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Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.

We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.

You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.

The Opportunity:

We’re looking for a Regional Sales Director, Acquisition, who will be responsible for leading a team of Commercial Account Executives. As the RSD you will be asked to drive revenue growth, retain and attract new talent, and grow your customer base within your assigned territory. You will be recognized as a sales leader throughout the company – setting the tone and pace for your specified region. We are looking for an entrepreneurial sales leader - someone who thrives in a fast-paced, ever-evolving environment. You’ll spend your time developing and executing sales strategies, mentoring your team, and strategically partnering with groups across the organization.

You will guide your team through a consultative sales approach where you will learn about your prospect’s needs and then dive into the potential fit. Your expertise will be critical in helping articulate the value of our products and building strong relationships between the prospect and the Grafana sales team. Ideally, you come from a technical background and have sold visualization, application performance management, or cloud-based tooling before. If you have worked with open-source software before, that’s even better. This is a critical hire for the company and you’ll be working closely with the rest of the GTM leadership team. We are looking for someone who wants to sign up for that challenge and build something great.

What You’ll Be Doing:

• Develop and mentor your sales team
• Develop a pipeline to help over-achieve revenue targets
• Direct sales activities by establishing sales territories, quotas, and goals
• Build and maintain an annual sales plan (goals) in support of our organizational strategy and objectives
• Meet with prospects and strategize with sales representatives to help close deals
• Help the team prepare for QBRs and HBRs
• Develop long-term, strategic relationships with key contacts within their account base
• Strategically partner with Marketing, Solution Engineers, R&D, Customer Support and other functional teams

What Makes You a Great Fit:

• Minimum 3 years of leading successful sales teams
• Minimum 8 years of successful direct sales experience
• Experience navigating complex sales cycles that can last 2-6 months
• Excellent communication (written, oral) and presentation skills (in-person, virtual)
• Comfort working closely and building relationships with C-Level executives
• Consistent track record in shaping strategic seven-figure deals
• MEDDPICC expertise
• Experience working with ROI and cost modeling to educate and assist potential buyers
• Excellent organizational, prioritization, and time management skills
• Unwavering dedication to integrity and professionalism

Bonus Points For:

• Background in technical applications, familiarity with OSS is a big plus

Compensation & Rewards:

In the USA, the OTE (On-Target Earnings)/Base compensation range for this role is $310,000-$360,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs’ success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.

*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range & benefits at the beginning of the process.

Why You’ll Thrive at Grafana Labs:

• 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
• Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.
• Transparent Communication – Expect open decision-making and regular company-wide updates.
• Innovation-Driven – Autonomy and support to ship great work and try new things.
• Open Source Roots – Built on community-driven values that shape how we work.
• Empowered Teams – High trust, low ego culture that values outcomes over optics.
• Career Growth Pathways – Defined opportunities to grow and develop your career.
• Approachable Leadership – Transparent execs who are involved, visible, and human.
• Passionate People – Join a team of smart, supportive folks who care deeply about what they do.
• In-Person onboarding- We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
• Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.

Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.

Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.

#LI-Remote

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About Keyfactor

Our mission is to securely connect the world: humans, machines, and AI. Keyfactor is the leader in trust infrastructure for AI and machines, helping the world’s largest enterprises and government agencies take control of the cryptographic identities that safeguard every digital interaction. Behind the platform is a global team of people who care deeply about the work and each other. We move fast, think big, and show up for one another every day. If you’re looking for work that matters and a team that brings out your best, we hope you’ll trust your future with Keyfactor!

Title: Sr. Federal Channel Account Manager

Location: United States, DC, VA, MD (Remote)

Experience: Senior Level

Job Function: Channel

Employment Type: Full-Time

Travel: 40-60%

Industry: Computer and Network Security

About the position

Keyfactor is seeking an experienced, high-performing Federal Channel Manager to lead, develop, and scale our indirect sales ecosystem within the U.S. Federal Government sector. Keyfactor is the market leader in PKI, CLM, and Quantum Readiness — securing connection keys, certificates, and cryptographic assets for the world’s most demanding organizations.

This role exists to own and grow Keyfactor’s relationships with the Value-Added Resellers (VARs) and Federal Systems Integrators (FSIs) that federal agencies already buy through. You will sit at the intersection of cutting-edge enterprise cybersecurity and complex public-sector procurement, managing the two-tier distribution relationships — VAR, FSI, and specialized federal distributor. Your primary objective is to deepen those partner relationships to the point where Keyfactor is the default PKI/CLM/PQC answer inside every major government modernization initiative they touch.

Applicants must be legally authorized to work in the United States.

Responsibilities

• VAR & FSI Relationship Management (Primary Focus): Serve as Keyfactor’s senior relationship owner for our federal VAR and FSI network. Build multi-threaded relationships across capture, contracts, sales, and technical teams at major FSIs (e.g., IBM, Booz Allen Hamilton) and premier public-sector VARs/distributors (e.g., Carahsoft, Norseman, Merlin, WWT and several others). Run a disciplined cadence of QBRs, joint planning sessions, and executive check-ins to keep Keyfactor top-of-mind as these partners shape agency solutions.

• Partner Strategy & Business Planning: Build, maintain, and execute joint business plans with each strategic VAR and FSI, with clear shared targets for pipeline, bookings, and named-account coverage.

• Revenue & Pipeline Generation: Drive predictable SaaS and on-premises software revenue growth through the VAR/FSI channel to meet or exceed quarterly and annual sales quotas, with VAR/FSI-sourced and influenced pipeline tracked as a distinct, reportable category.

• Contract Vehicle Alignment: Ensure Keyfactor solutions are easily accessible by federal agencies by aligning VAR and FSI sales activity with primary contract vehicles (e.g., GSA Schedules, SEWP), and by making sure the right partner is positioned on the right vehicle for each opportunity.

• Partner Enablement & Co-Selling: Deliver product positioning, market strategy, and compliance training to VAR and FSI sales and technical teams. Work directly with partner reps day-to-day to co-sell and position Keyfactor within active government deals — this is a hands-on, in-the-deal relationship, not a periodic check-in.

• Deal Capture & RFP Management: Collaborate closely with VAR/FSI capture teams, internal federal field sales directors, and sales engineers to identify, qualify, and win federal RFPs and bids, including shaping requirements language with FSI partners ahead of formal solicitation where appropriate.

• Channel Conflict & Governance: Manage deal registration, partner-of-record decisions, and channel conflict across a multi-VAR, multi-FSI environment so partners trust Keyfactor as a fair and predictable channel partner.

• Sales Forecasting: Maintain accurate and timely VAR/FSI partner pipeline data within CRM systems, leveraging structured sales qualification methodologies.

Minimum Experience

• Experience: 5+ years of proven software channel management or indirect sales experience specifically focused on the U.S. Federal Government ecosystem (DoD, Intelligence, and Civilian agencies), with demonstrated success building and scaling relationships with federal VARs/distributors and FSIs/prime contractors specifically — not generalist channel experience.

• Two-Tier Distribution Fluency: Deep, practical knowledge of the federal two-tier distribution model and how VARs, aggregators, and FSIs each make money, make decisions, and choose which vendors to champion.

• Cyber Security Expertise: Strong foundation in IT security infrastructure, Identity and Access Management (IAM), Public Key Infrastructure (PKI), cryptography, or cloudnative security.

• Procurement Acumen: In-depth knowledge of the Federal Acquisition Regulations (FAR) and the federal capture process.

• Sales Methodology: Fluency in enterprise sales execution frameworks such as MEDDPICC or MEDDIC.

• Communication: Exceptional communication, negotiation, and presentation skills, with the ability to influence executive-level stakeholders inside partner organizations, not just within Keyfactor.

Preferred

• Location: Based in the Washington, D.C., Northern Virginia, or Maryland (DMV) metro area to facilitate regular on-site VAR and FSI partner collaboration.

• Education: Bachelor’s degree in Business, Marketing, Information Technology, Cyber Security, or a related field.

Compensation

Salary will be commensurate with experience.

Culture, Career Opportunities and Benefits

We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas.

