GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role This position is remote and based in the United Kingdom or Ireland. This is an individual contributor role with no direct reports at this time. You'll own matters end to end rather than manage a team. As Director, Legal – Employment, you will own GitLab’s matters spanning the full employment relationship in EMEA, from recruiting and through compensation, performance, leave management, separation, and, when necessary, litigation. You will independently lead complex employment law matters end-to-end, including representing GitLab before works councils and labor courts, as well as setting the strategy for managing employment risk in the region. You will also build scalable legal processes to meet the business needs across a globally-distributed, all-remote organization, while sharing subject-matter expertise and mentoring legal colleagues and cross-functional partners. What you’ll do Provide senior, practical employment-law advice to team members and stakeholders across GitLab, balancing legal risk, business objectives, and GitLab’s values, serving as a subject-matter resource for legal colleagues and cross-functional partners. Directly manage matters across the employment lifecycle, including recruiting and, compensation, performance management, leave management, employee relations, works council processes, organizational changes, separation, and post-employment issues. Directly negotiate and engage with works councils and employee representative bodies across EMEA jurisdictions, and lead consultation processes for organizational change. Represent GitLab in, or directly manage outside counsel appearances for, labor courts, employment tribunals, and agency investigations, including case strategy, fact development, witness preparation, and settlement decisions. Counsel People Business Partners, Team Member Relations partners, and business leaders on complex and sensitive team-member relations concerns. Draft, review, negotiate, and maintain employment agreements, separation agreements, policies, templates, and related documentation across multiple jurisdictions. Own employment compliance across EMEA and incorporate outside-counsel input into strategies that match the business. Monitor and analyze changes in employment, privacy, and related laws; identify legal risks; and translate developments into practical recommendations and implementable guidance. Lead the development and continuous improvement of scalable employment-law processes, systems, playbooks, templates, and supporting documentation for the Legal and People teams. Provide employment advice in regions outside EMEA as needed. Use GitLab to collaborate transparently and work effectively in an asynchronous, globally distributed environment. What you’ll bring A Juris Doctor (JD), Bachelor of Laws (LLB), or local equivalent, admitted to practice in at least EMEA jurisdiction. Substantial, firsthand experience advising a multinational company with works councils across EMEA, including direct hands-on negotiation and consultation experience. A demonstrated track record of advocating or managing outside counsel in labor courts, employment tribunals and analogous proceedings . Deep knowledge of employment compliance requirements across EMEA, with the judgment to identify when advice from local counsel is needed. Experience counseling People Business Partners, Team Member Relations partners, and business leaders on sensitive and complex employment matters, including works council strategy. Experience drafting, reviewing, and negotiating employment agreements, separation agreements, policies, templates, and related documentation across multiple jurisdictions. Fluency with GDPR and other local privacy requirements related to team-member data. Experience building or significantly improving legal processes, systems, playbooks, templates, and documentation that produce consistent outcomes at scale. Strong issue-spotting, risk-assessment, and judgment skills, with the ability to provide clear recommendations and practical solutions. The ability to manage a high volume of complex legal matters independently and bring them to resolution. Clear communication and relationship-building skills, including the ability to serve as a trusted advisor to senior stakeholders across Legal, People, and the business. A practical and creative approach to problem-solving, sound business judgment, attention to detail, and the ability to work across functions, time zones, and cultures. Comfort working in a remote, globally distributed, asynchronous environment; willingness to learn and use GitLab in your day-to-day work. About The Team The Employment Legal team works closely with People Business Partners, Team Member Relations, Legal colleagues, and other teams to navigate employment requirements across multiple jurisdictions, manage disputes and investigations, build clear, scalable processes for an all-remote organization. This role will lead complex EMEA employment matters while contributing to consistent, practical legal support and stronger employment-law processes across GitLab. How GitLab Supports Full-Time Employees Benefits to support your health, finances, and well-being Flexible Paid Time Off Team Member Resource Groups Equity Compensation & Employee Stock Purchase Plan Growth and Development Fund Parental Leave Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
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Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands.. Hiring and how we work We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings. . See yourself at Twilio Join the team as our next Digital Sales Representative Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant, diverse team making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. About the job This position is needed to play a key role in further growing Twilio’s social impact organization. As our Digital Inside Sales Representative, you will be responsible for lead qualification, net new customer acquisition, solution selling, and closing deals within our nonprofit accounts, while upholding the Twilio Magic and driving forward with the ultimate goal to help our customers do good. Responsibilities In this role, you’ll: Manage and expand customer accounts within Twilio.org’s Self-Service and Named Account customers across community & social services, public sector, healthcare, traditional NGO’s, Humanitarian aid, Credit Union and other miscellaneous non-profit customers. Work with customers to understand their business and technical requirements. You will need to understand the capabilities of Twilio’s communications API platform so that, together, you can design a solution for their specific use case needs. Manage entire sales cycles and own a book of business with the goal of closing new revenue, protecting revenue and driving upsell and cross-sells while managing your assigned account list and addressing issues that may arise Execute programmable sales plays to consistently deliver strong revenue, gross margin, and gross profit results. Work diligently with cross-functional internal teams (Sales, Sales Development, Marketing, Product, Engineering, Support) to execute renewals, address customer requirements, advise on digital communication strategies, and help customers get started on the Twilio platform. Generate and maintain an accurate sales pipeline and forecast utilizing our CRM, Salesforce through proactive efforts and collaboration with your manager. Execute automation strategies to serve a large quantity of customers while maintaining NPS and preventing churn Be an owner to drive deals forward, knock down obstacles for our customers and internally, and find the best solution for each customer, and recommend process improvements to support the whole team. Develop expertise in the social impact and nonprofit market to help prospective customers understand how others are leveraging Twilio’s platform to scale their reach and missions. Have world-class interpersonal and communication skills to make complex technical and financial details sound simple. Ability to balance competing priorities and manage multiple projects/deals at the same time. Qualifications Not all applicants will have skills that match a job description exactly. Twilio values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having “desired” qualifications make for a strong candidate, we encourage applicants with alternative experiences to also apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! Required: At least 5+ years of sales, marketing, and/or operations experience in a technical SaaS/CPaaS space, with a record of top performance. Technical solutions selling experience – including closing experience – and enjoys working with customers to solve their problems. Demonstrated track record of managing business forecasts and financial models. Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships. Analytical account development strategy based on using data to find opportunities and prove value. Entrepreneurial mindset with appetite to define processes and build programs. Record of delivering revenue and gross profit results Deep personal interest in the social impact market and dedicating your career to making a positive difference. Strong written and verbal communication skills, with the ability to effortlessly make complex technical and financial details sound simple. High adaptability, with comfort trying new things and building within a rapid-paced environment, comfort with ambiguity and change. Strong process-orientation, focus on amplifying improvements in your own work by improving systems and processes across the team. World-class organization, prioritization, and documentation skills. Experience with social impact and public sector entities is a plus. Location This role will be remote, and based in the UK. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, you may be required to travel occasionally to participate in project or team in-person meetings. What We Offer There are many benefits to working at Twilio, including, in addition to competitive pay, things like generous time-off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. . Stay alert to recruitment fraud We care about your safety. Scammers sometimes impersonate Twilio recruiters through fake job postings, emails, websites, or messages. Please ensure you are engaging with an official @twilio.com email address. We will never ask for payment, gift cards, cryptocurrency, or banking information during the recruiting process. We do not make job offers without a formal interview process or conduct interviews exclusively through text-based messaging apps. . Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.
