Salesforce, or comparable CRM platforms

• Sales reporting, dashboarding, conversion analysis, and performance measurement tools

• Call recording, conversation intelligence, and quality assurance platforms

• Multiple point-of-sale systems and sales technology environments

• AI, automation, workforce planning, and productivity tools that support sales coaching, reporting, and operational efficiency

Why You’ll Love Working Here

• Take meaningful ownership of a nationally distributed frontline sales team and have a direct impact on how the team performs and develops

• Coach an experienced group of sales professionals and help strong, tenured team members continue growing without disrupting what already works

• Work across sales performance, conversion, customer experience, coaching, technology, and operational improvement

• Build broad exposure across multiple education brands, systems, customer groups, and business partners

• Partner closely with leaders across Sales, Marketing, Finance, HR, Operations, and Systems while bringing your own judgment and leadership to highly visible work

We Encourage You to Apply

You may not check every preferred box, and that is okay!

Candidates may come from B2C or inside sales leadership, enrollment or admissions sales, contact center sales, consumer services, professional education, or other consumer-facing sales environments where they have been accountable for developing people and delivering measurable results.

HubSpot experience is preferred, but experience with Salesforce or another comparable CRM can translate well.

This role does require recent experience directly leading or coaching frontline sales professionals. If your background has primarily focused on sales operations, CRM administration, analytics, reporting, or enablement without hands-on responsibility for developing a sales team and influencing its performance, this may not be the right opportunity.

Because our sales teams operate nationally across multiple time zones, this role also requires flexibility. Consumer sales activity does not always fit neatly within traditional business hours, and there may be times when the team needs leadership support during evenings, weekends, or other high-demand periods.

If you enjoy developing people, digging into the numbers to understand what is happening, helping experienced sellers get even better, and jumping in when your team needs you, we would love to hear from you.

What You Can Expect From Our Hiring Process

We want our interview process to give you a clear picture of the role, the team, and what it’s like to work at Colibri while giving us the opportunity to understand your experience, leadership style, and what you’re looking for next.

While the exact process may vary slightly, you can generally expect:

• Recruiter Conversation

An introductory conversation with a member of our Talent Acquisition team to learn more about your experience, career goals, and interest in Colibri. We’ll also share more about the role, team, compensation, and what to expect throughout the process.

• Hiring Manager Conversation

A deeper conversation focused on your career experience, sales leadership, coaching approach, performance ownership, and how you have supported teams through growth, challenges, and change.

• Team and/or Leadership Interviews

You may meet with additional leaders or cross-functional partners to explore the skills and experiences most relevant to the position and learn more about how the team works together.

• Final Conversation and Decision

Depending on the interview team, there may be a final conversation with an additional leader or stakeholder. Our Talent Acquisition team will keep you informed about next steps and timing throughout the process.

Our goal is to make the experience thoughtful, respectful, and transparent. We encourage you to ask questions throughout the process. We’re evaluating the opportunity together.

Our Commitment to Inclusion

Colibri Group is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment where everyone feels welcome, respected, and empowered to do their best work. We encourage qualified candidates from all backgrounds, experiences, and career paths to apply.

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

Description

About Us:

Incentivio is the intelligent guest engagement platform helping multi-unit restaurant brands turn guests into growth. Our unified platform brings online ordering, loyalty, marketing automation, and analytics into one system - powered by AI that gets smarter with every interaction, personalizing engagement and predicting churn before a guest ever thinks about leaving. The result: one-time visitors become loyal regulars, and every guest relationship becomes an expanding source of revenue, all while restaurants keep full ownership of their data and their brand.

About the Position:

Incentivio seeks a highly motivated and results-driven Account Executive to join our Sales team. As an Account Executive, you will drive revenue growth by identifying and closing new business opportunities within an assigned restaurant target segment.

Requirements

Responsibilities:

• Develop and execute a strategic sales plan to achieve sales targets and expand our customer base in the assigned segment

• Identify and qualify leads through research, networking, and cold-calling

• Build and maintain strong relationships with key decision-makers and influencers

• Deliver compelling product demonstrations and presentations to potential clients

• Negotiate and close sales contracts, ensuring customer satisfaction and long-term success

• Collaborate with cross-functional teams to ensure seamless onboarding and implementation of new accounts

• Stay up-to-date with industry trends and competitive landscape

Requirements:

• Proven track record of exceeding sales targets in a B2B software sales role

• Proven track record of working marketing and partner leads into closable pipeline, as well as self source pipeline

• Experience selling to restaurant brands in the USA/Canada

• Restaurant SaaS Experience is preferred

• Strong communication and interpersonal skills

• Ability to build and maintain relationships with key stakeholders

• Self-motivated and target-driven mindset

• Excellent presentation and negotiation skills

• Ability to work independently and remotely

• Open to traveling to customers and/or industry events

If you are a highly motivated individual with a passion for sales and a proven track record of success, we would love to hear from you. This is a remote position, allowing you to work from anywhere while contributing to the growth of our organization.

Cloudinary is the Image and Video API platform trusted by millions of developers and over 10,000 companies worldwide. Our powerful tools fuel websites to be faster, richer in user engagement, and breakthrough creativity. With a growing suite of products that support everything from developer efficiency to brand storytelling, Cloudinary is becoming the visual layer of the web.

Cloudinary has a globally distributed team across North America, EMEA, and Asia-Pacific, united by a shared commitment to building smart, scalable technology and a culture rooted in humility, curiosity, and collaboration. At Cloudinary, we celebrate Life & Work. We believe in healthy growth, working with purpose, and creating meaningful value. If you’re looking for a place where your voice matters and your work truly makes an impact, this may be the opportunity for you.

Cloudinary is seeking a talented, tech-savvy, and experienced Senior Account Executive to join our dynamic Sales team! With a rapidly growing number of interested prospects, we need a driven professional to play a pivotal role in our revenue-generating efforts across North America.

We’re searching for someone who thrives in a collaborative and fun environment, values teamwork, and has a proven track record of success. If you’re a career-focused individual eager to make an impact, this could be the opportunity you’ve been waiting for!

Responsibilities:

• Drive Sales Excellence: Lead a robust sales pipeline from prospecting to closure, consistently exceeding a $1,500,000 annual revenue quota.
• Win New Business: Leverage innovative sales approach to acquire net-new Fortune 500 enterprise customers and establish long-term partnerships.
• Deliver Accurate Forecasts: Provide reliable monthly, quarterly, and annual sales revenue forecasts, ensuring predictability and accountability in your pipeline.
• Build Critical Plans: Develop comprehensive territory and go-to-market strategies to maximize sales results and market penetration.
• Own Pipeline Generation: Take ownership of all pipeline generation activities, collaborating with Sales Development, Channels & Alliances, and Marketing/Demand Generation teams to drive lead quality and volume.
• Be a Brand Ambassador: Represent the Cloudinary brand with professionalism and enthusiasm at key industry events and customer engagements.
• Ensure Client Success: Partner with Client Success, Sales Engineering, and Product teams to deliver outstanding outcomes and build lasting relationships with clients.
• Showcase Solutions: Present Cloudinary’s features and benefits in a compelling way, both in-person and online, tailored to the unique needs of each prospect.