Here are just some of the initiatives that make our culture special:

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule). Please note that this benefit is subject to change.
• Comprehensive benefit coverage globally.
• Paid Parental Leave is available to new parents. Structure varies based on regional/government requirements. In regions where government-paid leave doesn’t exist, like in the U.S., the company offers generous paid parental leave, along with comprehensive adoption and fertility support.
• Competitive time off globally.
• Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.
• DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology.
• The Keyfactor Alliance Program to support DEIB efforts.
• Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays.
• Global Volunteer Day, company non-profit matching, and 3 volunteer days off.
• Monthly Talent development and Cross Functional meetings to support professional development.
• Regular All Hands meetings – followed by group gatherings.

Our Core Values

Our core values are extremely important to how we run our business and what we look for in every team member:

Trust is paramount.

We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.

Customers are core.

We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.

Innovation never stops, it only accelerates.

The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.

We deliver with agility .

We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.

United by respect .

Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.

Teams make “it” happen.

Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.

Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities.

REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.

Keyfactor Privacy Notice

About Staffbase

We inspire people to achieve great things together. Our mission is to help organizations unlock the power of inspirational communication with the first AI-native Employee Experience Platform. Our industry-leading and award-winning agentic AI communications channels - intranet, employee app and email solutions - create engaging experiences that connect and empower employees.

Headquartered in Chemnitz, Germany and New York City, with offices in Berlin, London, Sydney, Tokyo, Prague, and Minneapolis–St. Paul, our diverse team of 550+ employees supports 1,500+ customers—reaching over 14 million employees—in transforming their employee experience.

We are proud to be a Unicorn company—privately valued at over $1 billion—demonstrating strong growth, innovation, and lasting impact in our industry. Together, we’re shaping the future of workplace communication.

This isn’t a general sales role. You’ll own a demanding pipeline of mid-market deals, positioning our mission-critical platform as a must-have for HR, Communications, and IT leadership. If you’re energized by juggling multiple deals at once, creating urgency, and relentlessly pushing toward five-to-six-figure ARR, we want to talk to you.

This role can be filled remote within Germany, or in one of our Germany based office locations (Chemnitz, Berlin, Munich, Cologne, Leipzig, Dresden).

What you’ll be doing

• Managing complex sales processes with multiple external and internal stakeholders and leveraging all available resources efficiently
• Full circle sales responsibility, managing end-to-end process from first contact to final contract closing
• Acquisition of new customers, focusing on companies with 1,000+ employees
• Pitching the Staffbase vision to decision makers in Communication, HR and IT teams
• Strategic account and territory planning by industry and ICP, incorporating key insights (challenges, etc.)
• Close collaboration with marketing, customer success, renewal and product teams to optimize sales strategy
• Representing Staffbase as an enthusiastic brand ambassador
• Contributing your own ideas and strategies to further develop our company culture, values, and vision

What you need to be successful

• At least 3 years of experience in a B2B sales role – ideally in software/SaaS sales
• Experience managing and owning complex sales projects with multiple internal and external stakeholders
• Strong closing abilities and a track record of consistently meeting or exceeding targets
• Previous collaboration with communication departments, IT, HR, and C-level decision-makers
• Advanced pitching skills, with the ability to engage and influence senior stakeholders
• High emotional intelligence and strong ability to identify and understand customer needs
• Excellent communication and negotiation skills
• Fluent German (C2) and business-proficient English skills
• Fluency in a third language such as French, Spanish or Italian is a plus
• Passion, humor and enthusiasm
• Experience in a scale-up environment is a plus

What you’ll get

• Competitive Compensation - we offer attractive salary packages including LTIP (unit-based Long Term Incentive Plan)
• Flexibility- we offer flexible working time models and the option of hybrid work, and support this with a yearly flex work allowance of €1560
• Recharge - with 31 vacation days annually (incl. one floating holiday), plus pro rata fully paid Fridays off during August
• Support-we offer offering a company pension scheme
• Volunteers Day- you’ll get one day off per year for supporting a social project

About Customer.io

Over 9,000 companies — from scrappy startups to global brands — use our platform to send billions of emails, push notifications, in-app messages, and SMS every day. Customer.io powers automated communication that people actually want to receive. We help teams send smarter, more relevant messages using real-time behavioral data.

About the role

Hi, I’m Rebekah Fellinger, Senior BDR Manager here at Customer.io, and I’m thrilled to be expanding. We’re looking for an Outbound BDR to join our America’steam and help us connect with potential customers.

As an Outbound BDR, you’ll be at the forefront of our outreach efforts — proactively identifying and engaging potential customers, researching target accounts, initiating conversations, and qualifying leads for our Account Executives. You’ll collaborate closely with both marketing and sales to make sure our outreach strategies are effective and building a strong pipeline.

We don’t expect you to be an expert from day one. What matters most is your curiosity, your passion for connecting with people, and your commitment to driving new business growth. Our team will support you as you learn and develop in your role.

What we value

• Curiosity — you’re always looking for ways to improve and learn
• Clear communication — you can articulate ideas concisely and compellingly
• Resilience — you stay motivated and bounce back from rejection
• Organization — you manage multiple priorities without dropping the ball
• Collaboration — you thrive working across teams and welcome feedback
• Drive — you’re self-motivated, target-oriented, and hungry to grow

What you’ll do

• Research and identify target accounts using various tools and resources, building a robust prospect list
• Initiate outreach through cold calls, emails, and social media to generate interest and qualify needs
• Qualify leads based on business fit, timing, and readiness to speak with an Account Executive
• Schedule high-quality meetings between interested decision-makers and our sales team
• Maintain accurate records of prospect interactions and pipeline status in our CRM
• Collaborate with marketing to refine outreach strategies and improve lead generation processes
• Nurture relationships with prospects who are interested but not yet ready to engage fully
• Regularly update your manager and team on outreach activity and progress toward goals

What we’re looking for

• Strong communication skills and genuine enjoyment connecting with new people
• Resilience with rejection and the self-motivation to keep pushing toward targets
• Excellent organization and ability to manage multiple priorities with attention to detail
• Familiarity with CRM tools like Salesforce or HubSpot
• A proven track record in lead generation and outreach
• Ability to work independently in a fast-paced, target-driven environment

Preferred:

• 1–2 years of experience in a similar outbound sales role, ideally in SaaS or tech
• Prior outbound sales experience at a SaaS company
• Familiarity with sales methodologies and lead generation strategies
• Business Proficient Language: French
• Willingness to travel for team events (approximately 1-2x per quarter)

Compensation & Benefits

We believe in transparency. Compensation for this role is $65,000 base + $32,095 variable = $97,095 OTE USD (or equivalent in local currency) depending on experience and subject to market rate adjustment.

We know our people are what make us great, and we’re committed to taking great care of them. Our inclusive benefits package supports your well-being and growth, including 100% coverage of medical, dental, vision, mental health, and supplemental insurance premiums for you and your family. We also offer 16 weeks paid parental leave, unlimited PTO, stipends for remote work and wellness, a professional development budget, and more.

See full benefits here →

Our Process

No gotchas, no trick questions - just a clear, human process designed to help both of us make an informed decision.

• 30-minute video call with a Recruiter
• 30-minute video call with the Hiring Manager
• Take Home Assignment
• 45-minute Assignment Review Call with two Managers

All final candidates will be asked to complete a background check and employment verifications as part of our pre-employment process.

Customer.io recognizes the stifling impact of systemic injustice on diverse communities. We commit to using our influence to increase inclusion and equity within the tech industry. We strive to build an inclusive team culture, implement bias-free hiring practices, and develop community partnerships to expand our global impact.

Zoom is the only video conference platform that we use, virtual interviews will be conducted using the video capability (i.e., not via the chat), and offers will be extended in writing on official Customer.io letterhead. Please be vigilant in all of your job search activity, and if you have any questions please contact jobs@customer.io.

Join us!

Check out our careers page for more information about why you should come work with us! We believe in empathy, transparency, responsibility, and, yes, a little awkwardness. If you’re excited by what you read — apply now.

Account Director, Client Solutions (EMEA)

Location: Remote. Continental Europe or compatible time zone preferred. (roughly UTC-1 to UTC+3)

Clients: Global. Primarily EMEA and North American.

Reports to: VP of Solutions

Salary Range: $80,000 - $150,000 USD annually, plus bonus/commission based on acquisition and growth of client accounts. Compensation dependent on candidate experience and location.

About McGaw

Our Mission at McGaw.io is to help companies of all sizes realize their customer data is their most valuable business asset, and we help them realize that through customer data infrastructure, high power analytics, marketing automation, personalization, and funnel optimization.