Business Development Representative / Executive / Partnerships Development Executive 6 month contract · Remote (UK Hours - must be based in UK) About Peerspace Founded in 2014, Peerspace is an marketplace that connects professionals and individuals to hosts with unique spaces that can be used for all kinds of activities. Film and photo shoots, offsite meetings, product launches, and charity events are just a few of the many activities that take place on the platform. Whenever space is needed away from the home or office, it can happen with Peerspace. The Team The operations team is the driving force behind elevating the performance of the marketplace. Each member of our team directly impacts our marketplace reach in new and existing markets. We build the strategy and tactics that drive our supply acquisition efforts, and build relationships with future Peerspace hosts and guests. Peerspace offers an entrepreneurial environment where you will be provided the tools, resources, and leadership to be successful. Your initiative and hard work will have a meaningful impact on our growth and your own career advancement. About the Role We are hiring an experienced outbound sales professional to convert prospective hosts into active signups on Peerspace. Hosts range from individuals renting out a single space to large enterprises that manage multiple properties nationally, so you will adapt your approach across a wide range of prospect types and deal sizes. This is a pure outbound sales role. We provide the lead lists. You are responsible for working those leads across email, phone, SMS, LinkedIn, and Zoom until they sign up. The expectation is sustained, multi-touch follow-up: handling objections, persisting through non-responses, and converting prospects into hosts. Your responsibility does not end at signup. a host activates, you serve as their touchpoint through the early post-activation period, helping them complete setup, secure their first bookings, and build momentum on the platform. Early host success is part of the role, not a handoff. This role does not involve list building or data analysis. We are looking for someone who can execute consistently on the leads and sequences provided and deliver signups at volume. What You'll Do Work the lead list: Work the prospect lists we provide across email, phone, SMS, LinkedIn, and Zoom until you secure a response. Follow up consistently: Sustained, structured follow-up across multiple touches is essential to producing results in this role. Sell the value: Articulate the Peerspace value proposition clearly, handle objections in real time, and move prospects from initial interest to completed signup. Run prospect meetings: Schedule and conduct Zoom meetings with prospects where a live conversation is needed to walk through the platform, answer questions, and progress them toward signup. Close: Drive each conversation toward a signup. Conversion is the primary outcome of every interaction. Support early host success: Stay engaged with hosts after they sign up, serving as their touchpoint through the early post-activation period to help them complete setup, secure their first bookings, and build momentum on the platform. Refine your approach: Use observed prospect feedback, objections, and response patterns to sharpen your pitch and improve conversion over time. Track your activity: Log outreach activity and outcomes in the systems we provide so performance and pipeline health can be monitored. Proactively managing the sales pipeline and clearly track lead status and communications. What We're Looking For Required Native-level English fluency (written and spoken) Availability to work standard UK or EU business hours Experience in target driven, customer facing role outbound or sales role Strong closing orientation, with confidence on the phone and a track record of driving prospects to commit Persistence and resilience; an initial no is not treated as a final answer Comfortable working independently in a remote environment Strongly Preferred Experience selling into both independent business owners, SMBs, and larger enterprises with a clear understanding of their mindset: skeptical of platforms, time-constrained, and quick to disengage without an immediate value proposition Hands-on experience with sales engagement and email outreach platforms (e.g. Mixmax, Saleshandy, Apollo, Instantly, Smartlead, or equivalent), including running sequences, managing cadences, and operating an inbox at high volume Comfort with high-volume phone outreach, including a demonstrated history of cold calling at scale Track record of hitting and exceeding outbound activity and conversion targets Who Thrives in This Role This role suits candidates who are energised by outbound prospecting and view conversion as a problem to solve. Success requires persistence, the discipline to maintain quality and activity during slower stretches, and the ability to operate independently against clear performance targets. How Success Is Measured Hosts signed up: Number of new hosts converted from assigned lead lists. Outreach volume and quality: Consistent and sustained activity levels across email, phone, SMS, LinkedIn, and Zoom channels. Contract Details Type: Independent Contractor, 6 month contract with possibility of extension at £2500-2700 per month Location: Fully remote; availability during standard UK/EU business hours is required Compensation Additional Information
Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands.. Hiring and how we work We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings. . See yourself at Twilio Join the team as Twilio’s next Digital Sales Representative About the job This position is needed to play a key role in further growing Twilio’s social impact organization. As our Digital Inside Sales Representative, you will be responsible for lead qualification, net new customer acquisition, solution selling, and closing deals within our self-service accounts, while upholding the Twilio Magic and driving forward with the ultimate goal to help our customers do good. Responsibilities In this role, you’ll: Be responsible for net new customer acquisition, managing an entire sales cycles to drive new revenue while maintaining the highest levels of customer satisfaction for accounts across community & social services, healthcare, traditional NGO’s, Humanitarian aid, Credit Union and other miscellaneous non-profit customers. Work with customers to understand their business and technical requirements. You will need to understand the capabilities of Twilio’s communications API platform so that, together, you can design a solution for their specific use case needs. Work diligently with cross-functional internal teams (Sales, Sales Development, Marketing, Product, Engineering, Support) to address customer requirements, advise on digital communication strategies, and help customers get started on the Twilio platform. Generate and maintain an accurate sales pipeline and forecast utilizing our CRM, Salesforce through proactive efforts and collaboration with your manager. Execute automation strategies to serve a large quantity of customers while maintaining NPS and preventing churn Be an owner to drive deals forward, knock down obstacles for our customers and internally, think outside the box and find the best solution for each customer, and recommend process improvements to support the whole team. Develop expertise in the social impact and nonprofit market to help prospective customers understand how others are leveraging Twilio’s platform to scale their reach and missions. Have world-class interpersonal and communication skills to make complex technical and financial details sound simple. Ability to balance competing priorities and manage multiple projects/deals at the same time. Qualifications Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! *Required: At least 1+ years of closing sales experience or sales development/business development experience in a technical SaaS/CPaaS space, with a record of top performance. An understanding of (or interest to understand) the cloud computing/communications business model and excitement for selling to a technical audience while utilizing a solution-oriented approach to selling. Technical solutions selling experience and enjoys working with real customers - listening to them and solving problems. Strong written and verbal communication skills, with the ability to make complex technical and financial details sound simple. Demonstrated track record of managing forecasts. Analytical account development strategy based on using data to find opportunities and prove value. World-class organization, prioritization, and documentation skills. Entrepreneurial mindset. Deep personal interest in the social impact market and dedicating your career to making a positive difference. High adaptability, with comfort trying new things and building within a rapid-paced environment, comfort with ambiguity and change. Location This role will be remote, and based in the UK. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, you may be required to travel occasionally to participate in project or team in-person meetings. What We Offer Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. . Stay alert to recruitment fraud We care about your safety. Scammers sometimes impersonate Twilio recruiters through fake job postings, emails, websites, or messages. Please ensure you are engaging with an official @twilio.com email address. We will never ask for payment, gift cards, cryptocurrency, or banking information during the recruiting process. We do not make job offers without a formal interview process or conduct interviews exclusively through text-based messaging apps. . Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. About the Role We are looking for a Distinguished Engineer to lead technical direction across GitLab's Core DevOps services, the systems the majority of our users touch every day. Distinguished Engineers are recognized experts across multiple technology domains and represent the most senior level of technical leadership within and across divisions at the company. Core DevOps builds continuous Integration, continuous deployment, planning, and source control experiences. These are among the most mature, highest traffic, and most deeply interconnected systems at GitLab. They carry years of accumulated architectural decisions, they sit in the critical path of our customers' own delivery pipelines, and they are being reshaped by the shift toward AI native development. The job is to raise their quality, converge them a coherent go-forward architecture, and retire accumulated risk, all without interrupting the millions of users and Fortune 100 organizations who depend on them. GitLab is pursuing a set of company-wide engineering goals: large gains in developer productivity, measurably higher quality in what we ship, and engineering practices reshaped around AI and agentic workflows. Core DevOps is where much of that strategy has to land, because these are the services our own engineers and our customers depend on daily. In this role you will bring that strategy into Core DevOps in a form that works for long lived production systems, and carry what you learn here back out to the rest of engineering. What You'll Do Set and continuously refine the go forward technical direction for CI, CD, Plan, and source code experiences, aligned against the horizontal architectural initiatives. Work directly with the VP of Engineering as her technical counterpart on planning, technical investment, and where the group's engineering effort should go. Translate GitLab's company-wide productivity, quality, and AI native engineering goals into concrete technical direction for Core DevOps, and turn into iterable roadmaps, partnering broadly across the org. Define what good means in measurable terms for these services, including availability, latency at p95 and p99, pipeline success rate, test reliability, data correctness, and defect escape rate, then hold designs and implementations to it. Maintain a clear and current picture of systemic technical risk across the group, including single points of failure, unowned critical paths, brittle coupling between CI/CD and Plan, scaling limits, and past decisions that now constrain the roadmap. Drive a prioritized plan to retire it. Lead the hardest design decisions hands on, writing code, prototypes, and proofs of concept where a design argument needs evidence behind it. Drive convergence on shared patterns, libraries, and paved paths, reducing how many different ways the same problem gets solved across the group. Design migration paths that let large, long lived systems change underneath users without breaking them, using incremental cutover, dual run, measurable rollback, and deprecation with clear timelines. Adopt the platform capabilities coming from GitLab's AI organization and the company's productivity initiatives into Core DevOps, feed this group's requirements back into them, and help prove what works on systems of this scale and maturity. Serve as the escalation point for complex or contested technical decisions across the group, including those where no single team owns the outcome. Review significant designs and merge requests in the group's critical paths, and use review to teach rather than to gate. Ensure designs hold across GitLab.com, GitLab Dedicated, and Self-Managed deployments, and respect multi-tenant, compliance, and data governance boundaries in each. Partner with Infrastructure, Security, and SRE so Core DevOps services are observable and debuggable, and so failure modes degrade gracefully instead of cascading. Make architectural constraints and opportunities clear to Product in roadmap terms, so that technical investment and product ambition get planned together instead of traded off late. Write clear, opinionated design documents, architecture narratives, and decision records that let teams across the group make aligned decisions independently. Grow Principal and Staff Engineers across Core DevOps, raise the bar on design rigor and technical writing, and contribute to the technical hiring bar for senior individual contributors. Participate in the Incident Management rotation to help meet availability goals for GitLab.com, and complete Interview Training to participate in hiring as a technical interviewer or panel member. What You'll Bring 10+ years of software engineering experience, including 4+ years in a Staff, Principal, or equivalent senior technical leadership role. Deep expertise in AI and ML systems, including large language models, agentic frameworks, and autonomous workflow design at production scale. Proven track record of leading hands-on technical experimentation, including defining evaluation frameworks, running benchmarks, and translating findings into scalable architecture decisions. Strong background in scalable, multi-tenant distributed systems, including service decomposition, fault tolerance, observability, and operational resilience. Experience designing and implementing human-in-the-loop controls, safety guardrails, and responsible AI practices for production systems. Experience mentoring senior engineers and influencing technical direction across multiple teams or divisions without direct authority. Ability to work effectively in a fully remote, globally distributed organization with excellent written and asynchronous communication skills. The base salary range for this role’s listed level is currently for residents of the United States. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $250,000—$349,000 USD How GitLab Supports Full-Time Employees Benefits to support your health, finances, and well-being Flexible Paid Time Off Team Member Resource Groups Equity Compensation & Employee Stock Purchase Plan Growth and Development Fund Parental Leave Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands.. Hiring and how we work We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings. . See yourself at Twilio Join the team as Twilio’s next New Business Account Executive. About the job This position is needed to sell into high value Enterprise prospects and existing customers with ARR over $25k. You will play a key role in further growing Twilio’s Communication Products business across the DACH Region. You will be responsible for sourcing new, high value customers as well as driving the sales process from internal leads to qualifying new prospects and handling deals to closure. Responsibilities In this role, you’ll: Be responsible for new customer acquisition and driving ACV for a specific set of accounts while maintaining the highest levels of customer satisfaction. Master creating pricing proposals, negotiating terms and managing the contract process. Ideally, you also have experience selling communications to a technical and business audience, building trust and mutual respect with technical customers and peers. Be passionate about what you do and you are able to think outside of the box and have extraordinary interpersonal and communication skills to make complex contractual, technical, and financial details sound simple. Able to balance challenging priorities and handle multiple projects/deals at the same time. Qualifications Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! *Required: 6+ years of Enterprise Sales experience and a track record of personally selling and closing complex solutions to enterprise and software companies. Strong experience identifying, mapping and prospecting enterprise accounts Proven success in selling complex, technical solutions such as cloud communications platforms, APIs, and/or enterprise software Experience in account management, developing and managing large enterprise clients, and a history of meeting or exceeding sales targets Experience working with Fortune 500 or similarly large enterprises Background in working within a quota-driven environment with proven ability to close high-value deals (e.g., six to seven figures) Expertise in solution-based selling or consultative selling Strong negotiation and contract management skills, including handling complex deals with long sales cycles. Prospecting and lead generation skills—ability to develop a pipeline through multiple channels, including direct sales, partnerships, and networking. Ability to build and nurture relationships with C-level executives, decision-makers, cross-functional partners and key stakeholders in large enterprises Strong presentation and negotiation skills Comfortable working in a dynamic environment. Fluent in German Desired: Ideally, you also have experience selling both to a business and technical audience Understanding of the CPaaS ecosystem and familiarity with: Cloud communications (voice, SMS, chat, video, etc.). APIs and integrations for communication services. Telecommunications industry dynamics. Knowledge of enterprise technology architecture and the technical needs of large organizations, including how CPaaS solutions integrate with existing systems. Location This role will be remote, and based in UK, Spain or Ireland. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 25% travel is anticipated to help you connect in-person in a meaningful way. What We Offer Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. . Stay alert to recruitment fraud We care about your safety. Scammers sometimes impersonate Twilio recruiters through fake job postings, emails, websites, or messages. Please ensure you are engaging with an official @twilio.com email address. We will never ask for payment, gift cards, cryptocurrency, or banking information during the recruiting process. We do not make job offers without a formal interview process or conduct interviews exclusively through text-based messaging apps. . Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.
GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role The Engagement Manager plays the critical role in helping Customers drive adoption of high value functionality of the GitLab platform. The Engagement Manager plays a sales overlay role by shaping customer engagements focused helping customers accelerated toward their positive business outcomes with GitLab. The Engagement Manager serves as a trusted advisor to customers in their portfolio, providing guidance to Sales, Customer Success and Professional Services Delivery team and ensuring the highest levels of customer satisfaction. Perform discovery (with account team or with customer) to understand customer current-state, constraints and desired positive business outcomes. French language is essential for this position. Identify standard and custom services to align to customer outcomes. Build custom-scoped services engagement proposals for key strategic customers with guidance/review from Sr. Engagement Manager. Explain technical solution proposal to account team and/or customer. Meet and exceed set financial targets. Explain GitLab Services value proposition, catalog of service offerings, and methodologies. Explain standard packaged solutions to Customer to gain agreement to move forward. Help customer understand commercial terms - price, period of performance, payment/invoice structure, etc. Guide Account team to execute governing legal agreement to execute services. Coach Account Executives on how to include consulting and education services on quote/order form. Coordinate closing process with help from Account Executive. Coordinate staffing requirements with PS Operations team to ensure skillset, language, and timezone match are appropriate for each engagement. Handle standard objections related to price, DIY implementations, etc. Update quarterly bookings forecast on a weekly basis using Salesforce/Clari. Identify and communicate risks to account executives and EM leadership team. Build relationships with Account Executives, Customer Success Managers and Solutions Architects within their patch to ensure Global Services are included as part of the standard customer journey. Join Sales leadership forecast calls (within patch) to report on Services Forecast and to identify key customer accounts where services should be attached. Provide timely and predictable responses to incoming questions/requests from customers or account executives to reinforce positive brand of Global Services. Establish mentorship with more senior engagement manager. Setup individual development plan. Communicate trends in customer behavior to Practice Management team. How GitLab will support you Benefits to support your health, finances, and well-being Flexible Paid Time Off Team Member Resource Groups Equity Compensation & Employee Stock Purchase Plan Growth and Development Fund Parental leave Home office support Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. How GitLab Supports Full-Time Employees Benefits to support your health, finances, and well-being Flexible Paid Time Off Team Member Resource Groups Equity Compensation & Employee Stock Purchase Plan Growth and Development Fund Parental Leave Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process. Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
About Toptal Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams,. With $200+ million in annual revenue and team members based around the globe, Toptal is the world’s largest fully remote workforce. We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold. Job Summary: Toptal’s inbound sales team is a driving force behind our growth, converting inbound interest from small- and medium-sized businesses into Toptal clients. As Manager, SMB Sales, you will lead a team of Client Advisors, coaching them towards growth and holding them to a high standard of excellence in a high-velocity, consultative selling role. You will keep the team responsive to new inquiries while ensuring active opportunities continue to move. You will coach advisors through stalled decisions, specialist involvement, and client follow-up, stepping in where your judgement can help secure the next commitment. You will lead a team that is responsible for executing strong discovery, disciplined qualification, portfolio selling across Toptal’s full offering with complete ownership of the client relationship from first conversation through close. Your team’s job is to position Toptal as a strategic services partner, not a single-transaction talent vendor, and you set that standard. You will be accountable for improving conversion of inbound leads by identifying conversion leakage, bringing accountability to individuals’ performance, hiring Client Advisors with consultative potential, reviewing calls, demonstrating stronger approaches, and coaching each advisor on changes to improve their sales skill and industry knowledge. Internally, this position works closely with leadership across Client Services, Talent Operations, Client Experience, and People to support a team-based approach to best-in-class service. Our ideal candidate is ambitious, competitive, driven by team success, and pairs that drive with genuine curiosity about what makes a sales team excellent. If you want to sharpen a team’s performance and be recognized for the results, this is the team you want to be part of. This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English. Responsibilities: The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills. Coach: Coach Client Advisors on discovery, qualification, portfolio selling, and deal management. Demonstrate how to bring a useful point of view, support recommendations with relevant proof points, address concerns, and ask for commitment. Develop: Review live and recorded calls, examine active opportunities, and identify specific changes that will improve each Client Advisor’s results. Run focused role-plays, demonstrate stronger approaches, and give clear, actionable feedback. Hire and Build: Recruit and interview Client Advisors against our Client Advisor Core Competencies, hiring for consultative potential - curiosity, business acumen, and coachability - as well as sales experience. Playbook Ownership: Own and continuously refine the Client Advisor inbound playbook, using call audit findings and conversion data to keep it current and effective. Manage Performance: Understand causes of underperformance and agree specific corrective actions and timelines with Client Advisors. Demonstrate sustained improvement in team conversion and sales performance, supported by stronger discovery, qualification, follow-through, and portfolio expansion. Onboard and Ramp: Manage for new Client Advisors, ensuring they complete sales training and assessing each new advisor against the skill-based Client Advisor ramp milestones — running discovery unaided, qualifying a live opportunity, surfacing needs beyond the initial request — on the path to independent, quota-carrying performance. Career Development: Support career development and succession planning for Client Advisors, including the path into leadership. Pipeline Oversight: Challenge the evidence behind each Client Advisor’s view of an opportunity: why it may proceed, what remains unresolved, when decisions are likely, and use that judgment to improve qualification and prioritize support, and strengthen forecasting discipline.. Operational Excellence: Identify process improvements that increase Client Advisor efficiency, productivity, and scalability. Cross-Functional Partnership: Work seamlessly with cross-functional partners that include, but are not limited to: Client Services, Talent Operations, Client Experience, and People leadership. Additionally, be able to bring in the right specialists (matching, delivery, HireGlobal, service-offering experts) at the right time. Reporting: Deliver presentations to cross-departmental partners covering metrics, key takeaways, and action plans based on data analysis. Motivation and Recognition: Motivate the team through recognition, incentives, and transparent communication of expectations and results. Culture: Drive a culture of high performance, accountability, and continuous improvement within the team — including a learn-it-all habit of self and peer call review, and a library of strong calls that show the standard. In the first week, expect to: Onboard and integrate into Toptal leadership. Learn Toptal’s model, our team members, and our story. Become acquainted with the team members who will report to you. In the first month, expect to: Complete Toptal’s leadership/sales training program and build a deep understanding of who our clients are and how Client Advisors sell across our full portfolio. Understand your team and their current performance levels, the SMB Sales Leadership and expectations, and identify the main causes of conversion leakage. Begin 1-1 coaching with each team member based on live and recorded call reviews. In the first three months, expect to: Develop and roll out your strategy to increase team performance and productivity, with individual goals set for each team member. Run consistent coaching and opportunity-review cadences with specific improvement priorities for each Client Advisor. Deliver your first cross-departmental presentation covering metrics, key takeaways, and action plans. In the first six months, expect to: Demonstrate measurable commercial improvement in conversion and sales performance from Client Advisors being coached, supported by stronger call quality scores, opportunity progression, and qualified HireGlobal and services opportunities. Regularly assess performance against KPIs, partnering with sales enablement and operations to continuously improve. Continue building, coaching, and mentoring your team toward greater results. In the first year, expect to: Run an optimized, well-managed inbound sales function that maximizes Toptal’s ability to capture SMB market demand profitably. Develop senior Client Advisors who mentor new team members and serve as reference points on discovery quality and portfolio positioning. Sustain a culture of high performance, continuous improvement, and record-breaking results and client experiences. Qualifications and Job Requirements: Required Qualifications Bachelor’s degree required. Three or more years in business-to-business sales, featuring to two years direct leadership of inbound, inside, or end-to-end small business sales teams. Demonstrated record of improving individual and team sales performance through specific coaching, disciplined opportunity management, and clear performance expectations. Ability to learn and coach to a structured sales methodology. Experience managing pipeline and forecast rigor across a team in a CRM. Genuine, demonstrable passion for AI in the world of work, including using AI to improve how a sales team researches, reviews calls, and coaches. Outstanding written and verbal communication skills; comfortable presenting metrics and strategy to cross-departmental partners. Comfortable operating in a dynamic environment with evolving processes and priorities. Full availability during working hours to support your team and step into client escalations as needed. Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts. You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do. Preferred Qualifications Experience leading a team that sells more than product or service line into the same account (portfolio selling). Experience with a named sales methodology (MEDDPICC, Challenger, SPIN, Sandler, or similar). Software, tech, or professional-services sales leadership experience. Fluency with modern sales tooling, including AI-assisted call review, conversation intelligence, and CRM workflows. Core Competencies These are the skills we evaluate during interviews and continue to develop with you after you join. Consultative sales mastery. You can run and model an excellent discovery call yourself — open-ended discovery, disciplined qualification, and a dated, named next step — and show your team what good looks like. Coach-first leadership. You develop people through call review, role-play, and specific feedback, not just dashboards. Your team gets better because you are in the details with them. Talent judgment. You can spot curiosity, business acumen, and coachability in an interview, and you can tell real potential from polish. Insight-led selling. You can teach Client Advisors to bring a point of view, reframe a client’s thinking when needed, and position Toptal as a strategic services partner rather than a talent marketplace. Accountable. You take ownership of your team’s results and hold your team accountable to raising their own bar. Critical thinker. Strong analytical and problem-resolution skills, with a demonstrated ability to develop data-driven solutions. Proactive, collaborative communicator. You drive toward the mission without being told, and you communicate clearly across your team, cross-functional partners, and clients essential in our remote environment. Compensation Additional Information
About Toptal Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams,. With $200+ million in annual revenue and team members based around the globe, Toptal is the world’s largest fully remote workforce. We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold. Job Summary: Toptal is looking for a Marketing Analyst to build and own the marketing data infrastructure to support new businesses and companies we acquire through M&A. The role is part of our Business Analytics Center of Excellence, where analysts are assigned to support or more business functions. You will track paid advertising performance and translate it into metrics such as LTV and ROAS that inform budget allocation and channel strategy, from structuring the underlying data pipelines to developing the reports that help marketing and business leaders make data-driven decisions. Are you passionate about bringing rigor to how early-stage businesses measure and optimize acquisition spend from day? If so, we encourage you to apply! This person will define the metrics that matter, measure channel and campaign performance, and develop reports that drive decisions. They will also build models, forecast outcomes, run experiments, and perform in-depth diagnostic analysis. Ultimate success goes beyond data-related activities, you’ll be delivering the “so what” that drives decisions and real business impact. It is imperative to fully understand each business (processes, objectives, organization, performance drivers, barriers), and connect the dots between paid acquisition data, marketing strategy, and financial and operational effectiveness. This role partners closely with the Business Analyst, New Businesses and the Senior Business Analyst focused on acquisitions, ensuring marketing performance insights are integrated with the broader business and revenue picture. We expect that we not answer the question asked, but also the question that was not. This Marketing Analyst needs to build positive relationships across the organization, manage diverse stakeholders with competing and often conflicting priorities, and have a “find a way” attitude. This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English. Responsibilities: The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills. Analyze data, build models, test hypotheses, find root causes, develop prototypes, forecast performance, create Tableau reports, and write SQL scripts; and extract insights from these data activities to inform marketing decisions. Build, own, and maintain the marketing data infrastructure, from ad impression and click through lead acquisition to revenue, setting up and integrating Google Analytics, Google Ads, and other paid advertising platforms as required. Rapidly assess and integrate the marketing data of newly acquired (M&A) companies, establishing tracking, attribution, and reporting so their acquisition spend is measured with the same rigor as the rest of Toptal. Measure and diagnose paid advertising performance across channels and businesses—analyzing spend efficiency, CAC, funnel conversion, lead value, ROAS, and LTV—to guide budget allocation and channel strategy. Define metrics that are independent, holistic, accurate, encourage the right behaviors, and are aligned with company strategy and objectives, including consistent definitions of LTV, ROAS, and payback across businesses. Use descriptive (what happened) and diagnostic (why did it happen) analytics to develop specific, actionable recommendations for marketing leaders and business owners. Partner closely with the Business Analyst, New Businesses and the Senior Business Analyst focused on acquisitions to connect marketing performance with revenue, unit economics, and the broader business picture. Map marketing processes and channel journeys to their corresponding data flows across acquisition, engagement, and revenue generation. Proactively identify and surface opportunities to improve efficiency, conversion, revenue generation, client and talent experience, operations, communication, systems & tools, cash usage, etc. Leverage Generative AI tools to accelerate analysis and automate reporting workflows. In the first week, expect to: Onboard and integrate into Toptal, quickly learning about Toptal’s history, culture, and vision. Shadow key teams to learn the core of each new business and its paid acquisition channels. In the first month, expect to: Understand the marketing data generated and where/how it is stored, especially as it relates to the Business Analytics team. Obtain a basic understanding of each business’s paid advertising channels, spend, and operations. Assess the current state of tracking, attribution, performance metrics, reports, dashboards, and models in use, and identify gaps and discrepancies. Begin supporting business leaders with relevant paid performance insights and reports for leadership meetings. In the first three months, expect to: Develop proficiency in the marketing data elements of each business and obtain a robust understanding of the paid acquisition funnel from ad spend to revenue. Deliver a first version of the marketing data infrastructure and ROAS/LTV reporting for the new businesses, and gain the ability to assess the drivers and impacts of marketing decisions on financial performance. Begin identifying new opportunities to explore in the quest to improve performance continually while exercising discretion and independent judgment. In the first six months, expect to: Begin to solve real business problems as a team that will move the needle on key marketing performance metrics and financial performance. Help us align and standardize LTV, ROAS, and other metric definitions across the new businesses and the company. Perform detailed root cause analysis to expose critical drivers of channel performance, and stand up a repeatable playbook for the marketing data of newly acquired companies. In the first year, expect to: Inform significant strategic initiatives, goals, priorities, and performance indicators, including budget allocation and channel strategy for the new businesses. Become an expert both on marketing process and data flow, and help build an outstanding marketing analytics function for new businesses and M&A. Qualifications and Job Requirements: Bachelor’s degree is required. 3+ years of experience in data analysis, analytics, or business intelligence is required, with a focus on marketing analytics. Demonstrated experience analyzing paid advertising performance (e.g., Google Ads and other paid media platforms) and translating it into metrics such as LTV, CAC, and ROAS is required. Demonstrated experience building or owning marketing data infrastructure (tracking, attribution, data pipelines, and reporting) is required. Both a strong background in math, science, finance, engineering, or statistics and deep business insight is required; advanced degrees and/or MBA are a plus. Experience with BI tools (Tableau, Qlik, PowerBI, etc.). Proficiency in SQL; experience with R, Python, or MATLAB is a plus. Hands-on experience using Generative AI tools such as Claude, Gemini, or ChatGPT to support analysis, automation, and reporting. Experience with exploratory data analysis, prototyping, testing hypotheses, performing root cause analyses, modeling business processes, building forecasts, creating predictive models, defining metrics, and/or measuring marketing performance. Track record of linking data and analytics to marketing strategy, financial performance, and operations to drive real impact. Working knowledge of probability and statistics, experience with process improvement is a plus. Experience in a startup, early-stage business, or M&A integration environment is a plus. Proven ability to manage diverse stakeholders and balance multiple, conflicting priorities in a fast-moving environment. Ability to explain complex issues simply and intuitively, and willingness to challenge assumptions, communicate limitations, and flag blind spots. The ideal candidate needs to have a strong technical background particularly when it comes to marketing data infrastructure and Google products (Google Analytics, Google Ads) while having the ability to master marketing processes of diverse nature. Outstanding written and verbal communication skills. Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts. You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do. Compensation Additional Information