About You:

• Proven Track Record: 7+ years of experience in a tech-oriented B2B SaaS sales role, consistently meeting or exceeding quotas of $1,500,000 or more.
• Enterprise Expertise: Demonstrated success in managing complex sales cycles and acquiring high-value enterprise clients, particularly within Fortune 500 companies.
• Pipeline Ownership: Hands-on experience managing all aspects of pipeline growth, from lead generation to closing.
• Exceptional Communication: Strong presentation and interpersonal skills, with the ability to convey technical concepts to both technical and non-technical audiences.
• Collaborative and Coachable: A team player who is eager to learn, adapt, and contribute to shared success.
• Critical Thinker: Adept at interpreting client objectives and developing strategies to meet their needs.
• Willingness to Travel: Open to traveling up to 25% for client meetings, events, and other engagements.

#LI-BP1

We have you in mind. As an employee, you will experience many benefits, including:

Awesome technology

Top-talent peers

100% sponsored medical, dental, and vision plans for employees & family

HSA company contribution

Matching 401k program

Robust vacation & wellness policy

Annual development stipend

Catered lunches or a food stipend

Cloudinary is proud to be an equal-opportunity employer dedicated to pursuing a diverse workforce.

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

About Lockwood: Lockwood collaborates with clients in the pharmaceutical, biotech, and medical device industries to identify effective, holistic, science-based strategies to address their objectives through medical communications. Our clients count on us to challenge their assumptions and help them creatively navigate around obstacles. From strategy through execution, we focus on accuracy, transparency, and scientific value to create programs that are evidence-based, clinically relevant, and contribute to the development of our clients’ brands. Over a third of our staff hold advanced scientific or medical degrees, and most work from where they live. Because our flexible structure provides better work-life balance, we attract the best talent, facilitate their best work, and as a result, we are more responsive to our clients, wherever and whenever they do business.

Summary: In this role, the Account Director will oversee all internal and external aspects of an account management team. Responsibilities include directly managing and mentoring account team staff, brainstorming and starting up new programs, troubleshooting, facilitating interdepartmental communication, providing staffing/resourcing reports, and contributing to new business development efforts if requested. External responsibilities include establishing and maintaining strong relationships with clients and key faculty, liaising with relevant medical associations and institutions, and presenting innovative ideas and exploring new business opportunities with current clients.

Responsibilities:

• Handle daily management for assigned book of business
• Establish and maintain strong relationships with client(s) and stakeholders
• Ensure client expectations are met or exceeded on all levels by maintaining ongoing communication (written and verbal) with client and account team members and troubleshooting problems/issues as necessary
• Establish and maintain a thorough knowledge of client organizations, products, disease states, and marketing objectives
• Oversee budgeting, financial monitoring, and reconciliation of individual projects
• Pursue and acquire new business within current accounts by writing proposals, developing new business presentations, and participating in regular onsite client meetings
• Hire and train account management staff; establish individualized career development plans, provide ongoing feedback, and conduct performance evaluations for direct reports
• Update senior management on account team activity, new business opportunities, and financial analyses and projections
• Assign and manage account team workload
• Work with department managers to identify and manage internal and external resources
• Facilitate conflict resolution within and between departments or between account team members
• Participate and/or lead team meetings

Direct Reports: May include Senior Project Managers, Project Managers, Associate Project Managers, Project Coordinators

Education: A bachelor’s degree is required. An advanced degree in science or business is preferred.

Professional Skills & Experience:

• Seven plus years of relevant job experience, including management responsibilities, interdisciplinary team involvement, marketing and/or communications within a scientific setting is required.
• Management experience in one or more of the following settings: pharmaceutical manufacturer, biotech, managed care hospital, medical communications company, or healthcare advertising agency is preferred.
• The ability to quickly grasp and retain scientific and technical concepts is required.
• Word, Excel, PowerPoint, Internet and strong presentation skills are required.
• Business development skills are also required.

About Hello Heart:

Hello Heart is on a mission to make heart attacks a thing of the past.

We’re an AI company focused exclusively on heart health, building a platform that predicts and prevents cardiac events before they happen—identifying risk up to 10 days in advance versus 10 years in traditional clinical models.

This is already working at scale. Hello Heart has been shown to reduce inpatient hospital days by 47% and deliver ~$1,800 in annual savings per member. Hello Heart is the cardiac prevention partner to over 80% of large U.S. health plans and serves hundreds of public and private employers.

We’re defining how the #1 cause of death—heart disease—is managed in the AI era. Join us.

About the Role

Hello Heart is seeking a talented Senior Manager, Consultant Relations who will play a critical part in our GTM team by supporting the sales team, focusing on consultant relations. The role will be responsible for helping to manage, build, and maintain relationships in the consulting community, as well as educating consultants on our value proposition and key differentiators. This role is critical to Hello Heart’s growth strategy, and we are seeking individuals with in-depth knowledge of the consulting space, existing relationships, and a passion for digital health solutions.

Responsibilities

• Develop and nurture Hello Heart relationships with consulting contacts in your assigned region to generate new growth opportunities for Hello Heart
• Collaborate with key groups at Hello Heart (sales, channel partnerships, medical affairs, marketing) to advance opportunities with prospective clients through our pipeline
• Coordinate and participate in events with key consulting firm offices in your assigned region to further build your network and awareness of Hello Heart; leverage the expertise and resources of our internal Medical Affairs, Marketing, Sales, and Channel Partners teams to make events successful
• Partner with Customer Success to nurture relationships with consultants associated with a book of existing Hello Heart clients to support revenue retention and identify additional client prospects
• Develop and execute on a national strategy for an assigned portfolio of Consulting Houses; including cultivating national relationships, developing strategic partnerships, driving participation in consulting vendor programs (e.g., Mercer VIP), responding to consultant sourced RFIs

Qualifications

The ideal candidate will have a strong background and interest in healthcare and benefits consulting and experience in sales and/or relationship management.

• 5+ years of experience in Consulting Relations
• Experience at a consulting or brokerage firm is strongly preferred
• Relationships with and understanding of firms such as Mercer, Aon, WTW, Alliant, Segal, Gallagher, and Lockton required
• Experience with a digital health solution, preferably in a start-up environment
• Excellent poise and presentation skills, strong writing skills
• Experience leveraging technology and tools
• Experienced using AI tools in your daily workflow
• Adept at social selling and networking
• “Go-getter”, driven to work in a growing company and help enable teams to sell a solution that gets quick results and can save lives
• Ability to travel 50% of the time
• This position requires candidates to be based on the West Coast

*The US base salary range for this full-time position is $160,000 to $175,000. Salary ranges are determined by role and level. Compensation is determined by additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the salary only, and do not include equity or benefits.*

Hello Heart has a positive, diverse, and supportive culture - we look for people who are collaborative, creative, and courageous. Oh, and if you want to see some recent evidence of the fun things we do at Hello Heart, check out our Instagram page.

Muck Rack is the leading SaaS platform for public relations and communications professionals. Our mission is to enable organizations to build trust, tell their stories, and demonstrate the unique value of earned media. Muck Rack’s AI-powered, comprehensive, and integrated platform streamlines the PR workflow to help businesses generate positive media coverage, monitor mentions to manage brand reputation, and analyze PR’s impact on business outcomes. By combining media database, monitoring, and reporting into one dynamic platform, we empower teams to collaborate seamlessly, pitch effectively, and analyze results faster and more efficiently.

Founder-controlled, fully distributed, and growing sustainably, Muck Rack has received several awards for its unparalleled culture and product from organizations like Inc., Quartz, G2, and BuiltIn. We value resilience, transparency, ownership, and customer devotion, and infuse these values into everything we do.