McGaw.io supports businesses with analytics, marketing automation, customer data platforms, data piping, websites, AB testing, and all sorts of marketing operations. As we derive insights from these technical efforts, we also inform & execute growth strategies that routinely move the needle for our clients.

Our track record is impeccable, and our leadership has supported some of the fastest-growing companies in the world. McGaw.io’s core client base sells online and has complex data and marketing practices that drive our team to dig deeper every day.

Mission

Own a portfolio of client relationships. Set the strategy, keep accounts healthy and profitable, grow them, win new ones, and get the technical work delivered through the team rather than by doing it yourself.

Why this role exists

Accounts need a senior owner accountable for whether they renew and whether they grow. Outside North America that accountability sits in the wrong time zone, so the client’s executive sponsor talks to us at the end of their day and the relationship runs a meeting behind.

This is the commercial and strategic owner. It is not the technical builder.

Three problems this role solves:

1. Nobody outside North America is accountable for account health, retention, and expansion.
2. Executive conversations happen at inconvenient hours, so they happen less often.
3. Expansion is reactive. Nobody plans the next six months before the current scope runs out, and nobody runs discovery in European hours.

Responsibilities

Relationship ownership

• Own the relationship at executive level. You are who the client’s CMO or VP of Growth calls.
• Run the cadence: biweekly client meetings, monthly roadmap and SOW reviews, quarterly business reviews covering results, maturity, next quarter, and risks.
• Keep the client informed before they have to ask. Never surprise them on budget or timeline.

Strategy and consulting

• Find where revenue leaks across acquisition, conversion, and retention. Map every problem to pain, metric, impact, and fix.
• Build and defend the growth roadmap with the client, not at them.
• Do the strategic hands-on work yourself: measurement frameworks, KPI definition, funnel and cohort analysis, lifecycle program design, experiment roadmaps, readouts.
• Translate technical decisions into business consequences the client can act on.

Delegation and project leadership

• Scope the work, then hand it to architects and engineers with enough detail that it gets built right.
• Manage the project, not the build. Sprint cadence, board hygiene, dependencies, risks, critical path.
• Review delivered work against the client’s objectives before it ships. You are not the QA engineer, but you are accountable for whether the client got what they were told they would get.
• Know enough to challenge an estimate and spot a bad technical answer. You do not write the code.

New business

• Run pre-sales discovery. Qualify hard, and say no when a prospect is not ready.
• Build and present proposals: scope, phasing, investment, and the business case. Presented live, never sent cold.
• Price work so it delivers profitably. A generous estimate at proposal is a delivery problem in month three.
• Work with Sales through qualification, discovery, and close, then take the account into delivery.

Commercial

• Own retention and expansion on your portfolio. You are measured on both.
• Every scope change gets estimated, documented, and confirmed in writing before work starts.
• Run the six-month roadmap cycle so the next engagement is signed before the current one ends.

Skills and experience

Required

• Fully fluent in English. That is the company’s working language.
• Multilingual with professional working proficiency in English as well as German, French, Spanish, or Italian.
• 10+ years in consulting, agency, or professional services. At least 5 owning senior client relationships with a revenue number attached.
• Understand the full marketing lifecycle: demand generation, nurturing, acquisition, retention, and growth, and where revenue leaks between the stages.
• Understand how martech drives marketing, from ads to CDPs to marketing engagement platforms, CRM, and analytics.
• Advise on the systems below: which to use, how they fit together, the tradeoffs, and how to get more from what a client already owns. You do not configure them. You do need to be right about them, and to spot a bad technical answer when you are given one.
• Advanced understanding of marketing and growth analytics, attribution, and how to leverage data to improve marketing returns.
• Track record retaining and expanding accounts, with figures a former manager would confirm.
• Pre-sales experience: discovery, scoping, writing proposals, and presenting them to executive buyers.
• Scope and price technical work profitably.
• Know how European businesses buy, contract, and operate across markets, including procurement, data protection, and consent.

Systems. Advisory command of these. Depth in at least three groups.

• Customer data platforms: Segment, Hightouch, RudderStack
• Analytics: Amplitude, Mixpanel, GA4
• Lifecycle and marketing automation: Braze, Customer.io, HubSpot, Marketo, Iterable
• Warehouse and transformation: Snowflake, BigQuery, dbt
• Tag management: Google Tag Manager, server-side GTM
• CRM: Salesforce, HubSpot
• Consent management: OneTrust, Cookiebot, Didomi

Preferred

• Accounts across multiple countries or regulatory regimes.
• Work across both European and North American clients.
• Built or seeded a regional practice before.

What you get out of this

• You own the full commercial arc of an account, from discovery through renewal and expansion. At a larger firm that is three people’s jobs.
• The customer data layer is changing right now. Warehouse-native patterns, composable CDPs, and reverse ETL are replacing a decade of assumptions. You advise on the new pattern while most of the market still sells the old one.
• We work across the full client stack, not just individual systems or specific vendors. That includes telling a client when they already have what they need.
• Many industries and stacks in a year instead of one in five, on both sides of the Atlantic.

Observable indicators

Month 2

• Onboarded onto your accounts, each with a current-state assessment and named client objectives.
• Time tracked in Harvest weekly, without reminders.
• Every account’s decision-maker has met you and knows what you own.

Month 4

• Running your accounts independently: meetings, roadmap reviews, budget conversations, scope changes.
• Every account has three or more months of planned roadmap.
• Zero undocumented scope changes.
• Technical work delegated with specs good enough that it does not come back for rework.
• Running discovery calls and contributing to proposals.

Month 6

• 90% of client objectives hit within the project timeline.
• Labor efficiency ratio of 3.0 across your portfolio.
• Client approval for a case study or testimonial on at least one account.
• Writing and presenting proposals independently.

Month 9

• 80% retention of your accounts in recurring contracts over a rolling three months.
• 20% of your retainers expanded over a rolling 90 days.
• Your proposals deliver at or above target labor efficiency. Your estimates hold up.
• Representing McGaw independently in sales and partner meetings.

What this role is not

• Not a hands-on build seat although you will get into the tools if you need to.
• Not a prospecting seat. You run discovery, write and present proposals, own retention and expansion, and earn commission on it. You do not cold prospect.
• Not a people management seat at hire. You direct a project team. Managing a team comes later, if the business grows and you have shown you can.

Values

• Never Settle, Be Amazing. Fix it properly, not just enough to close the ticket.
• Get Better Every Day. Ask for feedback and change what you do when you get it.
• Give Context and Set the Stage. Nobody on your account is surprised by what you already knew.
• Let the Data Create Transparency. Recommendations come with evidence. So does bad news.
• Show Hospitality to Build Trust. Clients and teammates get proactive, responsive treatment.

Plus extreme ownership. Own the outcome, surface blockers early, and never hand a problem back to the person who gave it to you.

Benefits

• Flexible PTO
• Flexible hours
• Work remotely
• Monthly per diem for premium health, dental, and vision coverage if not already available
• Maternity and paternity leave
• Retirement contribution of 3% of salary annually.
• Company laptop, monitor, and remote setup equipment
• National holidays off.
• Radically transparent workplace
• Room to act on your own ideas

The job in practice

McGaw is a customer data and revenue operations consultancy. Clients come to us with traffic, tools, and data, and no system connecting them. We find where revenue leaks across acquisition, conversion, and retention, then we fix it with our hands on the keyboards.

The CDP is the center of most of our work. We build on Segment, Hightouch, and RudderStack, chosen per client. We work across the full client stack, not just individual systems or specific vendors.

Our clients are in North America and Europe. Your portfolio will be a mix.

Month 1. Learn our clients, delivery model, and commercial standards. Meet every stakeholder on your accounts. Shadow client meetings, QBRs, and pre-sales calls.

Months 2 and 3. Take ownership of your accounts. Run the meetings, rebuild the roadmaps, take over the budget conversations. An experienced account owner stays close.

Months 4 to 6. Run your portfolio independently. Hit your labor efficiency target. Start running discovery and writing proposals.

After 6 months. You own the commercial arc on your accounts, from first discovery call through renewal. You help define what the next hires look like.

What is hard. You are accountable for delivery you did not perform, done mostly by people in another time zone. Managing that gap is most of the job. Pre-sales competes with delivery, and both are urgent. Work is billable by the hour, so time tracking is not optional. Expansion targets are real and measured.