Build a Safer World. TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure. The Sales Enablement Manager for Compliance equips TRM’s go-to-market team to sell compliance solutions with consistency and credibility in a fast-moving regulatory market. You will design and continuously improve the, training, certification, and coaching that shorten time to productivity for the field, and you will run enablement as an AI-first system so a small team can scale as TRM’s products and processes change. This role sits at the center of TRM’s GTM engine, partnering closely with Sales Leadership, PMM, Product, and Deployment. The impact you will have: Shorten time-to-ramped-productivity for the Compliance GTM team by owning segment-specific built as an AI-first system, using AI to turn a product spec into a full enablement package, including a knowledge check, in a single working session. Keep the field credible the moment the market moves by building training, roleplays, and talk tracks from real call and deal data with AI, so the team can speak to new capabilities and regulatory events fast. Raise win rates by running training and certification across discovery, product mastery, objection handling, competitive positioning, and compliance fundamentals, with AI-generated roleplays and call analysis pinpointing where each person needs practice. Help managers develop their teams by delivering AI-driven personalized development paths for each GTM team member and surfacing the coaching signals that matter most. Protect the field from risk by building AI quality checks so nothing inaccurate on compliance or regulation reaches a customer conversation. Scale a small team’s reach by building and shipping your own agents and automations without waiting on RevOps or engineering, automating last quarter’s manual work every quarter. What we’re looking for: Demonstrated AI fluency: you have redesigned your own workflows around AI tools and can build and ship agents and automations, going from spec to a finished enablement asset, including a knowledge check, in working session. Experience building and delivering, training, and certification programs for sales or customer-facing teams, using AI to produce and personalize content at scale. Able to learn complex topics quickly and turn them into simple, practical resources, using AI to accelerate research, drafting, and call analysis. Hands-on with sales and enablement tools, and quick to adopt, optimize, and automate new systems with AI. Comfortable building AI quality checks and roleplays from real call and deal data so content stays accurate and practice is realistic. 3-5+ years in sales enablement, sales training, sales operations, or a related GTM function (high-growth SaaS, fintech, crypto, or cybersecurity), with working knowledge of crypto compliance, AML/CFT, or financial-crime risk and credibility with compliance buyers. About the Team: You will join TRM’s GTM Enablement team within Sales, focused on the Compliance segment. Small, high-leverage team where enablement runs as an AI-first system and person’s programs reach the whole field. The work is intellectually demanding: you translate fast-changing product capabilities and compliance topics such as transaction monitoring, wallet screening, and sanctions exposure into clear, practical guidance the field can use immediately. Distributed, not distant: async collaboration through Slack, Notion, and shared documentation, with recurring cross-functional meetings. Team Operating Rhythms: Primary overlap: at least 4 hours of daily overlap with US Eastern business hours Slack-first, async communication (text, voice notes, and video messages), plus recurring cross-functional syncs. Weekly 1:1s and team syncs; a few in-person gatherings per year for planning and connection. Distributed, not distant, across global time zones. On-Call Responsibilities: No on call responsibilities. Travel Requirements: Schedule: Occasional travel for team gatherings, GTM kickoffs, or in-person training. Frequency: Low; a few times per year. Onsite Requirements: Schedule: None Learn about TRM Speed in this position: Launch-ready in sprint: when Product kicks off a 2-week feature sprint, ship the full enablement package in parallel (positioning, training, a knowledge check, and adoption measurement) so the field is enabled and certified before the feature flag goes live. Field-ready in 48 to 72 hours: when a new enforcement action or regulatory change drops, deliver updated messaging, a field brief, and a 15-minute manager roll-out guide within 48 to 72 hours so the team can speak with credibility immediately. Targeted fix in 10 days: after spotting a pattern of weak discovery with compliance buyers, design and deliver a micro-training (framework, examples, practice reps) within 10 days with 80%+ participation. Application Instructions If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team. Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your skills and qualifications for the role. If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure your application will be considered. Interviewing with TRM Our process is designed to understand how you think, solve problems, and deliver impact, while allowing you to evaluate TRM. Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview. Recruiter Intro: Qualifications, motivations, and alignment with the role. Hiring Manager: Deep dive into your relevant experience, skills, and impact. First Round: 1–2 interviews focused on the skills most critical to the role. Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM. References: Former colleagues who can provide insight into your work and impact. Offer: Congrats! Your recruiter will present the offer and compensation details. Welcome to TRM: We're excited to build a safer world with you! Your recruiter will share your specific interview plan and preparation guidance along the way. AI Fluency at TRM AI fluency is a baseline expectation at TRM. We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks. At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to: Accelerate repeatable workflows Structure and solve problems Improve output quality Increase speed and leverage You will be evaluated on applied AI fluency during the interview process. Life at TRM We are building a safer world. That promise shows up in how we work every day. TRM moves FAST. We are a high-velocity, high-ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days. Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving. At TRM, you should expect: Priorities and targets to change quickly Operating with a high degree of ambiguity A high level of personal ownership and accountability Close collaboration across teams and functions Frequent, high-touch communication Creative problem-solving and out-of-the-box thinking A pace that rewards urgency, adaptability, and outcomes This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires thriving in ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment. We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure-test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Leadership Principles We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions. Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly. Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday. Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a‑team mindset — giving and receiving feedback to make the team stronger. Join our Mission At TRM, we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast. TRM is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore. Privacy Policy and Additional Information By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy. We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM. Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law. If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at privacy@trmlabs.com. To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance. The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form. Recruitment agencies TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement.
Build a Safer World. TRM Labs provides AI-powered intelligence solutions that help public and private sector agencies investigate and disrupt crime. TRM's platforms enable investigators to trace illicit activity, build cases, and construct operating pictures of threat networks. Leading agencies and businesses worldwide rely on TRM to make the world safer and more secure. The Instructional Designer on TRM Academy designs and builds the courses, certifications and learning paths that help financial institutions, crypto businesses, regulators and law enforcement understand crypto risk, apply compliance principles and combat crypto-enabled financial crime. You turn the expertise of TRM's intelligence, policy and compliance teams into published, assessment-backed training across self-paced courses, live sessions and product documentation, in multiple languages. What makes this role different: you use AI to build faster, and you own the accuracy that government agencies and financial institutions rely on when they train and certify their people.The impact you will have: Design learning pathways for a widening range of learners. Turn the Academy's catalog into clear paths through self-paced courses, live sessions and scenario-based assessments, with a particular focus on helping compliance teams understand crypto activity, assess risk and apply regulatory requirements in practice. Keep TRM's certifications accurate and defensible. Run the review cycle for the Academy's certification programs. Route content and exam items to subject-matter experts for sign-off, check figures and citations against their sources, and update courses quickly as crypto risks, regulatory requirements and source material evolve. Turn expert knowledge into strong training. Coach subject-matter experts with editorial feedback so their expertise becomes clear, well-built courses, hands-on exercises and trainer toolkits for live delivery. Help learners connect technical and regulatory concepts to everyday compliance decisions. Co-own product documentation and training across TRM's platforms. Keep help content, and product training accurate and in step with releases, connecting platform capabilities to practical compliance and investigative workflows. Deliver content in multiple languages without losing accuracy. Run the localization workflow: first-draft translation, native-speaker review and SME sign-off for technical and regulatory material. Make the team faster, and prove the training works. Draft with AI and own the verification, so no unsupported