We’re growing quickly, and we’re looking for an ambitious, tech-savvy, and detail-oriented Outbound Sales Development Representative to join our team and make a big impact.

As an Outbound SDR at Muck Rack, you will work closely with our sales team to generate opportunities through outbound outreach. You should be excited about working in a fast-paced sales environment where you’ll be the first “face” of Muck Rack to prospective customers, representing our team, culture, and brand.

What you’ll do:

• Build pipeline through outbound outreach — prospect leads via email, LinkedIn, and phone to consistently meet and exceed quota
• Personalize your interactions — leverage Muck Rack’s tools and prospect insights to make outreach timely, relevant, and informed from the first touch
• Prospect strategically— develop efficient, creative outreach systems tailored to target accounts, using our systems to identify patterns and prioritize who to contact and when
• Plan your day with purpose — lean on AI-assisted workflows to structure your time, stay on top of follow-ups, and keep your pipeline moving without things falling through the cracks
• Stay plugged into PR — monitor industry news to surface timely, relevant outreach opportunities
• Maintain clean CRM hygiene — keep lead records, activities, and reporting accurate and up to date in Salesforce
• Collaborate cross-functionally — partner closely with Account Executives and Marketing to align outreach efforts and drive pipeline growth
• Maintain consistent activity standards— execute against outreach expectations across segments while balancing quality personalization with high-volume prospecting

How success will be measured in this role:

• Meetings booked, held, and converted to pipeline (S2 opportunities)
• SDR-sourced revenue

If the details below describe you, you could be a great fit for this role:

• 1+ year of experience in a SaaS SDR role or 1+ year working in PR preferred— you understand either the sales motion or the buyer’s world
• Highly accountable and self-motivated, with a growth mindset that welcomes feedback and coaching
• A natural relationship builder with genuine curiosity and a sales-oriented mindset
• Exceptional written communication skills — you write emails that actually get read and responses that move things forward
• Strong phone presence — you can build rapport quickly and keep a conversation going
• Ability to juggle multiple priorities in a fast-paced, startup environment without dropping the ball
• A quick study with new tools (including AI tools) — we work in Google Workspace, Salesforce, Outreach, Slack, Nooks, SalesNav, etc
• Based or willing to work East Coast or Central hours
• Proactively incorporate AI tools into day to day work to improve productively and accelerate delivery

Interview Overview

Below you’ll find an outline of the interview plan for this role. Please note that this is what we expect the process to look like; we may ask you for supplemental information or require an additional step before making a final decision.

• Skills Assessment
• 15-minute Recruiter Screen with SDR Manager
• 45-minute Zoom interview with the hiring manager, including a mock cold call
• Panel interview with several members of our team
• 30-minute Bar Raiser

Travel & Team Engagement Expectations

This role requires up to 10% travel for team collaboration, customer engagements, and company events. As part of our commitment to building strong connections across our fully distributed team, attendance at our annual company offsite (typically held in Mexico) is expected.

Salary

In the US, the base salary for this role is $53,000, with $68,000+ in OTE. Note that we typically build 1-3 quarters of ramp time with lower goals and thus lower earnings from commissions. We take a geo-neutral approach to compensation within the US, meaning that we pay based on job function and level, not location. For all other countries, we have competitive pay bands based on market standards.

Individual compensation decisions are based on a number of factors, including experience level, skillset, and balancing internal equity relative to peers at the company. We expect the majority of the candidates who are offered roles at our company to fall healthily throughout the range based on these factors. We recognize that the person we hire may be less experienced (or more senior) than this job description as posted. If that ends up being the case, the updated salary range will be communicated with you as a candidate.

Why Muck Rack?

Remote Work, Forever

• Fully distributed team with a permanent remote setup
• Home office stipend, phone and internet reimbursement, coworking membership
• Virtual and in-person team bonding (lunches, events, competitions)

Transparent & Fair Compensation

• Competitive geo-neutral pay in the U.S.
• Annual reviews to ensure equity and market alignment
• Standardized bonus or commission structure
• 401(k) with employer contributions
• Equity opportunities

Health & Wellness

• Comprehensive medical, dental, vision, disability, and life insurance for employees and dependents
• 100% premium coverage for individuals on high-deductible plans
• 24⁄7 Virtual Care and Employee Assistance Program
• Employer-funded HSA contributions and other pre-tax benefits
• Quarterly wellness stipend and free Headspace subscription

Time Off & Family Benefits

• 4+ weeks of PTO, plus paid sick and mental health days
• 13 paid holidays with the option to swap for personal days
• Up to 16 weeks of fully paid parental leave

Learning and Development

• Transparent pathways for internal mobility and promotion
• Bi-annual performance reviews, team workshops, and leadership training
• Unlimited access to Coursera and O’Reilly
• 2 additional PTO days annually for learning and development

Inclusive, Customer-First Culture

• Commitment to equity and valuing diverse perspectives
• Agile, founder-led company focused on collaboration and innovation
• Trusted by 3,000+ companies worldwide

Note: Benefits and compensation reflect offerings for U.S.-based employees. Support is provided for employees in other locations, in compliance with local laws and regulations.

While we are a fully distributed team, we do have limitations on where we can hire and maintain a list of acceptable working locations based on job function. If we are unable to hire in your current location for the role for which you applied, you will be notified via email. While we enjoy many benefits as a permanently distributed and remote company, we cannot always support relocation or extended travel and have guidelines in place to ensure compliant work away from your designated permanent residence.

#LI-Remote

Please note: For detailed information regarding our GDPR and/or CCPA compliance policies, including how we handle personal data and privacy rights, kindly refer to the email correspondence accompanying this application.

Muck Rack does not accept unsolicited resumes from search firms or any other third parties. Any unsolicited resume sent to Muck Rack will be considered Muck Rack property, and Muck Rack will not pay a fee should it hire the subject of any unsolicited resume.

Muck Rack considers applicants for all positions on the basis of merit, qualifications, and business needs, and without regard to race, color, national origin, religion, sex, age, disability, sexual orientation, gender identity, alienage or citizenship status, ancestry, marital status, genetic predisposition or carrier status, veteran status, familial status, status as a victim of domestic violence, or any other status or characteristic protected by applicable federal, state, or local law.

Note to applicants/job seekers: We have recently been made aware of scams impersonating Muck Rack’s HR team. Please be cautious of these attempts to elicit banking or other financial or sensitive information. Muck Rack will never request financial information during the interview process, and follow ups for interviews or next steps will always come from an ‘@muckrack.com’ email address. If you are contacted by anyone from a different domain who claims to be from Muck Rack, please forward the communication to legal@muckrack.com.

About Forma.ai:

Forma.ai is a Series B startup that’s revolutionizing how sales compensation is designed, managed and optimized. We handle billions in annual managed commissions for market leaders like Edmentum, Stryker, and Autodesk.

Our growth has been fuelled by our passion for fundamentally changing and shaping how companies use sales intelligence to drive business strategy.

We’re welcoming equally driven individuals who are excited about creating something big!

Forma.ai is hiring a Principal Consultant, Sales Effectiveness to transform how enterprises design, roll out, and manage territories and quotas using our Territory and Quota Management (TQM) suite of products. We’re looking for someone who brings real-world perspective on designing, implementing, and rolling out robust enterprise sales planning solutions, across territories, quotas and incentives.