Account Director, Client Solutions (EMEA)

Location: Remote. Continental Europe or compatible time zone preferred. (roughly UTC-1 to UTC+3)

Clients: Global. Primarily EMEA and North American.

Reports to: VP of Solutions

Salary Range: $80,000 - $150,000 USD annually, plus bonus/commission based on acquisition and growth of client accounts. Compensation dependent on candidate experience and location.

About McGaw

Our Mission at McGaw.io is to help companies of all sizes realize their customer data is their most valuable business asset, and we help them realize that through customer data infrastructure, high power analytics, marketing automation, personalization, and funnel optimization.

McGaw.io supports businesses with analytics, marketing automation, customer data platforms, data piping, websites, AB testing, and all sorts of marketing operations. As we derive insights from these technical efforts, we also inform & execute growth strategies that routinely move the needle for our clients.

Our track record is impeccable, and our leadership has supported some of the fastest-growing companies in the world. McGaw.io’s core client base sells online and has complex data and marketing practices that drive our team to dig deeper every day.

Mission

Own a portfolio of client relationships. Set the strategy, keep accounts healthy and profitable, grow them, win new ones, and get the technical work delivered through the team rather than by doing it yourself.

Why this role exists

Accounts need a senior owner accountable for whether they renew and whether they grow. Outside North America that accountability sits in the wrong time zone, so the client’s executive sponsor talks to us at the end of their day and the relationship runs a meeting behind.

This is the commercial and strategic owner. It is not the technical builder.

Three problems this role solves:

1. Nobody outside North America is accountable for account health, retention, and expansion.
2. Executive conversations happen at inconvenient hours, so they happen less often.
3. Expansion is reactive. Nobody plans the next six months before the current scope runs out, and nobody runs discovery in European hours.

Responsibilities

Relationship ownership

• Own the relationship at executive level. You are who the client’s CMO or VP of Growth calls.
• Run the cadence: biweekly client meetings, monthly roadmap and SOW reviews, quarterly business reviews covering results, maturity, next quarter, and risks.
• Keep the client informed before they have to ask. Never surprise them on budget or timeline.

Strategy and consulting

• Find where revenue leaks across acquisition, conversion, and retention. Map every problem to pain, metric, impact, and fix.
• Build and defend the growth roadmap with the client, not at them.
• Do the strategic hands-on work yourself: measurement frameworks, KPI definition, funnel and cohort analysis, lifecycle program design, experiment roadmaps, readouts.
• Translate technical decisions into business consequences the client can act on.

Delegation and project leadership

• Scope the work, then hand it to architects and engineers with enough detail that it gets built right.
• Manage the project, not the build. Sprint cadence, board hygiene, dependencies, risks, critical path.
• Review delivered work against the client’s objectives before it ships. You are not the QA engineer, but you are accountable for whether the client got what they were told they would get.
• Know enough to challenge an estimate and spot a bad technical answer. You do not write the code.

New business

• Run pre-sales discovery. Qualify hard, and say no when a prospect is not ready.
• Build and present proposals: scope, phasing, investment, and the business case. Presented live, never sent cold.
• Price work so it delivers profitably. A generous estimate at proposal is a delivery problem in month three.
• Work with Sales through qualification, discovery, and close, then take the account into delivery.

Commercial

• Own retention and expansion on your portfolio. You are measured on both.
• Every scope change gets estimated, documented, and confirmed in writing before work starts.
• Run the six-month roadmap cycle so the next engagement is signed before the current one ends.

Skills and experience

Required

• Fully fluent in English. That is the company’s working language.
• Multilingual with professional working proficiency in English as well as German, French, Spanish, or Italian.
• 10+ years in consulting, agency, or professional services. At least 5 owning senior client relationships with a revenue number attached.
• Understand the full marketing lifecycle: demand generation, nurturing, acquisition, retention, and growth, and where revenue leaks between the stages.
• Understand how martech drives marketing, from ads to CDPs to marketing engagement platforms, CRM, and analytics.
• Advise on the systems below: which to use, how they fit together, the tradeoffs, and how to get more from what a client already owns. You do not configure them. You do need to be right about them, and to spot a bad technical answer when you are given one.
• Advanced understanding of marketing and growth analytics, attribution, and how to leverage data to improve marketing returns.
• Track record retaining and expanding accounts, with figures a former manager would confirm.
• Pre-sales experience: discovery, scoping, writing proposals, and presenting them to executive buyers.
• Scope and price technical work profitably.
• Know how European businesses buy, contract, and operate across markets, including procurement, data protection, and consent.

Systems. Advisory command of these. Depth in at least three groups.

• Customer data platforms: Segment, Hightouch, RudderStack
• Analytics: Amplitude, Mixpanel, GA4
• Lifecycle and marketing automation: Braze, Customer.io, HubSpot, Marketo, Iterable
• Warehouse and transformation: Snowflake, BigQuery, dbt
• Tag management: Google Tag Manager, server-side GTM
• CRM: Salesforce, HubSpot
• Consent management: OneTrust, Cookiebot, Didomi

Preferred

• Accounts across multiple countries or regulatory regimes.
• Work across both European and North American clients.
• Built or seeded a regional practice before.

What you get out of this

• You own the full commercial arc of an account, from discovery through renewal and expansion. At a larger firm that is three people’s jobs.
• The customer data layer is changing right now. Warehouse-native patterns, composable CDPs, and reverse ETL are replacing a decade of assumptions. You advise on the new pattern while most of the market still sells the old one.
• We work across the full client stack, not just individual systems or specific vendors. That includes telling a client when they already have what they need.
• Many industries and stacks in a year instead of one in five, on both sides of the Atlantic.

Observable indicators

Month 2

• Onboarded onto your accounts, each with a current-state assessment and named client objectives.
• Time tracked in Harvest weekly, without reminders.
• Every account’s decision-maker has met you and knows what you own.

Month 4

• Running your accounts independently: meetings, roadmap reviews, budget conversations, scope changes.
• Every account has three or more months of planned roadmap.
• Zero undocumented scope changes.
• Technical work delegated with specs good enough that it does not come back for rework.
• Running discovery calls and contributing to proposals.

Month 6

• 90% of client objectives hit within the project timeline.
• Labor efficiency ratio of 3.0 across your portfolio.
• Client approval for a case study or testimonial on at least one account.
• Writing and presenting proposals independently.

Month 9

• 80% retention of your accounts in recurring contracts over a rolling three months.
• 20% of your retainers expanded over a rolling 90 days.
• Your proposals deliver at or above target labor efficiency. Your estimates hold up.
• Representing McGaw independently in sales and partner meetings.

What this role is not

• Not a hands-on build seat although you will get into the tools if you need to.
• Not a prospecting seat. You run discovery, write and present proposals, own retention and expansion, and earn commission on it. You do not cold prospect.
• Not a people management seat at hire. You direct a project team. Managing a team comes later, if the business grows and you have shown you can.

Values

• Never Settle, Be Amazing. Fix it properly, not just enough to close the ticket.
• Get Better Every Day. Ask for feedback and change what you do when you get it.
• Give Context and Set the Stage. Nobody on your account is surprised by what you already knew.
• Let the Data Create Transparency. Recommendations come with evidence. So does bad news.
• Show Hospitality to Build Trust. Clients and teammates get proactive, responsive treatment.

Plus extreme ownership. Own the outcome, surface blockers early, and never hand a problem back to the person who gave it to you.

Benefits

• Flexible PTO
• Flexible hours
• Work remotely
• Monthly per diem for premium health, dental, and vision coverage if not already available
• Maternity and paternity leave
• Retirement contribution of 3% of salary annually.
• Company laptop, monitor, and remote setup equipment
• National holidays off.
• Radically transparent workplace
• Room to act on your own ideas

The job in practice

McGaw is a customer data and revenue operations consultancy. Clients come to us with traffic, tools, and data, and no system connecting them. We find where revenue leaks across acquisition, conversion, and retention, then we fix it with our hands on the keyboards.

The CDP is the center of most of our work. We build on Segment, Hightouch, and RudderStack, chosen per client. We work across the full client stack, not just individual systems or specific vendors.

Our clients are in North America and Europe. Your portfolio will be a mix.

Month 1. Learn our clients, delivery model, and commercial standards. Meet every stakeholder on your accounts. Shadow client meetings, QBRs, and pre-sales calls.