figure, source or regulatory detail reaches a learner. Build reusable workflows the Academy adopts, and measure both the build time saved and learner outcomes beyond completions. What we’re looking for: 3 to 5+ years of instructional design or curriculum development for adult learners, with a portfolio of published, assessment-backed courses. Experience building on an LMS and writing valid assessments and item banks. Ability to translate technical and regulatory subject-matter content into practical curriculum; familiarity with crypto compliance, anti-money laundering, sanctions or financial-crime risk is a strong plus. Production AI fluency: you already use AI daily to draft content, generate assessment items and speed up build and research workflows. Readiness to build reusable AI workflows others adopt, including item generation checked against source and comparisons of existing modules against new intelligence and regulatory developments, and to own the human verification step. Excellent written communication and a track record owning courses end-to-end as the single accountable owner. About the Team: You will join TRM Academy’s Training and Certification team, which builds engaging, mission-relevant content and teaches to every level of expertise. The work is intellectually demanding: you keep curriculum accurate across crypto, compliance and investigations, with an emphasis on translating evolving risks and regulatory expectations into practical education and valid certification assessments. Mission-first, execution-oriented culture that values speed, high build quality and measurable business impact through education. AI-native team: designers use AI daily to build content and ship reusable assets the whole Academy adopts. Team Operating Rhythms: Distributed, not distant: a team that collaborates across time zones with regular overlap for syncs and content reviews. Slack-first, async communication; @mention for timely responses. Weekly 1:1s and team syncs, plus regular content-build and review rhythms tied to launch windows. Close working cadence with SMEs in Intelligence, Policy and Compliance and with Product for accuracy. Required and collaboration hours: Schedule: Business hours with overlap across US time zones for internal syncs and content reviews. Travel Requirements: Schedule: Minimal; occasional travel for team or customer content sessions if needed. Onsite Requirements: Schedule: None required; distributed role. Learn about TRM Speed in this position: Within your first 30 days, scope a requested course and stand up a V1 using AI to draft the slides, workbook and assessment, so a first version is ready to review that same month. Within 60 days, ship a reusable AI item-generation workflow, with items checked against source, that at least other Academy team member adopts. Within 90 days, publish practical crypto compliance or certification content end-to-end, with measurable completion or assessment results, and standardize the build play so it repeats. The following represents the estimated range of compensation for this role: Individual pay is determined by skills, qualifications, experience, and location. The compensation details listed in this posting reflect the US base salary. The estimated base salary range for this role is $155,000–$175,000. Additionally, this role may be eligible to participate in TRM’s equity plan. Please note – we factor in the different costs for geographies outside the United States. Application Instructions If you’re interested in joining TRM, we encourage you to apply directly. Every application is reviewed by our Talent team. Before applying, review the job description carefully and highlight the experience and impact that best demonstrate the required qualifications. Please also provide thoughtful and accurate answers to the application questions, as these will be used to evaluate your skills and qualifications for the role. If you send your resume directly to someone at TRM, we can’t guarantee it will reach the appropriate hiring team. Applying directly is the best way to ensure your application will be considered. Interviewing with TRM Our process is designed to understand how you think, solve problems, and deliver impact, while allowing you to evaluate TRM. Most interview processes include a case study, an AI skills assessment, and a Leadership Principles interview. Recruiter Intro: Qualifications, motivations, and alignment with the role. Hiring Manager: Deep dive into your relevant experience, skills, and impact. First Round: 1–2 interviews focused on the skills most critical to the role. Final Round: Hands-on case study. This is usually a panel-style session where we go deeper into your craft, problem-solving, and alignment with TRM. References: Former colleagues who can provide insight into your work and impact. Offer: Congrats! Your recruiter will present the offer and compensation details. Welcome to TRM: We're excited to build a safer world with you! Your recruiter will share your specific interview plan and preparation guidance along the way. AI Fluency at TRM AI fluency is a baseline expectation at TRM. We believe AI meaningfully changes how top performers operate. We expect every team member to use AI to accelerate and reimagine their craft, not just automate surface tasks. At TRM, AI fluency means you are among the top 10 percent of operators in your function in how you apply AI to: Accelerate repeatable workflows Structure and solve problems Improve output quality Increase speed and leverage You will be evaluated on applied AI fluency during the interview process. Life at TRM We are building a safer world. That promise shows up in how we work every day. TRM moves FAST. We are a high-velocity, high-ownership team that expects clarity, follow-through, and impact. People who thrive here are energized by hard problems, experimentation, and continuous feedback. If something takes months elsewhere, it will ship here in days. Our work sits at the intersection of AI, national security, and fighting crime. The problems are complex, the stakes are real, and the environment evolves quickly. The pace and intensity of the work reflect the importance of the mission. As a result, the way we operate requires a high level of ownership, adaptability, collaboration, and creative problem-solving. At TRM, you should expect: Priorities and targets to change quickly Operating with a high degree of ambiguity A high level of personal ownership and accountability Close collaboration across teams and functions Frequent, high-touch communication Creative problem-solving and out-of-the-box thinking A pace that rewards urgency, adaptability, and outcomes This environment is energizing for people who enjoy building, solving hard problems, and making progress in situations that are not always fully defined. It also requires thriving in ambiguity, adjusting course as new information emerges, and maintaining focus and positivity in a fast-moving and intense environment. We also recognize that this style of operating is not for everyone. If you are primarily optimizing for predictability or a consistently balanced workload, we encourage you to use the interview process to pressure-test whether this environment is truly the right fit. We want teammates who thrive here, not just survive here. If you are excited by meaningful problems, motivated by ambitious goals, and energized by working alongside mission-driven colleagues, there is a good chance you will find TRM to be an exceptional place to grow and contribute. Leadership Principles We hire and grow against three leadership principles. They’re the standards for how we operate, treat each other, and make decisions. Impact-Oriented Trailblazer: We put customers first and move with speed, focus, and adaptability. We treat every plan like an experiment – test, ship, measure, and iterate quickly. Master Craftsperson: We care deeply about our craft. We balance speed with high standards, own outcomes end‑to‑end, and invest in getting better everyday. Inspiring Colleague: We add clarity and energy, not noise. We bring humility, candor, and a‑team mindset — giving and receiving feedback to make the team stronger. Join our Mission At TRM, we care deeply about our craft. We are looking for individuals who want their work to matter, who experiment with speed and rigor, and who take pride in building a safer world for billions of people. If you’re excited by TRM’s mission but don’t check every box, we encourage you to apply — we hire for slope, judgment, and the will to learn fast. TRM is a Series C company with $220M in total funding, backed by Goldman Sachs, Bessemer, Y Combinator, Thoma Bravo, and others. Headquartered in San Francisco, TRM operates as a distributed-first company with hubs in Los Angeles, San Francisco, New York, Washington D.C., London, and Singapore. Privacy Policy and Additional Information By submitting your application, you agree to allow TRM Labs to process your personal information in accordance with our Privacy Policy. We collect the information you provide (such as your resume, work history, and contact details) solely for the purpose of evaluating your candidacy for current and future roles at TRM. Because our hiring cycles for certain positions may span 24 to 36 months, we retain your personal information for up to 36 months from the date of your application. After that period, your data is deleted unless a different retention period is required or permitted by law. If you are located in the European Economic Area, the United Kingdom, or another jurisdiction with applicable data protection laws, you have the right to access, correct, or request deletion of your personal data at any time before that period ends. To exercise any of these rights, contact us at privacy@trmlabs.com. To notify TRM Labs that you believe this job posting is non-compliant, please submit a report through this form. No response will be provided to inquiries unrelated to job posting compliance. The use of AI tools of any kind (including but not limited to notetakers, interview assistants, and real-time coaching tools such as Otter.ai, Fireflies, Fathom, Cluey, or similar) during TRM interviews is not permitted without prior approval from TRM. TRM uses its own internal tools for note-taking to ensure a consistent and confidential experience for all candidates. We are committed to providing reasonable accommodations to applicants with disabilities, and requests can be made via this form. Recruitment agencies TRM Labs does not accept unsolicited agency resumes. Please do not forward resumes to TRM employees. TRM Labs is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company without a signed agreement.