Reporting to the Chief of Staff & Head of Sales Planning Products, you’ll help shape our sales planning solutions and take them to market. You’ll work closely with customers to implement the solution, optimize their processes, and drive adoption, leading engagements from high-level objective setting and modeling through to rollout. You’ll work closely with Customers, Senior Leadership at Forma, and Product Engineering teams to shape requirements, share what you’re seeing in the field, and influence what we build.

This role is for someone with practical, hands-on experience in sales planning. You should be comfortable leading sales planning solution design from objective setting through rollout and adoption. A background in management or technology consulting is heavily preferred. We are looking for someone that is willing to take extreme ownership, can operate at a senior level with customers and leadership, and are willing to get into the details to help build a market leading product.

The role’s key responsibilities are listed below:

• Lead the implementation of enterprise level sales planning solutions (territory and quota) for new and existing Forma.ai customers. From requirement gathering, to system and process redesign, to roll-out and change management.
• Act as a strategic partner to customers to optimize their sales planning processes and get the most out of the Forma.ai platform
• Contribute to product requirements and feature prioritization for territory design, quota setting, territory management, and related capabilities. Translate input from customers, leadership, and your own experience into product needs
• Support sales and marketing efforts for our sales planning solution, scoping solutions, supporting proof-of-concepts, and helping prospective customers understand what’s possible
• Operate with high ownership, driving clarity, making decisions, and moving forward in ambiguity

What we’re looking for:

• Experience in sales effectiveness, territory & quota planning, or sales incentives, whether as a consultant, solutions architect, RevOps professional, or in an SPM-related role
• 6+ years of progressive experience. A background in management or technology consulting is heavily preferred. You’ve owned executive client relationships, run discovery and design workshops, and delivered recommendations that executives acted on
• You’re hands-on with the details - comfortable building out analytics and models yourself, not just reviewing someone else’s work
• You can communicate at multiple altitudes - presenting to a CRO one hour, working through model logic with an analyst the next
• You want to turn what you’ve learned in the field into product: spotting patterns across customers and shaping better tooling

Additional Job Info:

• This position is for an existing vacancy
• Salary range: $150K - $200K CAD

What you can expect from us

Meaningful compensation. In addition to your base salary, you’ll join our employee stock ownership plan to further recognize your contributions to Forma.ai’s success.

Healthcare coverage. We have a full benefits package that includes medical, dental, vision, disability and life insurance, and a paid parental leave program.

Learning and development. Access the resources you want to help you grow in your role by utilizing our $750 yearly training stipend.

Growth. You’ll have a huge opportunity to build a career for yourself and gain the type of experience you’re looking for, whether that’s as an individual contributor or as a people leader.

Our Values:

• Work well, together. We’re real. We have kids and pets. Mortgages and student loans. We’re in this together, so no matter how brilliant any one of us is, we always play nice with one another – no exceptions.
• Be precise. Be relentless. We believe complacency breeds failure, so we set new goals as quickly as we achieve them. We persist in the face of adversity, learn from our mistakes, and push each other to continuously improve. The status-quo is kryptonite.
• Love our tech. Love our customers. Our platform solves a very complex problem in a currently underserved market. While everyone at Forma isn’t customer-facing, we’re all customer-focused. Maybe even slightly customer-obsessed. ­

Use of AI for Recruitment

Currently, Forma.ai does not use artificial intelligence as part of our recruitment process, specifically but not limited to the screening, filtering and shortlisting of applicants.

Our commitment to you:

Forma is a proud equal opportunity employer that is committed to creating a diverse and inclusive work environment.Every effort to accommodate candidates for accessibility will be made upon request. Information received related to accommodations will be addressed confidentially. We know that applying to a new role takes a lot of effort. You’re encouraged to apply even if your experience doesn’t precisely match the job description. There are many paths to a successful career and we’re looking forward to reading yours.

We thank all candidates for their interest however only qualified applicants will be shortlisted.

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy.

The International segment is seeking a new Business Development Representative (BDR) to help generate a quality pipeline for our Account Executives focused on our Regional-Mid-Market business segment. You will help build the pipeline by strategically prospecting and nurturing opportunities in accounts with 15-500 locations. This role is a great opportunity to develop outbound and phone skills by delivering a consultative platform pitch to C-suite, VP, and Director level positions across departments like IT, Operations, Accounting/Finance & Marketing. You will have the opportunity to work in a fast paced team with varied future customers and personalized training and career opportunities.

You will gain exposure to the Enterprise sales process and work cross-functionally with many segments of our team, including Senior Management, Marketing, Sales Operations, Sales Engineering, Services & Support, etc. You will also work closely with seasoned Account Executives to develop targeted prospecting strategies in their assigned markets.

A day in the life (Responsibilities)

• Generate new business pipeline primarily through outbound prospecting (2+ new business qualified sales opportunities per month)
• Gain interest through outbound cold calling across a set of accounts/prospects and breaking into net new logos in assigned territory (65+ activities per day)
• Schedule discovery calls, demos, on-sites and follow-up calls (owning the process until calls or meetings occur)
• Leverage existing tools and research to find new contacts to develop your call-base
• Focused efforts promoting new products to prospects
• Multi-threading and account mapping within large restaurant brands corporate teams and franchisees
• Persistent, organized follow-up with nurture contacts/accounts to re-engage on a next step (bring them back to the table!)
• Entering activity, notes, company account info and updating opportunities in Salesforce
• Work effectively with assigned AEs on a daily/weekly/monthly basis on maintaining target account lists and prospecting strategies
• Provide input in the design of & help in the execution of enterprise marketing efforts (campaigns, trade-shows, etc)
• Get the prep off your plate. Continuously find the repetitive parts of the day: account research, list building, note-taking, follow-up drafting and get them off your plate so more of your day is spent in live conversation.
• Prioritize on evidence, not list order. Work accounts based on observable change in the business: expansion, new openings, ownership change, hiring patterns, guest feedback trends, visible technology — rather than dialing top to bottom.
• Disqualify fast, remove closed brands, duplicates, wrong-segment accounts and dead numbers from the working list so your dial time concentrates on accounts that can actually convert.
• Protect the data everything runs on. Keep account and contact records accurate, current and deduplicated, understanding that routing, scoring and every AI-assisted workflow is only as good as the data underneath it.
• Find the person who actually decides. Resolve messy ownership structures — franchise groups, multiple legal entities, operators running several concepts under different names to reach a real decision maker rather than a main line.
• Open on their situation, not our product. Lead with something specific and verifiable about the operator’s business, and recognize that many operators have been burned by a previous vendor.
• Close the loop on what’s broken. Flag bad numbers, wrong contacts and research that didn’t hold up, so the target lists get better for you and for the AEs you support rather than quietly eroding.

What you’ll need to thrive (Requirements):

• Software/SaaS experience or other related tech space business experience in an outbound or closing role
• Previous outbound and inbound sales experience
• Fearless on the phone and persistent in initial reach out & follow-up with accounts over time
• Ability to identify key decision makers within new accounts, while aligning with internal account reps
• Well organized, self-motivated to make calls everyday and communicate effectively with internal teams and prospects in a productive manner
• Adaptable to new processes and ability to work cross-functionally and develop relationships with both internal and external stakeholders
• High customer empathy and the ability to handle objections
• Attention to detail and ability to thrive in a changing and evolving environment
• Demonstrate verbal and written skill sets in communication
• You’ve built something to make yourself faster. You can walk us through a repeatable process, template or workflow you personally created to eliminate busywork from your own week, and what it gave you back.
• Demonstrated learning velocity. You can point to a capability you taught yourself in the last six months without being asked to, and explain how you now use it.
• You can articulate a problem precisely. Comfort framing a messy question clearly and specifically enough that a tool, a teammate or an AE can actually act on it.
• You work a territory deliberately. Comfort making coverage decisions across a large account list rather than defaulting to whichever accounts are easiest to reach.
• Genuine curiosity about how restaurants actually operate, labor, throughput, margins, the difference between a 3-location operator and a 30-location one because that is what gets you a second conversation instead of a hang-up.
• Comfort working in build mode, where territory definition, process, and tooling are actively being shaped, and you are expected to have an opinion on them.