Months 2 and 3. Take ownership of your accounts. Run the meetings, rebuild the roadmaps, take over the budget conversations. An experienced account owner stays close.

Months 4 to 6. Run your portfolio independently. Hit your labor efficiency target. Start running discovery and writing proposals.

After 6 months. You own the commercial arc on your accounts, from first discovery call through renewal. You help define what the next hires look like.

What is hard. You are accountable for delivery you did not perform, done mostly by people in another time zone. Managing that gap is most of the job. Pre-sales competes with delivery, and both are urgent. Work is billable by the hour, so time tracking is not optional. Expansion targets are real and measured.

About Keyfactor

Our mission is to securely connect the world: humans, machines, and AI. Keyfactor is the leader in trust infrastructure for AI and machines, helping the world’s largest enterprises and government agencies take control of the cryptographic identities that safeguard every digital interaction. Behind the platform is a global team of people who care deeply about the work and each other. We move fast, think big, and show up for one another every day. If you’re looking for work that matters and a team that brings out your best, we hope you’ll trust your future with Keyfactor!

Title: Sr. Federal Channel Account Manager

Location: United States, DC, VA, MD (Remote)

Experience: Senior Level

Job Function: Channel

Employment Type: Full-Time

Travel: 40-60%

Industry: Computer and Network Security

About the position

Keyfactor is seeking an experienced, high-performing Federal Channel Manager to lead, develop, and scale our indirect sales ecosystem within the U.S. Federal Government sector. Keyfactor is the market leader in PKI, CLM, and Quantum Readiness — securing connection keys, certificates, and cryptographic assets for the world’s most demanding organizations.

This role exists to own and grow Keyfactor’s relationships with the Value-Added Resellers (VARs) and Federal Systems Integrators (FSIs) that federal agencies already buy through. You will sit at the intersection of cutting-edge enterprise cybersecurity and complex public-sector procurement, managing the two-tier distribution relationships — VAR, FSI, and specialized federal distributor. Your primary objective is to deepen those partner relationships to the point where Keyfactor is the default PKI/CLM/PQC answer inside every major government modernization initiative they touch.

Applicants must be legally authorized to work in the United States.

Responsibilities

• VAR & FSI Relationship Management (Primary Focus): Serve as Keyfactor’s senior relationship owner for our federal VAR and FSI network. Build multi-threaded relationships across capture, contracts, sales, and technical teams at major FSIs (e.g., IBM, Booz Allen Hamilton) and premier public-sector VARs/distributors (e.g., Carahsoft, Norseman, Merlin, WWT and several others). Run a disciplined cadence of QBRs, joint planning sessions, and executive check-ins to keep Keyfactor top-of-mind as these partners shape agency solutions.

• Partner Strategy & Business Planning: Build, maintain, and execute joint business plans with each strategic VAR and FSI, with clear shared targets for pipeline, bookings, and named-account coverage.

• Revenue & Pipeline Generation: Drive predictable SaaS and on-premises software revenue growth through the VAR/FSI channel to meet or exceed quarterly and annual sales quotas, with VAR/FSI-sourced and influenced pipeline tracked as a distinct, reportable category.

• Contract Vehicle Alignment: Ensure Keyfactor solutions are easily accessible by federal agencies by aligning VAR and FSI sales activity with primary contract vehicles (e.g., GSA Schedules, SEWP), and by making sure the right partner is positioned on the right vehicle for each opportunity.

• Partner Enablement & Co-Selling: Deliver product positioning, market strategy, and compliance training to VAR and FSI sales and technical teams. Work directly with partner reps day-to-day to co-sell and position Keyfactor within active government deals — this is a hands-on, in-the-deal relationship, not a periodic check-in.

• Deal Capture & RFP Management: Collaborate closely with VAR/FSI capture teams, internal federal field sales directors, and sales engineers to identify, qualify, and win federal RFPs and bids, including shaping requirements language with FSI partners ahead of formal solicitation where appropriate.

• Channel Conflict & Governance: Manage deal registration, partner-of-record decisions, and channel conflict across a multi-VAR, multi-FSI environment so partners trust Keyfactor as a fair and predictable channel partner.

• Sales Forecasting: Maintain accurate and timely VAR/FSI partner pipeline data within CRM systems, leveraging structured sales qualification methodologies.

Minimum Experience

• Experience: 5+ years of proven software channel management or indirect sales experience specifically focused on the U.S. Federal Government ecosystem (DoD, Intelligence, and Civilian agencies), with demonstrated success building and scaling relationships with federal VARs/distributors and FSIs/prime contractors specifically — not generalist channel experience.

• Two-Tier Distribution Fluency: Deep, practical knowledge of the federal two-tier distribution model and how VARs, aggregators, and FSIs each make money, make decisions, and choose which vendors to champion.

• Cyber Security Expertise: Strong foundation in IT security infrastructure, Identity and Access Management (IAM), Public Key Infrastructure (PKI), cryptography, or cloudnative security.

• Procurement Acumen: In-depth knowledge of the Federal Acquisition Regulations (FAR) and the federal capture process.

• Sales Methodology: Fluency in enterprise sales execution frameworks such as MEDDPICC or MEDDIC.

• Communication: Exceptional communication, negotiation, and presentation skills, with the ability to influence executive-level stakeholders inside partner organizations, not just within Keyfactor.

Preferred

• Location: Based in the Washington, D.C., Northern Virginia, or Maryland (DMV) metro area to facilitate regular on-site VAR and FSI partner collaboration.

• Education: Bachelor’s degree in Business, Marketing, Information Technology, Cyber Security, or a related field.

Compensation

Salary will be commensurate with experience.

Culture, Career Opportunities and Benefits

We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas.

Here are just some of the initiatives that make our culture special:

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule). Please note that this benefit is subject to change.
• Comprehensive benefit coverage globally.
• Paid Parental Leave is available to new parents. Structure varies based on regional/government requirements. In regions where government-paid leave doesn’t exist, like in the U.S., the company offers generous paid parental leave, along with comprehensive adoption and fertility support.
• Competitive time off globally.
• Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.
• DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology.
• The Keyfactor Alliance Program to support DEIB efforts.
• Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays.
• Global Volunteer Day, company non-profit matching, and 3 volunteer days off.
• Monthly Talent development and Cross Functional meetings to support professional development.
• Regular All Hands meetings – followed by group gatherings.

Our Core Values

Our core values are extremely important to how we run our business and what we look for in every team member:

Trust is paramount.

We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.

Customers are core.

We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.

Innovation never stops, it only accelerates.

The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.

We deliver with agility .

We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.

United by respect .

Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.

Teams make “it” happen.

Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.

Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities.

REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.

Keyfactor Privacy Notice

About Staffbase

We inspire people to achieve great things together. Our mission is to help organizations unlock the power of inspirational communication with the first AI-native Employee Experience Platform. Our industry-leading and award-winning agentic AI communications channels - intranet, employee app and email solutions - create engaging experiences that connect and empower employees.

Headquartered in Chemnitz, Germany and New York City, with offices in Berlin, London, Sydney, Tokyo, Prague, and Minneapolis–St. Paul, our diverse team of 550+ employees supports 1,500+ customers—reaching over 14 million employees—in transforming their employee experience.

We are proud to be a Unicorn company—privately valued at over $1 billion—demonstrating strong growth, innovation, and lasting impact in our industry. Together, we’re shaping the future of workplace communication.

This isn’t a general sales role. You’ll own a demanding pipeline of mid-market deals, positioning our mission-critical platform as a must-have for HR, Communications, and IT leadership. If you’re energized by juggling multiple deals at once, creating urgency, and relentlessly pushing toward five-to-six-figure ARR, we want to talk to you.

This role can be filled remote within Germany, or in one of our Germany based office locations (Chemnitz, Berlin, Munich, Cologne, Leipzig, Dresden).