About Toptal Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams,. With $200+ million in annual revenue and team members based around the globe, Toptal is the world’s largest fully remote workforce. We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold. Job Summary: As an Enterprise Sales Executive at Toptal, you will be a key driver of growth within our AI Solutions business. In this role, you will identify, develop, and close opportunities with enterprise clients by helping them solve complex business challenges through forward-deployed AI solutions, AI software and platforms, AI services, and AI-enabled transformation. You will develop tailored solutions that help clients move from AI strategy and experimentation into production, combining Toptal’s capabilities across AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to achieve measurable business outcomes. This role is designed for true hunters who thrive in a high-performance, client-facing environment. It is ideal for individuals who have successfully sold enterprise AI solutions and are passionate about building a book of business from the ground up, forging executive relationships, and creating long-term client value. Success in this role is measured by your ability to convert new enterprise relationships into durable revenue and establish Toptal as a core AI services provider embedded in your clients’ most critical initiatives. Enterprise AI has shifted rapidly from experimentation to execution. Companies are investing in models, agents, AI platforms, data infrastructure, and AI-enabled applications, but many are struggling to translate those investments into production systems and measurable business outcomes. The challenge is no longer simply selecting an AI model or platform. Enterprises must identify the right workflows, connect AI to their proprietary data and knowledge, integrate existing systems, build and deploy agents and applications, establish evaluation and control frameworks, drive adoption, and continuously operate and improve AI in production. Toptal brings together world-class AI and domain talent, forward-deployed solution delivery, AI platforms and capabilities, strategic technology partners, expert-in-the-loop operations, and managed services to help enterprises move from AI promise to production. This role exists to convert that market opportunity into new enterprise relationships and position Toptal as a strategic partner for companies deploying AI across their organizations. This is a remote position with significant client-facing fieldwork across the US. Applicants who reside within commutable distance of a major metropolitan area are strongly preferred. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English. Responsibilities: *The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills. You will be responsible for building a targeted portfolio of accounts via identifying, prioritizing, and developing your own book of business rather than inheriting an existing. you have signed net new customers, you will partner with Client Partners to deepen and expand those strategic relationships over time. Net new accounts may begin with a specific AI initiative, workflow, platform implementation, or business problem requiring a disciplined approach to defining the opportunity and matching the right Toptal capabilities to the client’s needs. As relationships mature, accounts become more complex, with deeper engagement across multiple business units, workflows, technology platforms, and senior executive relationships. These accounts demand a highly consultative, strategic approach that includes navigating cross-functional priorities, understanding the client’s AI and technology environment, aligning solutions to evolving business objectives, and demonstrating credibility at the C-suite level. Success will require the ability to adapt your engagement style to the maturity and complexity of each account while consistently driving measurable client value and long-term growth. Own and build a portfolio of enterprise AI accounts, with direct accountability for new logo acquisition, revenue growth, and client outcomes. Prospect, pitch, negotiate, and close new opportunities in close partnership with our Sales Development Representatives (SDRs), while expanding the relationships you establish. Define and execute account strategy, including opportunity creation, pipeline development, and multi-year growth planning. Lead AI solution development and deal execution in partnership with AI Services leadership, Industry GMs, Practice Leaders, Pursuits, Partnerships, and Delivery teams. Partner with Client Partners to drive coordinated account expansion and maximize total account value as accounts mature. Shape AI solutions that apply Toptal’s capabilities across AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to clients’ most important business and operating challenges. Maintain disciplined pipeline and account intelligence to support accurate forecasting and informed decision-making. Lead strategic conversations with prospective and existing clients, while exercising discretion and independent judgment. In the first week, expect to: Onboard with Toptal and meet your TopPal. Learn the core of Toptal’s model, our value proposition, and our deep capabilities. Familiarize yourself with the tools and resources needed to be successful. Dive into our sales methods, our selling processes, and playbooks. Become familiar with our contracting and legal methodologies, templates, tools, and processes. In the first month, expect to: Meet key Toptal stakeholders who will support your success and the success of the overall team. Learn about the Toptal AI Go-To-Market Strategy, our key sales plays, solution portfolio, partner ecosystem, and client engagement model. Work with AI Services leadership to establish a portfolio strategy and build account plans. Shadow key calls and client meetings. Begin to meet with clients, leveraging your existing enterprise AI network and relationships, to articulate Toptal’s capabilities and identify where we can help organizations move AI into production. Begin prospecting and actively engaging target accounts within your portfolio. Meet with SDRs, Client Partners, and cross-functional team members to align on joint account strategies. Collaborate with Pursuits and Delivery teams to understand how we design AI engagements. In the first three months, expect to: Exercise discretion and independent judgment in the negotiation of contracts, work collaboratively with clients, and help them engage with Toptal’s AI capabilities and specialists. Begin shaping AI solutions that resonate with your target accounts, including forward-deployed AI solutions, Outcome Agents, agentic workflows, enterprise data and knowledge solutions, AI platforms, and managed AI services, demonstrating your comfort and ability in working with ambiguity and directly innovating alongside your clients. Establish credibility with client stakeholders through informed, consultative engagement tied to their AI priorities, business workflows, existing technology investments, and desired outcomes. Own your pipeline and forecast with confidence. Develop proposals and close your first set of deals. Actively contribute to team rituals, best practice sharing, and win/loss reviews. In the first six months, expect to: Have an initial base of active clients while continuing to build your overall portfolio. Expand your buyer network and deepen executive engagement across your accounts. Drive net new opportunities by introducing additional AI capabilities, platforms, solutions, partners, and managed services and displacing incumbent providers. Shape and influence client priorities, aligning Toptal’s AI solutions to critical business objectives and measurable, validated outcomes. Execute against a defined growth plan tied to measurable outcomes. In the first year, expect to: Have built a list of incredible client accounts, advising them on how to utilize Toptal’s AI capabilities to address their priorities and key business challenges. Establish and expand a strong executive network across your portfolio, building a foundation of advocates and sponsors. Begin to mentor new members of the team, teaching them about Toptal, our AI model, and how to successfully grow their territory. Be recognized for your subject matter expertise in enterprise AI solutions, leveraging your existing network and relationships as well as your proven consultative selling skills to drive meaningful results for your clients and the overall AI Services team. Qualifications and Job Requirements: Bachelor’s degree is required. 7-10+ years of experience in enterprise technology, AI software, professional services, or consulting sales, with a strong foundation in enterprise account development and complex solution selling. Direct experience selling enterprise AI solutions is required, ideally including forward-deployed AI solutions, AI software or platforms, AI consulting and professional services, or managed AI services. Extensive experience in consultative customer engagement and selling service-oriented, technology-enabled, or outcome-based solutions to enterprise clients. Demonstrated success building a book of business from the ground up, i.e. self-sourcing, prospecting, and developing new enterprise relationships rather than relying on an inherited portfolio. Proven track record managing a $5M+ annualized gross portfolio and closing $250K-$1M+ complex, multi-phase deals with enterprise clients with $2B+ in annual revenue. Must be comfortable engaging C-level executives on how AI is changing their business, technology environment, operating model, workforce, and competitive landscape. A well-rounded understanding of enterprise AI challenges and trends, including generative AI, agentic AI, AI applications and platforms, enterprise data and knowledge, models, workflow automation, governance, evaluation, controls, and managed AI operations. Ability to have informed discussions about how AI moves from strategy and experimentation into real enterprise workflows and production environments, including the importance of context, data, integration, validation, governance, adoption, and operations. Experience selling solutions involving leading AI, cloud, data, or enterprise technology platforms, and the ability to work in a platform-flexible environment across client technology ecosystems. Exposure to hybrid talent models, forward-deployed delivery models, or alternative consulting delivery models. Ability to build and execute account plans that lead to consistent portfolio growth and a healthy pipeline. Proven success in collaborative prospecting, running virtual and sales calls, and leading sales pursuits backed by a multidisciplinary team. Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts. Ability to partner effectively across multiple internal teams to shape innovative solutions that drive client success. Willingness and ability to travel to client sites, conferences, and team events (up to 25%). Passion for solving client problems with creativity and urgency. Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location. Outstanding written and verbal communication skills. Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts. You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do. Compensation Additional Information