Special Skills (Nonessential Skills/Nice to Haves):

• Restaurant experience
• MEDDPICC certified
• Command of the Message
• Experience using Nooks, Salesforce, Zoominfo, LeadIQ, Claude/Gemini, Linkedin Sales Navigator

AI at Toast

At Toast, one of our company values is that we’re hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture.

Our Total Rewards Philosophy

We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits.

The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role includes base salary, commission, and bonus (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. In addition to cash compensation, our total rewards components include benefits and equity (if eligible). You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy.

Zone A

$75,000—$120,000 USD

Zone B

$65,000—$104,000 USD

Zone C

$59,000—$94,000 USD

How Toast Uses AI in its Hiring Process

Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. To learn more: https://careers.toasttab.com/ai-in-hiring

Our Approach to Hybrid Working

We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast

Diversity, Equity, and Inclusion is Baked into our Recipe for Success

At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences.

We Thrive Together

We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast.

Apply today!

Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com.

---—

For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

CaptivateIQ is redefining the architecture of sales performance, empowering organizations to architect, execute, and refine their strategic goals. Our journey began by disrupting the incentive compensation category, and we are now expanding our platform’s reach to address comprehensive sales planning requirements. Validated by industry leaders like G2 and Forrester and supported by elite investors including Accel, Sequoia, Sapphire Ventures, and ICONIQ, we provide high-growth brands—such as Stripe, Figma, and Netflix—with the critical flexibility and visibility required to accelerate revenue velocity.

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

About the Role

As an Enterprise Account Executive at CaptivateIQ, you’ll drive net new enterprise acquisition across complex, multi stakeholder deals in high value accounts. You’ll own the full sales cycle from self sourced pipeline generation through discovery, demo, and close while helping build and scale the next phase of our Enterprise team.

This is an opportunity to join CaptivateIQ at a pivotal stage of our growth as we continue to invest in and expand our Enterprise business. We’re looking for strategic, product fluent sellers who thrive in ambiguity, take initiative, and connect technical product depth to real customer outcomes. This is a high ownership role for someone who brings curiosity, grit, coachability, and the ability to lead value based conversations across multiple stakeholders, including CFOs, CROs, and VP level leaders, and who is excited to help shape the future of our Enterprise sales motion.

Responsibilities

• Own the full Enterprise sales cycle — from self-sourcing pipeline through discovery, demo, and close
• Develop and execute strategic account plans aligned to customer pain and business outcomes
• Lead compelling, self-run product demos that tie solution capabilities to stakeholder needs
• Build and maintain deep knowledge of the CaptivateIQ platform and how it solves complex challenges
• Collaborate cross-functionally with solutions engineering, product, marketing, CS, and BDRs to drive pipeline and deal momentum
• Maintain a disciplined pipeline with accurate forecasting and clear deal progression
• Continuously evolve your sales approach using customer feedback, competitive insights, and market trends
• Contribute to the development of our sales playbook and GTM strategy as we scale

Requirements:

• 8+ years of SaaS sales experience, including 4–5 years owning net-new Enterprise deals
• Proven track record of exceeding quota and closing complex, multi-stakeholder deals in the $250K+ range
• Experience leading product demos independently, with strong technical and value articulation skills
• Proficiency in sales methodologies such as MEDDPPICC, Challenger, or similar
• Self-starter with a strong bias for action, accountability, and continuous improvement
• Excellent communication, discovery, and stakeholder management skills

Nice to Have

• Deep understanding of how to sell into operational and finance buyers (e.g., CFO, RevOps, Finance leaders)
• Familiarity with compensation, planning, analytics, or adjacent SaaS categories
• Familiarity with sales tools like Salesforce, Gong, and Outreach

Benefits

• (US-ONLY) 100% of medical, dental, and vision covered including 75% for dependents
• Flexible vacation days and quarterly mental health days so you can recharge
• Enjoy a one-time expense on your 1-year work anniversary (to use for travel, home furnishings, fancy meal)
• Annual stipends for professional development and caretaking
• (US-ONLY) 401k plan to participate in and save towards the future
• Newest Apple products to help you do your best work
• Employee Resource Groups (ERGs) to support and celebrate the shared identities and life experiences of communities within CaptivateIQ. ERGs directly support our company-wide DEI goals as a space for developing and retaining diverse talent

Notice for Prospective Candidates

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

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

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

$300,000 - $300,000 a year

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

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

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

About Hologram

Hologram is building the future of IoT connectivity, delivering internet access to millions of connected devices worldwide. We process over 5 billion transactions per month across our global infrastructure—this isn’t just another app, it’s the invisible backbone powering everything from fleet tracking to smart city infrastructure. We tackle challenges of scale, reliability, and performance that few companies face.

What Makes a Hologrammer?

We look for people with insatiable curiosity and an uncompromising commitment to excellence. Hologrammers are the type who dig deeper when things break, ask ‘why’ before ‘how,’ and aren’t satisfied until the solution is bulletproof.

You’ll love working here if you:

Value tenacious ownership of outcomes: You don’t just answer technical questions—you architect valuable solutions. You dig into prospects’ IoT challenges, design deployments that actually work, and clear every technical roadblock between their idea and production.

Crave genuine technical challenges: You want to tackle the hard pre-sales problems: designing cellular connectivity for scale, evaluating embedded hardware, navigating certification mazes, and proving Hologram can handle whatever they throw at it.

Relentlessly pursue growth: IoT moves fast, and so do you. You stay on top of emerging cellular tech, get your hands dirty with new protocols and hardware, and turn technical complexity into clear value that closes deals.

About this role

The Sales Engineer acts as the technical lead on the sales process, partnering with Account Executives to win deals through technical expertise and solution design. This is a customer-facing, pre-sales role responsible for building technical credibility, demonstrating Hologram’s platform, architecting IoT solutions, and making sure prospects have confidence that Hologram will power their connected future. This role reports to the VP of Sales.