What you’ll be doing

• Managing complex sales processes with multiple external and internal stakeholders and leveraging all available resources efficiently
• Full circle sales responsibility, managing end-to-end process from first contact to final contract closing
• Acquisition of new customers, focusing on companies with 1,000+ employees
• Pitching the Staffbase vision to decision makers in Communication, HR and IT teams
• Strategic account and territory planning by industry and ICP, incorporating key insights (challenges, etc.)
• Close collaboration with marketing, customer success, renewal and product teams to optimize sales strategy
• Representing Staffbase as an enthusiastic brand ambassador
• Contributing your own ideas and strategies to further develop our company culture, values, and vision

What you need to be successful

• At least 3 years of experience in a B2B sales role – ideally in software/SaaS sales
• Experience managing and owning complex sales projects with multiple internal and external stakeholders
• Strong closing abilities and a track record of consistently meeting or exceeding targets
• Previous collaboration with communication departments, IT, HR, and C-level decision-makers
• Advanced pitching skills, with the ability to engage and influence senior stakeholders
• High emotional intelligence and strong ability to identify and understand customer needs
• Excellent communication and negotiation skills
• Fluent German (C2) and business-proficient English skills
• Fluency in a third language such as French, Spanish or Italian is a plus
• Passion, humor and enthusiasm
• Experience in a scale-up environment is a plus

What you’ll get

• Competitive Compensation - we offer attractive salary packages including LTIP (unit-based Long Term Incentive Plan)
• Flexibility- we offer flexible working time models and the option of hybrid work, and support this with a yearly flex work allowance of €1560
• Recharge - with 31 vacation days annually (incl. one floating holiday), plus pro rata fully paid Fridays off during August
• Support-we offer offering a company pension scheme
• Volunteers Day- you’ll get one day off per year for supporting a social project

Headquarters: Remote (US)

Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and acts alongside the world’s most successful revenue teams. Powered by the Gong Revenue Graph, AI-powered intelligence, specialized agents, and trusted applications, Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical sales workflows, and close more deals with less effort. For more information, visit www.gong.io.

At Gong, you will join a company built on innovative products, ambitious goals, and passionate people. We are shaping the future of revenue intelligence and we want people who are excited to build what comes next. You will work with a team that dreams big, moves fast, and cares deeply about the craft and about each other. Here, transparency and trust are core to how we operate, and every person has the opportunity to make a visible impact. If you want to grow, stretch, and do work that truly matters, Gong is the place to do the best work of your career.

Enterprise Revenue Architects at Gong are strategic partners to our largest customers. Focused on driving revenue transformation from Gong’s AI Operating System. You’ll guide executive stakeholders and operational teams to drive revenue with Gong by architecting workflows, accelerating adoption, and realizing business results across the entire revenue lifecycle.

You will combine a deep understanding of how revenue teams operate with leading change management strategy to help customers operationalise the use of Gong into tangible business results. Your success is measured by activation and adoption, key persona engagement, customer value realization, and revenue impact (retention and expansion).

RESPONSIBILITIES

• Revenue Transformation Strategy: Partner with senior GTM leaders to design and execute strategies that modernize their revenue operations through Gong’s AIOS
• Workflow Architecture: Map current-state customer processes to AI-driven workflows that translate to revenue outcomes
• Adoption and Change Management: Execute adoption initiatives that drive behavior change and embed Gong into daily team rhythms
• Value Realization: Use data-driven insights to quantify measurable business outcomes that demonstrate Gong’s ROI and strategic value
• Renewal and Expansion Management: Own the renewal strategy and execution, partnering with cross-functional teams on growth
• Cross-Functional Collaboration: Partner with internal teams to ensure an exceptional customer experience throughout the entire customer journey

QUALIFICATIONS 

• 10+ years proven experience in managing complex enterprise accounts with multiple stakeholders
• Track record owning relationships with senior (VP and C-suite) stakeholders and owning value and ROI conversations
• Passion for driving customer centricity by leveraging internal stakeholders such as Sales, Product, Support, Marketing and executives
• Excellent communication, negotiation, and presentation skills.
• Data-driven mindset with a focus on delivering measurable outcomes.
• Passion for driving customer outcomes and contributing to a high performing and accountable work culture
• Our RAs are self-starters who excel in high paced environments and thrive in change and ambiguity. Our top performers have a growth mindset and pride themselves in being coachable. We are a team that values collaboration and winning together, enjoying the ride, and challenging conventional wisdom. If that’s you too, we want to hear from you!

PERKS & BENEFITS 

• We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
• Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
• Mental Health benefits with covered therapy and coaching.
• 401(k) program to help you invest in your future.
• Education & learning stipend for personal growth and development.
• Flexible vacation time to promote a healthy work-life blend.
• Paid parental leave to support you and your family.
• Company-wide recharge days each quarter.
• Work from home stipend to help you succeed in a remote environment.

The annual OTE for this position is $139,000 - $200,000 USD. 

Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits. Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets. 

We are always looking for outstanding Gongsters! So if this sounds like something that interests you regardless of compensation, please reach out. We may have more roles for you to consider and would love to connect.

We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Gong recruiting email communications will always come from the @gong.io domain. Any outreach claiming to be from Gong via other sources should be ignored.

Gong is an equal-opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, military status, genetic information, or any other basis protected by applicable law.

To review Gong's privacy policy, visit https://www.gong.io/gong-io-job-candidates-privacy-notice/ for more details.

To apply: https://weworkremotely.com/remote-jobs/gong-io-enterprise-revenue-architect

Headquarters: Remote (US)

Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and acts alongside the world’s most successful revenue teams. Powered by the Gong Revenue Graph, AI-powered intelligence, specialized agents, and trusted applications, Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical sales workflows, and close more deals with less effort. For more information, visit www.gong.io.

At Gong, you will join a company built on innovative products, ambitious goals, and passionate people. We are shaping the future of revenue intelligence and we want people who are excited to build what comes next. You will work with a team that dreams big, moves fast, and cares deeply about the craft and about each other. Here, transparency and trust are core to how we operate, and every person has the opportunity to make a visible impact. If you want to grow, stretch, and do work that truly matters, Gong is the place to do the best work of your career.

Enterprise Revenue Architects at Gong are strategic partners to our largest customers. Focused on driving revenue transformation from Gong’s AI Operating System, you’ll guide Financial Services executive stakeholders and operational teams to drive revenue by architecting industry-specific workflows, accelerating adoption, and realizing business results across the entire Financial Services revenue lifecycle.

You will combine a deep understanding of how FinServ revenue teams operate with leading change management strategy to help customers operationalize the use of Gong into tangible business results. Your success is measured by activation and adoption, key persona engagement, customer value realization, and revenue impact (retention and expansion) within the FinServ sector.

This particular role will join our new Industry Expansion (IX) team, focused specifically on customers in the Financial Services industry. You will be joining a "startup within a startup," helping to build the IX outcomes realization journey, leveraging automation, AI, content, and self-service strategies to improve customer health, reduce churn, and increase NDR (Net Dollar Retention) for this critical new segment.

RESPONSIBILITIES

• Revenue Transformation Strategy: Partner with senior GTM leaders in the FinServ space to design and execute strategies that modernize their revenue operations through Gong’s AIOS.
• Workflow Architecture: Map current-state FinServ customer processes to AI-driven workflows that translate to revenue outcomes.
• Adoption and Change Management: Execute adoption initiatives that drive behavior change and embed Gong into daily team rhythms.
• Value Realization: Use data-driven insights to quantify measurable business outcomes that demonstrate Gong’s ROI and strategic value
• Renewal and Expansion Management: Own the renewal strategy and execution, partnering with cross-functional teams on growth
• Cross-Functional Collaboration: Partner with internal teams to ensure an exceptional customer experience throughout the entire customer journey

QUALIFICATIONS 

• 10+ years proven experience in managing complex enterprise accounts with multiple stakeholders 
• Experience working with FinServ customers, or working in the FinServ industry
• Track record of owning relationships with senior (VP and C-suite) stakeholders and owning value and ROI conversations
• Passion for driving customer centricity by leveraging internal stakeholders such as Sales, Product, Support, Marketing and executives
• Excellent communication, negotiation, and presentation skills.
• Data-driven mindset with a focus on delivering measurable outcomes.
• Passion for driving customer outcomes and contributing to a high performing and accountable work culture
• Our RAs are self-starters who excel in high paced environments and thrive in change and ambiguity. Our top performers have a growth mindset and pride themselves in being coachable. We are a team that values collaboration and winning together, enjoying the ride, and challenging conventional wisdom. If that’s you too, we want to hear from you!

PERKS & BENEFITS 

• We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
• Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
• Mental Health benefits with covered therapy and coaching.
• 401(k) program to help you invest in your future.
• Education & learning stipend for personal growth and development.
• Flexible vacation time to promote a healthy work-life blend.
• Paid parental leave to support you and your family.
• Company-wide recharge days each quarter.
• Work from home stipend to help you succeed in a remote environment.

The annual salary hiring range for this position is $89,600- $129,500 USD + 30% variable commission based on performance. 

Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits. Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets. 

We are always looking for outstanding Gongsters! So if this sounds like something that interests you regardless of compensation, please reach out. We may have more roles for you to consider and would love to connect.

We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Gong recruiting email communications will always come from the @gong.io domain. Any outreach claiming to be from Gong via other sources should be ignored.

Gong is an equal-opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, military status, genetic information, or any other basis protected by applicable law.

To review Gong's privacy policy, visit https://www.gong.io/gong-io-job-candidates-privacy-notice/ for more details.

To apply: https://weworkremotely.com/remote-jobs/gong-io-ix-enterprise-revenue-architect-financial-services

About Us

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

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

Available Location:  Austin, Dallas or Houston TX

Senior Customer Engineer SLED

*This is a work-from-home 100% remote role, but you should reside in Texas.”

What you’ll do as a Senior Customer Engineer SLED

About the Role

At Cloudflare, we are on a mission to help build a better Internet. As the architectural complexity of enterprise solutions scales, we are evolving how we partner with our customers. The Customer Engineer (CE) represents the core driver of our technical go-to-market strategy: a trusted advisor who owns the technical relationship from the initial discovery phase through to long-term adoption and ongoing account expansion.

Sitting within the GTM organization and reporting to the Regional Customer Engineering Leader, this specialized role will focus heavily on our SLED (State, Local, and Education) and Local Government sectors. You will not hand off your customers once an initial agreement is reached. Instead, you will operate as a quota-carrying technologist, utilizing AI-augmented workflows to eliminate administrative toil so you can focus on high-value architectural design and driving measurable business outcomes across the entire public sector customer journey.

Key Responsibilities

• Technical Validation: Partner closely with Account Executives to lead technical discovery, build bespoke architectures, and deliver compelling product demonstrations and Proof of Concepts (PoCs) across Cloudflare’s portfolio (Security, Networking, and Developer Platforms) tailored to public sector procurement and compliance standards.
• Customer Adoption & Value Realization: Lead and/or provide oversight to technical onboarding and implementation, serving as the primary executive and engineering contact for the customer. You will partner with Account Executives to own discovery, demos, onboarding, technical health, risk, and expansion strategy. You will proactively monitor dynamic customer health scores and telemetry to ensure rapid time-to-value and resolve integration bottlenecks common in municipal and educational IT infrastructures.
• Commercial Accountability & Expansion: Carry a variable quota tied directly to new business acquisition and/or ongoing account growth. You will be commercially accountable for ensuring deep platform adoption, retaining revenue, and identifying strategic cross-sell and up-sell opportunities based on product usage data. Lead technical Quarterly Business Reviews (QBRs) to translate platform capabilities into return on investment for C-level executives.
• Trusted Advisory: Act as a trusted technical advisor throughout the entire customer lifecycle, maintaining a continuous, deep relationship with key stakeholders from initial onboarding through maturity, renewal, and expansion.
• AI Orchestration & Workflow Automation: Act as an “AI-Augmented” engineer. Leverage AI agents and internal platforms to automate routine tasks such as RFP/Security Questionnaire responses, sandbox provisioning, and basic telemetry monitoring, reclaiming your time for strategic customer advisory.

Minimum Qualifications

• Public Sector Expertise: Proven experience working with or selling into SLED, Local Government, State or Municipal agencies, with a deep understanding of public sector buying cycles, compliance requirements, and unique government IT constraints.
• Experience: Experience in a customer-facing technical role, such as Solutions Engineering, Customer Engineering, Sales Engineering, or as a Forward Deployed Engineer (years of experience required will vary based on Associate, Senior, Staff, or Principal leveling).
• Technical Acumen: Broad technical expertise spanning web security, networking (routing, DNS, DDoS mitigation), cloud infrastructure, and enterprise architecture.
• Commercial Mindset: Proven track record of operating in a quota-carrying or revenue-aligned environment, with a strong understanding of SaaS metrics, business value translation, and public sector/enterprise sales cycles.
• Communication: Exceptional presentation and stakeholder management skills, capable of bridging the gap between deep technical implementation details and high-level government C-suite/elected official business strategy.

Strongly Preferred Qualifications (The “Good-to-Haves”)

• Cloudflare AI Stack Experience: Hands-on experience building, deploying, or architecting solutions using Cloudflare’s developer platform and AI ecosystem, specifically Workers AI, AI Gateway, and Vectorize.

• Applied AI Knowledge: Experience with prompt engineering, Large Language Model (LLM) orchestration, or Retrieval-Augmented Generation (RAG) architectures.

• Coding/Scripting: Proficiency in Python, JavaScript, or similar languages to write custom integration scripts, API connectors, and edge computing functions.

• Compensation

Compensation may be adjusted depending on work location.

• For Texas based hires: Estimated annual salary of $231,000-$275,000+ OTE, Base + Commissions

Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!  The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S. Health & Welfare Benefits

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

Financial Benefits

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

Time Off

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

What Makes Cloudflare Special?

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

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

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

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

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

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

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

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

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

Job Title: Advancement Director, West

Department: Advancement

Location: Remote (preferred within the Pacific Northwest)

This position requires an ability to travel.

Reports To: Managing Director, Major Gifts, West

Context:  At the Sierra Club, we believe in the power of interdependence. Together, we remain committed to the fight for a healthy climate built on a foundation of environmental, racial, economic, and gender justice – a future where all people benefit from a healthy, thriving planet and a direct connection to nature. As the climate crisis and deeply entrenched systemic racism all fuel injustice, we will continue to fight for a bold, transformational agenda that recognizes the interconnectedness between our planet, our humanity, and our future. By recognizing that our destinies are tied, we continue to name that all things are fundamentally connected, and the overlap between ecology, race, gender, and representative government will move to either advance our collective humanity or to oppress it. Sierra Club has close to 700 staff across the country and a network of 64 local chapters that are led and fueled by thousands of volunteers. We are also proud to be a unionized employer, with three labor unions representing more than half of our employees.

Scope: This is an opportunity to join the Advancement team of the country’s leading grassroots  environmental organization. At a critical time for the planet, Sierra Club is running highly effective  campaigns to address climate change, protect wilderness and wildlife, and advance these priorities by  rooting the work in justice and equity for all. We are seeking an Advancement Director responsible for  identifying, cultivating, and soliciting gifts of $25,000 and greater. In this position, you will be part of a  dynamic team of gift officers raising upwards of $65 million dollars annually for our high-impact  campaigns from individual donors, family foundations, and institutional funders within the defined  geographic region. The Advancement Director will engage donors and prospects throughout the region  via discovery, cultivation, engagement, solicitation and stewardship activities. Valid driver’s license,  satisfactory driving record, and proof of auto insurance required. 40-50% of travel is typically expected  in this role.

Job activities include but are not limited to:

1. Portfolio Management

2. Personally manages a portfolio of high-potential prospects and donors by identifying and cultivating  new prospects.

3.  Engages with prospects and donors through face-to-face meetings, phone, video conference, digital  engagements, and writing based on a clear strategy for cultivation, solicitation, and stewardship.

4. Solicits assigned donors for gifts of $25,000 and more to meet organizational priorities and annual  projected fundraising revenue goals.

5. In collaboration with the Sr. Managing Director, Chief Advancement Officer (CAO) and other  Advancement Team members, identifies and pursues new prospects, developing and implementing a  clear strategy for each prospect, leading to new and increased giving over time by connecting donor  philanthropic priorities with Sierra Club’s programs and priorities.

6. Leverages donor engagement events in the West and Northwest geographic regions to identify,  cultivate and solicit new and existing prospects and donors.

7. Prepares and sends donor correspondence, including written solicitations and proposals.

8. Develops and maintains an in-depth knowledge of the organization’s activities, priorities and needs.  Applies this knowledge in matching the interests and needs of prospective donors with the strategic  needs of the organization and campaigns.

9. Captures all interactions and relationships in the donor database in a timely manner. 30%-40% travel is likely for this role with travel occurring across the country.

10. Strategic Planning and Execution

11. Drives strategies and plans to identify, cultivate, upgrade and/or solicit new donors, with an eye  towards building a strong pipeline of qualified major donors and high-net-worth individuals with the  capacity to give $25,000 or greater.