Responsibilities:

• Lead the technical pre-sales relationship by providing guidance on technical architecture, demonstrating the product (ex. Dashboard), resolving technical concerns or obstacles, and building customer trust in Hologram
• Act as a subject matter expert for Hologram’s full product suite who can expertly communicate Hologram’s technical value proposition, including Dashboard and API integration
• Provide prospects with end-to-end IoT expertise including hardware selection, embedded systems and product architecture and design, and device certifications
• Drive resolution for technical issues that arise during pre-sales, testing, and the pilot phase
• Maintain a high level of expertise in IoT technologies and relevant industry trends

Requirements:

• Hands-on experience building and deploying embedded systems or IoT devices
• Proven expertise in cellular connectivity, cellular certifications, AT commands, radio modules, and modems
• Background in IoT professional services or consulting, advising clients on IoT product development and design
• Solid understanding of TCP/IP, UDP-based protocols and networking principles
• Track record selling complex technical, developer-facing products (ex. networking products, embedded systems hardware, data products, and APIs)
• Comfortable working through enterprise technical sales cycles with multiple stakeholders, delivering accurate project plans (MAPs) and clear launch guidance
• Proficiency with API implementation and integrations
• Working knowledge of scripting languages like Python or Ruby
• Comfortable querying data with SQL to troubleshoot device behavior
• Based on the US East Coast, or able to work East Coast hours consistently

You Might Be a Great Fit If You…

• You have excellent communication skills and can explain complex technical concepts to a non-technical audience
• Excel in pre-sales prospect conversations by translating complex technical solutions into clear, compelling business value.
• Love the thrill of winning deals by solving hard technical problems and building customer confidence
• You love to help customers in need and will go the extra mile to ensure Hologram delivers phenomenal experiences at every touch point
• You have a proven history of quickly mastering new technologies and technical concepts

Compensation: $160,000 - $190,000 base + $40,000-$48,000 in annual target incentives + new hire equity grant of 12,500 to 24,700 RSUs.

How we work at Hologram

Hologram is a fun, upbeat, and remote-first team united by our mission to build a more connected future. We trust you to do what’s best for our product, customers, and team members and empower you to make the right calls without heavy bureaucracy.

Benefits and Perks

Competitive compensation: Equity is offered to every employee, with transparent formulas that ensure consistency across the team.

Health & time off: Flexible health coverage (up to 100% employee, 95% dependents), unlimited PTO with 2 weeks mandatory, monthly mental health days, and 14 weeks paid parental leave

Remote work support: $1,000 hiring bonus plus $250/month WFH Stipend (taxable) to help support your home office, productivity, professional development, or coworking expenses.

Financial security: Life and disability insurance fully covered, 401(k) plan, and Professional Development Fund after one year

We pride ourselves on celebrating everyone — Hologram is an equal opportunity employer actively working on creating a diverse and inclusive work environment where underrepresented groups can thrive.

What to expect in the interview process:

1. Technical Screening Interview (30 min)
2. Sales Team Interview (30 min)
3. Take-Home Technical Assessment (<2 hrs)
4. Technical Assessment & Technical Presentation Panel, follow-up on the take-home (60 min)
5. CEO Async Culture Q&A
6. President Interview (30 min)

Ready to apply?

If you share our values and our passion for connecting the world, we’d love to review your application! For any needed accommodations during the hiring process, please email people@hologram.io.

Muck Rack is the leading SaaS platform for public relations and communications professionals. Our mission is to enable organizations to build trust, tell their stories, and demonstrate the unique value of earned media. Muck Rack’s AI-powered, comprehensive, and integrated platform streamlines the PR workflow to help businesses generate positive media coverage, monitor mentions to manage brand reputation, and analyze PR’s impact on business outcomes. By combining media database, monitoring, and reporting into one dynamic platform, we empower teams to collaborate seamlessly, pitch effectively, and analyze results faster and more efficiently.

Founder-controlled, fully distributed, and growing sustainably, Muck Rack has received several awards for its unparalleled culture and product from organizations like Inc., Quartz, G2, and BuiltIn. We value resilience, transparency, ownership, and customer devotion, and infuse these values into everything we do.

We’re growing quickly, and we’re looking for an ambitious, tech-savvy, and detail-oriented Outbound Sales Development Representative to join our team and make a big impact.

As an Outbound SDR at Muck Rack, you will work closely with our sales team to generate opportunities through outbound outreach. You should be excited about working in a fast-paced sales environment where you’ll be the first “face” of Muck Rack to prospective customers, representing our team, culture, and brand.

What you’ll do:

• Build pipeline through outbound outreach — prospect leads via email, LinkedIn, and phone to consistently meet and exceed quota
• Personalize your interactions — leverage Muck Rack’s tools and prospect insights to make outreach timely, relevant, and informed from the first touch
• Prospect strategically— develop efficient, creative outreach systems tailored to target accounts, using our systems to identify patterns and prioritize who to contact and when
• Plan your day with purpose — lean on AI-assisted workflows to structure your time, stay on top of follow-ups, and keep your pipeline moving without things falling through the cracks
• Stay plugged into PR — monitor industry news to surface timely, relevant outreach opportunities
• Maintain clean CRM hygiene — keep lead records, activities, and reporting accurate and up to date in Salesforce
• Collaborate cross-functionally — partner closely with Account Executives and Marketing to align outreach efforts and drive pipeline growth
• Maintain consistent activity standards— execute against outreach expectations across segments while balancing quality personalization with high-volume prospecting

How success will be measured in this role:

• Meetings booked, held, and converted to pipeline (S2 opportunities)
• SDR-sourced revenue

If the details below describe you, you could be a great fit for this role:

• 1+ year of experience in a SaaS SDR role or 1+ year working in PR preferred— you understand either the sales motion or the buyer’s world
• Highly accountable and self-motivated, with a growth mindset that welcomes feedback and coaching
• A natural relationship builder with genuine curiosity and a sales-oriented mindset
• Exceptional written communication skills — you write emails that actually get read and responses that move things forward
• Strong phone presence — you can build rapport quickly and keep a conversation going
• Ability to juggle multiple priorities in a fast-paced, startup environment without dropping the ball
• A quick study with new tools (including AI tools) — we work in Google Workspace, Salesforce, Outreach, Slack, Nooks, SalesNav, etc
• Based or willing to work East Coast or Central hours
• Proactively incorporate AI tools into day to day work to improve productively and accelerate delivery

Interview Overview

Below you’ll find an outline of the interview plan for this role. Please note that this is what we expect the process to look like; we may ask you for supplemental information or require an additional step before making a final decision.

• Skills Assessment
• 15-minute Recruiter Screen with SDR Manager
• 45-minute Zoom interview with the hiring manager, including a mock cold call
• Panel interview with several members of our team
• 30-minute Bar Raiser

Travel & Team Engagement Expectations

This role requires up to 10% travel for team collaboration, customer engagements, and company events. As part of our commitment to building strong connections across our fully distributed team, attendance at our annual company offsite (typically held in Mexico) is expected.

Salary

In the US, the base salary for this role is $53,000, with $68,000+ in OTE. Note that we typically build 1-3 quarters of ramp time with lower goals and thus lower earnings from commissions. We take a geo-neutral approach to compensation within the US, meaning that we pay based on job function and level, not location. For all other countries, we have competitive pay bands based on market standards.

Individual compensation decisions are based on a number of factors, including experience level, skillset, and balancing internal equity relative to peers at the company. We expect the majority of the candidates who are offered roles at our company to fall healthily throughout the range based on these factors. We recognize that the person we hire may be less experienced (or more senior) than this job description as posted. If that ends up being the case, the updated salary range will be communicated with you as a candidate.

Why Muck Rack?