12.  Maintain knowledge and expertise in environmental issues broadly, including climate change, clean  energy, land, water and wildlife conservation. Work with Campaign and Chapter key staff and teams to  help develop and implement relevant major gift programs, initiatives, events, and materials.

The successful candidate must demonstrate the following skills, experience and competencies:

• Senior-level, extensive experience, equivalent combination of experience and education in  development and major gift fundraising, including a strong background in the identification,  qualification and cultivation and solicitation of six and higher figure gifts to nonprofit organizations or  similar equivalent experience.

• Proven ability and inclination to build a portfolio of prospects and grow a revenue pipeline through  active identification, qualification and cultivation strategies

• Strong knowledge of fundraising best practices, planned giving, financial and/or estate planning  concepts, and campaign planning.

• Personal success identifying, qualifying, cultivating, soliciting, and stewarding individual and  institutional donors at the major and principal gifts levels, and ability to inspire high-net-worth  individuals and institutional funders to provide significant financial support to an organization.

• Deep understanding of and appreciation for the philanthropic process and individual giving behaviors.

• Experience working with organizational leadership, preferably in a non-profit setting.

• Ability to develop strong, positive, and constructive relationships with internal and external  stakeholders; high emotional intelligence and flexibility, with the ability to continually experiment, learn,  and revise strategies; and the exceptional ability to juggle a heavy volume of diverse projects.

• Demonstrated ability to prioritize, multi-task, and meet deadlines and fundraising goals.

• Excellent writing, editing, and presentation skills and demonstrated ability to handle complex  environmental and social justice issues and translate information about them to diverse audiences in  ways that are consistent with the Sierra Club’s mission and goals and that will encourage long-lasting  connections to the organization.

• Proficiency with fundraising databases and MS Office applications.

• Passion for the Sierra Club’s commitment to environmental and social justice.

• Positive energy and good humor that engenders enthusiasm and collaboration.

• Ability to integrate seamlessly into existing regional and national Advancement teams.

• Ability to travel 30-40% of the time as needed across the country.

• Committed to evolution. You are committed to continuously deepening and evolving your own understanding of systems of oppression through study, openness, and humility. And you easily recognize your own relationship to privilege and power, examining and shifting your behaviors as appropriate.

• Uplifting and additive. You see mistakes as opportunities for growth; problems as catalysts for solutions, and inspire others along the journey. You carry a constructive approach, can-do attitude, a sense of humor, and authentic kindness wherever you go.

$100,000 - $100,000 a year

Compensation and Benefits

The salary for this position is $100,000 annually (non-negotiable).

This position is represented by a collective bargaining unit and is subject to the terms and conditions of the contract between Sierra Club and Progressive Workers Union or Sierra Employee Alliance, depending on location.

The Sierra Club offers a competitive salary package commensurate with skills and experience plus excellent benefits that include medical, dental, and vision coverage, and a retirement savings 401(k) plan.

This is a category 4, exempt, representedposition.

Sierra Club values the expertise and talents of foreign nationals. Sierra Club sponsors both nonimmigrant and immigrant visas when certain criteria are met, based on immigration laws and organizational needs. Such sponsorship is at the discretion of the Department Head and Sierra Club People Department in consultation with the employee’s manager. The Sierra Club cannot guarantee the approval of a visa petition. The Sierra Club is an equal opportunity employer committed to workforce belonging.

To Apply

The Sierra Club provides equal employment and advancement opportunities to all staff members. Employment decisions are based on merit, qualifications, lived experience and skills. The Sierra Club does not discriminate in employment opportunities or practices on the basis of race, color, creed, religion, national origin, immigration status, socioeconomic status, ancestry, age, size, sex, sexual orientation, gender, gender identity, familial status, veteran status, disability, AIDS/HIV status, medical condition, prior conviction, arrest history, traits historically associated with race, including, but not limited to, hair texture and protective hairstyles, or any other characteristic protected by law.

The Sierra Club values applicants who are people that identify as Black, Indigenous, and other minoritized groups; women; queer, transgender, gender non-conforming, and gender fluid people.

Explore, enjoy and protect the planet.

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

About Us

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

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

Available Location:  Austin, Dallas or Houston TX

Senior Customer Engineer SLED

*This is a work-from-home 100% remote role, but you should reside in Texas.”

What you’ll do as a Senior Customer Engineer SLED

About the Role

At Cloudflare, we are on a mission to help build a better Internet. As the architectural complexity of enterprise solutions scales, we are evolving how we partner with our customers. The Customer Engineer (CE) represents the core driver of our technical go-to-market strategy: a trusted advisor who owns the technical relationship from the initial discovery phase through to long-term adoption and ongoing account expansion.

Sitting within the GTM organization and reporting to the Regional Customer Engineering Leader, this specialized role will focus heavily on our SLED (State, Local, and Education) and Local Government sectors. You will not hand off your customers once an initial agreement is reached. Instead, you will operate as a quota-carrying technologist, utilizing AI-augmented workflows to eliminate administrative toil so you can focus on high-value architectural design and driving measurable business outcomes across the entire public sector customer journey.

Key Responsibilities

• Technical Validation: Partner closely with Account Executives to lead technical discovery, build bespoke architectures, and deliver compelling product demonstrations and Proof of Concepts (PoCs) across Cloudflare’s portfolio (Security, Networking, and Developer Platforms) tailored to public sector procurement and compliance standards.
• Customer Adoption & Value Realization: Lead and/or provide oversight to technical onboarding and implementation, serving as the primary executive and engineering contact for the customer. You will partner with Account Executives to own discovery, demos, onboarding, technical health, risk, and expansion strategy. You will proactively monitor dynamic customer health scores and telemetry to ensure rapid time-to-value and resolve integration bottlenecks common in municipal and educational IT infrastructures.
• Commercial Accountability & Expansion: Carry a variable quota tied directly to new business acquisition and/or ongoing account growth. You will be commercially accountable for ensuring deep platform adoption, retaining revenue, and identifying strategic cross-sell and up-sell opportunities based on product usage data. Lead technical Quarterly Business Reviews (QBRs) to translate platform capabilities into return on investment for C-level executives.
• Trusted Advisory: Act as a trusted technical advisor throughout the entire customer lifecycle, maintaining a continuous, deep relationship with key stakeholders from initial onboarding through maturity, renewal, and expansion.
• AI Orchestration & Workflow Automation: Act as an “AI-Augmented” engineer. Leverage AI agents and internal platforms to automate routine tasks such as RFP/Security Questionnaire responses, sandbox provisioning, and basic telemetry monitoring, reclaiming your time for strategic customer advisory.

Minimum Qualifications

• Public Sector Expertise: Proven experience working with or selling into SLED, Local Government, State or Municipal agencies, with a deep understanding of public sector buying cycles, compliance requirements, and unique government IT constraints.
• Experience: Experience in a customer-facing technical role, such as Solutions Engineering, Customer Engineering, Sales Engineering, or as a Forward Deployed Engineer (years of experience required will vary based on Associate, Senior, Staff, or Principal leveling).
• Technical Acumen: Broad technical expertise spanning web security, networking (routing, DNS, DDoS mitigation), cloud infrastructure, and enterprise architecture.
• Commercial Mindset: Proven track record of operating in a quota-carrying or revenue-aligned environment, with a strong understanding of SaaS metrics, business value translation, and public sector/enterprise sales cycles.
• Communication: Exceptional presentation and stakeholder management skills, capable of bridging the gap between deep technical implementation details and high-level government C-suite/elected official business strategy.

Strongly Preferred Qualifications (The “Good-to-Haves”)

• Cloudflare AI Stack Experience: Hands-on experience building, deploying, or architecting solutions using Cloudflare’s developer platform and AI ecosystem, specifically Workers AI, AI Gateway, and Vectorize.

• Applied AI Knowledge: Experience with prompt engineering, Large Language Model (LLM) orchestration, or Retrieval-Augmented Generation (RAG) architectures.

• Coding/Scripting: Proficiency in Python, JavaScript, or similar languages to write custom integration scripts, API connectors, and edge computing functions.

• Compensation

Compensation may be adjusted depending on work location.

• For Texas based hires: Estimated annual salary of $231,000-$275,000+ OTE, Base + Commissions

Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!  The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S. Health & Welfare Benefits

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

Financial Benefits

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

Time Off

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

What Makes Cloudflare Special?

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

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

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

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

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

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

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

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

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

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