Remote Work, Forever

• Fully distributed team with a permanent remote setup
• Home office stipend, phone and internet reimbursement, coworking membership
• Virtual and in-person team bonding (lunches, events, competitions)

Transparent & Fair Compensation

• Competitive geo-neutral pay in the U.S.
• Annual reviews to ensure equity and market alignment
• Standardized bonus or commission structure
• 401(k) with employer contributions
• Equity opportunities

Health & Wellness

• Comprehensive medical, dental, vision, disability, and life insurance for employees and dependents
• 100% premium coverage for individuals on high-deductible plans
• 24⁄7 Virtual Care and Employee Assistance Program
• Employer-funded HSA contributions and other pre-tax benefits
• Quarterly wellness stipend and free Headspace subscription

Time Off & Family Benefits

• 4+ weeks of PTO, plus paid sick and mental health days
• 13 paid holidays with the option to swap for personal days
• Up to 16 weeks of fully paid parental leave

Learning and Development

• Transparent pathways for internal mobility and promotion
• Bi-annual performance reviews, team workshops, and leadership training
• Unlimited access to Coursera and O’Reilly
• 2 additional PTO days annually for learning and development

Inclusive, Customer-First Culture

• Commitment to equity and valuing diverse perspectives
• Agile, founder-led company focused on collaboration and innovation
• Trusted by 3,000+ companies worldwide

Note: Benefits and compensation reflect offerings for U.S.-based employees. Support is provided for employees in other locations, in compliance with local laws and regulations.

While we are a fully distributed team, we do have limitations on where we can hire and maintain a list of acceptable working locations based on job function. If we are unable to hire in your current location for the role for which you applied, you will be notified via email. While we enjoy many benefits as a permanently distributed and remote company, we cannot always support relocation or extended travel and have guidelines in place to ensure compliant work away from your designated permanent residence.

#LI-Remote

Please note: For detailed information regarding our GDPR and/or CCPA compliance policies, including how we handle personal data and privacy rights, kindly refer to the email correspondence accompanying this application.

Muck Rack does not accept unsolicited resumes from search firms or any other third parties. Any unsolicited resume sent to Muck Rack will be considered Muck Rack property, and Muck Rack will not pay a fee should it hire the subject of any unsolicited resume.

Muck Rack considers applicants for all positions on the basis of merit, qualifications, and business needs, and without regard to race, color, national origin, religion, sex, age, disability, sexual orientation, gender identity, alienage or citizenship status, ancestry, marital status, genetic predisposition or carrier status, veteran status, familial status, status as a victim of domestic violence, or any other status or characteristic protected by applicable federal, state, or local law.

Note to applicants/job seekers: We have recently been made aware of scams impersonating Muck Rack’s HR team. Please be cautious of these attempts to elicit banking or other financial or sensitive information. Muck Rack will never request financial information during the interview process, and follow ups for interviews or next steps will always come from an ‘@muckrack.com’ email address. If you are contacted by anyone from a different domain who claims to be from Muck Rack, please forward the communication to legal@muckrack.com.

At Colibri Group, culture is at the heart of everything we do. Our values Love, Joy, Boldness, Teamwork, and Curiosity guide how we work together, support our customers, and make a difference in the communities we serve.

Colibri Group is a leader in online professional education, serving more than one million learners each year across a family of trusted education brands. This role supports our consumer sales organization, helping ensure prospective learners receive a consistent, high quality sales experience while our frontline teams have the coaching, tools, processes, and support they need to perform at their best.

Come Build What’s Next

We’re looking for a Sales Manager, B2C to lead, coach, and support a nationally distributed team of frontline consumer sales professionals across our real estate education brands.

First and foremost, this is a coaching and people leadership role. You will work with an experienced and highly tenured sales team, helping strong performers continue to grow while identifying opportunities to improve conversion, customer conversations, productivity, and overall sales performance.

You will also play an important role in the day-to-day operation of the business. Our teams work across multiple time zones, nine brands, several systems, and four different point-of-sale platforms. The right person will be comfortable learning quickly, removing roadblocks, using data to understand what is happening within the business, and helping the team navigate a complex environment.

We are not looking for someone to come in and change everything that already works. We are looking for a thoughtful, hands-on leader who can build trust, strengthen performance, and help an established team reach the next level without micromanaging them.

What You’ll Do

• Lead, coach, and develop a nationally distributed B2C sales team of approximately 12 to 20 professionals through regular one-on-ones, call coaching, performance conversations, and individualized development

• Track daily, weekly, monthly, and quarterly performance across revenue, conversion, inbound and outbound activity, productivity, and other key sales measures, using those insights to guide coaching and action

• Listen to customer conversations, identify patterns and opportunities, and provide practical feedback that helps experienced sales professionals improve their performance

• Support the day-to-day execution of teams working across multiple time zones, helping remove operational or system roadblocks and ensuring the team has the support and coverage needed to serve customers effectively

• Reinforce strong CRM and sales process discipline while learning and navigating HubSpot, multiple point-of-sale systems, reporting tools, and processes across several brands

• Partner closely with Sales Leadership, Marketing, Finance, HR, Talent Acquisition, Operations, Systems, and Site Leadership on hiring, onboarding, workforce planning, reporting, process improvements, and broader business priorities

What You’ll Bring

• 4+ years of experience in B2C sales, inside sales, contact center sales, enrollment sales, or another consumer sales environment, including direct experience leading frontline sales professionals

• A strong coaching mindset with demonstrated success developing sales talent, improving performance, and creating accountability without relying on a micromanagement approach

• Direct experience owning measurable team outcomes such as revenue, conversion, sales activity, productivity, or other performance goals

• Strong comfort with sales technology and CRM platforms such as HubSpot, Salesforce, or comparable systems, along with the ability to learn new tools and processes quickly

• Experience using sales reports, performance data, call insights, and customer behavior to identify trends, communicate recommendations, and improve team execution

• Comfort leading a nationally distributed team across multiple time zones and the flexibility to support a consumer sales environment that may occasionally require availability outside traditional business hours

Tools, Platforms, and Methodologies You May Use

Experience with every tool or platform below is not required. We are most interested in your ability to learn quickly, use technology confidently, and turn sales data and customer conversations into meaningful coaching and better performance.

• HubSpot, Salesforce, or comparable CRM platforms

• Sales reporting, dashboarding, conversion analysis, and performance measurement tools

• Call recording, conversation intelligence, and quality assurance platforms

• Multiple point-of-sale systems and sales technology environments

• AI, automation, workforce planning, and productivity tools that support sales coaching, reporting, and operational efficiency

Why You’ll Love Working Here

• Take meaningful ownership of a nationally distributed frontline sales team and have a direct impact on how the team performs and develops

• Coach an experienced group of sales professionals and help strong, tenured team members continue growing without disrupting what already works

• Work across sales performance, conversion, customer experience, coaching, technology, and operational improvement

• Build broad exposure across multiple education brands, systems, customer groups, and business partners

• Partner closely with leaders across Sales, Marketing, Finance, HR, Operations, and Systems while bringing your own judgment and leadership to highly visible work

We Encourage You to Apply

You may not check every preferred box, and that is okay!

Candidates may come from B2C or inside sales leadership, enrollment or admissions sales, contact center sales, consumer services, professional education, or other consumer-facing sales environments where they have been accountable for developing people and delivering measurable results.

HubSpot experience is preferred, but experience with Salesforce or another comparable CRM can translate well.

This role does require recent experience directly leading or coaching frontline sales professionals. If your background has primarily focused on sales operations, CRM administration, analytics, reporting, or enablement without hands-on responsibility for developing a sales team and influencing its performance, this may not be the right opportunity.

Because our sales teams operate nationally across multiple time zones, this role also requires flexibility. Consumer sales activity does not always fit neatly within traditional business hours, and there may be times when the team needs leadership support during evenings, weekends, or other high-demand periods.

If you enjoy developing people, digging into the numbers to understand what is happening, helping experienced sellers get even better, and jumping in when your team needs you, we would love to hear from you.

What You Can Expect From Our Hiring Process

We want our interview process to give you a clear picture of the role, the team, and what it’s like to work at Colibri while giving us the opportunity to understand your experience, leadership style, and what you’re looking for next.

While the exact process may vary slightly, you can generally expect:

• Recruiter Conversation

An introductory conversation with a member of our Talent Acquisition team to learn more about your experience, career goals, and interest in Colibri. We’ll also share more about the role, team, compensation, and what to expect throughout the process.

• Hiring Manager Conversation

A deeper conversation focused on your career experience, sales leadership, coaching approach, performance ownership, and how you have supported teams through growth, challenges, and change.

• Team and/or Leadership Interviews

You may meet with additional leaders or cross-functional partners to explore the skills and experiences most relevant to the position and learn more about how the team works together.

• Final Conversation and Decision

Depending on the interview team, there may be a final conversation with an additional leader or stakeholder. Our Talent Acquisition team will keep you informed about next steps and timing throughout the process.

Our goal is to make the experience thoughtful, respectful, and transparent. We encourage you to ask questions throughout the process. We’re evaluating the opportunity together.

Our Commitment to Inclusion

Colibri Group is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment where everyone feels welcome, respected, and empowered to do their best work. We encourage qualified candidates from all backgrounds, experiences, and career paths to apply.

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

Channel Development Manager

Location: Remote in AZ, AR, CA, CO, FL, GA, IL, IN, IA, MD, MI, MN, MO, NC, OH, OK, PA, SC, TN, TX, WA, VA

About the Role

Resi Media, LLC, a Pushpay company, is a privately held technology company broadcasting content for thousands of organizations around the globe. The industry leader in providing ultra-reliable live streaming to both physical venues and web destinations over a standard internet connection. Resi provides world-class technical support and customer service, having one of the highest satisfaction rates in the media industry.

The Channel Development Manager owns Resi’s distribution and dealer relationships, and is responsible for converting them into new recurring revenue and hardware growth across all verticals. This role manages the distributor relationship end to end — leadership alignment, line card positioning, enablement, and business reviews — and works through the distributor’s sales organization to recruit, activate, and grow the dealer network. The Channel Development Manager also builds the operating model and readiness criteria that allow Resi to add additional distribution partners over time.

Supervisory Responsibilities: None

Named as one of BuiltIn ‘ Best Places to Work’ in Seattle, Denver and Dallas for 2025; ranked number 10 by Seattle Business Magazine in the ‘ Washington’s 100 Best Companies to Work For’ list in the large companies category for 2024; named as a 2025 ‘ Best Places to Work for Women’ by Best Companies Group.

Benefits and Compensation

We have a passion for making all employees feel supported. In addition to having a genuine interest in helping you do your best work and drive your career, we offer:

• 100% employer-paid premiums for Medical HDHP Plan, Dental, and Vision for employee

• 70% employer-paid premiums for Medical PPO Plan for employees, and Medical, Dental, and Vision for dependents

• 401K match

• Hybrid work model - 3 days in the office / 2 days remote each week

• 12 paid Company Holidays

• 2 paid Volunteer Time Off days

• 15 days PTO, to start, increases with tenure and seniority.

• Paid parental and adoption leave

• Compensation Range: $90k base + $60k variable = $150k OTE

Compensation ranges are determined by role and location. The range displayed on each job posting reflects the pay range for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

The following states are approved as remote work locations for this position: AZ, AR, CA, CO, FL, GA, IL, IN, IA, MD, MI, MN, MO, NC, OH, OK, PA, SC, TN, TX, WA, VA - All other states are not in consideration for this role at this time.

What You’ll Do:

• Distributor relationship management: Serving as the primary point of contact for Resi’s distribution partners, including leadership alignment, line card positioning, quarterly business reviews, and day-to-day operational coordination.
• Distributor enablement: Building and running enablement programs in partnership with the Channel Solutions Engineer — inside sales training, outside rep ride-alongs, sales tools, and battle cards.
• Dealer recruitment and activation: Driving recruitment and activation across the entire distribution base, including both the existing dealer population and newly recruited dealers.
• Dealer base segmentation: Analyzing the dealer population by transaction activity and reason for inactivity, prioritizing effort where it is addressable, and routing product-driven gaps to Product Management as market intelligence.
• Revenue ownership: Carrying and reporting hardware and software performance separately, and managing to each rather than to a blended revenue figure.
• Customer handoff motion: Building the dealer-to-Customer Success introduction motion that supports the renewal conversation for distributor-sourced customers.
• Distribution expansion: Developing the playbook, readiness criteria, and onboarding process required to bring on additional distribution partners.
• Market analysis: Staying informed about market trends, competitor activity, distribution dynamics, and customer needs to adjust channel strategy accordingly.
• Event representation: Representing Resi at industry, distributor, and integrator-facing events throughout the year, including events that are not channel-specific but draw the integrator community.
• Collaboration with internal teams: Coordinating with sales, marketing, product, engineering, customer success, and support to ensure aligned messaging and smooth channel operations.

What You’ll Bring:

• Two-tier distribution fluency: Understanding the distinction between sell-in and sell-through, and how distribution economics, inventory, and line card priority work.
• Influence without authority: Comfort producing results through a partner’s sales organization rather than selling directly; the day-to-day work is enabling and influencing people who do not report to Resi.
• Enablement and presentation ability: Able to train and present credibly to a room of sales reps; enablement is a continuous part of this role rather than an onboarding phase.
• Analytical skills: Ability to interpret dealer-level and revenue-type data, segment a large partner base, and act on what the data indicates.
• Negotiation skills: Ability to structure and manage distribution agreements, program terms, and partner expectations.
• Industry understanding: Familiarity with broadcast and production technology, and the systems integration business.

Education and Experience:

• A high school graduate (or holder of an equivalent degree) with BS/BA preferred
• 3+ years of indirect or channel sales experience
• Experience working with or for a two-tier distributor, or at a manufacturer selling through distribution, strongly preferred
• 3+ years experience in the production/live event space and/or professional AV industry
• Experience carrying a recurring revenue or subscription number is useful but not required
• Strong computer skills
• Strong communication and interpersonal skills
• Travel expected

Work Environment & Physical Demands:

Prolonged periods of sitting at a desk and working on a computer will be required. This role consistently operates standard office equipment such as computers and phones. This is largely a sedentary role but may occasionally require lifting up to 50 pounds, walking, bending, or standing as necessary. This description reflects management’s assignment of essential functions, it does not prescribe or restrict the tasks that may be assigned.

If you require a modification to your work equipment or furniture please contact the People Team - peopleteam@pushpay.com

Pushpay is committed to equal opportunity. We value and embrace diversity and inclusion of all Team Members. Pushpay uses E-Verify to confirm employment eligibility. Head to our career page to learn more.

If you have a disability under the Americans with Disabilities Act or similar law, or you require religious accommodation, and you wish to discuss potential accommodations related to applying for employment at Pushpay, please contact peopleteam@pushpay.com.

About Pushpay

Pushpay helps organizations and communities come to gather & stay connected, strengthening community, connection, and belonging through our suite of mobile apps, management software, and giving technology. Our 550 Pushpay teammates support 10,000+ customers as they drive social good, and we’re honored to have processed over $15 billion in charitable giving. We’re growing fast, including some exciting acquisitions in recent years, and we need driven talent. Join Pushpay and grow with us!

**Applications will be taken on an ongoing basis.