Identity has become a critical to an organizations security posture. This is true across their entire digital landscape include cloud, traditional on prem and emerging technologies like agentic ai.Britive is at the forefront of a modern approach to delivering identity security with the only modern privileged access management platform that provides unified Privileged Access Visibility, Dynamic Privilege Management and Secrets Governance across infrastructure, platforms & SaaS.

Our patent-pending technology is deployed at companies of all sizes around the world, including  Fortune 500 companies. We have repeatedly ranked among the hottest Cloud Security startups. Britive is founded by CyberSecurity industry veterans with a successful prior exit and is backed by top-tier VCs.

About Britive

Britive is the cloud-native Privileged Access Management (PAM) platform built to secure human, machine, and agentic identities across multi-cloud and hybrid environments. Founded on a Zero Standing Privileges (ZSP) model, Britive replaces static, standing entitlements with just-in-time, ephemeral access — closing off the identity attack surface that traditional PAM and IAM tools leave exposed. Recognized as an architect of Third-Gen PAM, Britive is API-first and built to serve as the identity security control plane for modern, cloud-first enterprises.

Role Summary

Britive is hiring a Director, Technology Alliances to build and lead our technology partner ecosystem across the identity and security landscape. This is a revenue-focused role: the mandate is to identify, prioritize, and build partnerships with technology vendors (IAM, IGA, SIEM/SOAR, cloud security, DevOps/CI-CD, ITSM, and adjacent categories) whose customer bases, integrations, and go-to-market motions can generate measurable pipeline and revenue for Britive — not partnerships that are simply interesting from a technology standpoint.

The ideal candidate brings deep, credible knowledge of the identity and security technology landscape and an established network of relationships with alliance, product, and BD leaders at relevant vendors. They will independently evaluate partnership opportunities against commercial criteria, build the business case and integration requirements for the partnerships worth pursuing, and work cross-functionally with product, engineering, marketing, and sales to bring those partnerships to market.

Key Responsibilities

Partnership Strategy & Prioritization

• Maintain a prioritized view of the identity and security technology landscape (IAM/IGA, PAM, SIEM/SOAR, CSPM/CNAPP, ITSM, DevOps/CI-CD, cloud service providers) and identify which vendors represent the highest-value alliance opportunities for Britive.
• Score and rank prospective partners against clear commercial criteria — overlapping customer base, co-sell motion, deal size influence, and pipeline/revenue potential — rather than technical novelty alone.
• Say no to partnerships that lack a credible path to revenue, even when they are technically compelling, and be able to articulate why.

Deal Development & Business Casing

• For each prioritized partner, define and document the value proposition: what joint problem is solved, why customers would buy the combined solution, and how the partnership differentiates Britive competitively.
• Author the business requirements for how the two platforms should integrate — use cases, API/data touchpoints, deployment model, and shared customer workflows — in partnership with product and engineering.
• Define the monetization model for each partnership (co-sell, referral, OEM/embed, marketplace, technology royalty, etc.) and the commercial terms needed to make it work for both parties.
• Negotiate and close partnership agreements, working with legal and finance as needed.

Go-To-Market Execution

• Translate signed partnerships into active go-to-market programs: joint solution briefs, co-sell playbooks, enablement for sales and SEs, and marketing campaigns.
• Partner with sales leadership to build pipeline generation motions with alliance partners and track sourced/influenced revenue.
• Represent Britive at partner and industry events, and build/maintain executive relationships with key alliance contacts.

Cross-Functional Leadership

• Act as the primary interface between Britive and partner alliance, product, and BD teams.
• Brief product and engineering leadership on partner-driven integration requirements and advocate for roadmap investment where it unlocks revenue.
• Report regularly to sales and executive leadership on alliance pipeline, partnership health, and revenue impact.

What Success Looks Like

• A short list of active, well-documented technology partnerships — each with a clear value proposition, integration requirements, and monetization model — rather than a long list of loosely-defined technical integrations.
• Measurable partner-sourced and partner-influenced pipeline and revenue within the first 6–12 months.
• Strong working relationships with key alliance and BD leaders across the identity and security ecosystem.

What You’ll Need

Required Qualifications

• 7+ years in technology alliances, business development, or partnerships, with at least 3 years focused on identity, security, or adjacent enterprise infrastructure categories.
• Deep working knowledge of the identity and security technology landscape — IAM, PAM, IGA, SIEM/SOAR, CNAPP/CSPM, and how these categories intersect with cloud infrastructure and DevOps.
• An existing, active network of contacts among alliance, product, and BD leaders at relevant technology vendors.
• Demonstrated ability to evaluate partnerships commercially — building business cases, prioritizing against revenue potential, and saying no to low-value opportunities.
• Experience defining integration requirements and working directly with product/engineering teams to scope joint solutions.
• Experience in a solution design / architecture role listening to and translating client requirements into proposed designs including those with integrations to other products.
• Excellent written and verbal communication skills; comfortable presenting to executives internally and externally.
• Willingness to travel for partner and industry events (estimated 20–30%).

Preferred Qualifications

• Prior experience at a cybersecurity or identity-focused SaaS company, ideally in a high-growth or startup environment.
• Experience building tech alliances from the ground up.
• Familiarity with cloud-native and Zero Standing Privileges / just-in-time access concepts.
• Existing relationships with hyperscalers (AWS, Azure, GCP) marketplace and partner teams.

How to Apply

Interested candidates should submit a resume and a brief note describing a technology partnership they built or led — including the commercial rationale, integration scope, and revenue outcome.

The estimated base salary for this role is $140,000 - $180,000 annually. This position is also eligible for variable compensation tied to the performance of technology partnerships. Individual compensation packages are based on various factors unique to each candidate, including experience, expertise, location, and other factors.

Perks + Benefits:

• Work from anywhere in the US! We are fully remote (US only, other areas are subject to review).
• Competitive compensation and meaningful equity
• Medical, dental, and vision insurance
• Paid parental leave benefits
• 401k (U.S.)
• Flexible + Unlimited PTO (U.S.)
• Career development opportunities and paths
• Home office and connectivity stipends
• Team socials + Offsites

A technology solutions firm based in Orlando, Florida; AssistRx focuses on connecting pharmaceutical and biotech manufacturers together with their prescribers, patients and providers. iAssist℠, AssistRx’ flagship product is a state-of-the-art technology that simplifies the prescribing process of specialty therapies and applies a menu of technology solutions that ultimately improves what is most crucial to every pharmaceutical and biotech brand – accuracy, adherence and, most importantly, access and speed to therapy.

Responsibilities:

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

Direct Reports may include:

Senior Account Manager, Account Manager, Associate Account Manager

Desired Skills and Experience:

• Minimum 7+ year’s relevant job experience, including management responsibilities, interdisciplinary team involvement, marketing and/or communications within a professional agency setting is required.
• Management experience in a medical communications company or healthcare advertising agency is preferred.
• The ability to quickly grasp and retain scientific and technical concepts is required. Word, Excel, PowerPoint, Internet, strong presentation skills and business development skills are also required.

Education:

A bachelor’s degree is required. An advanced is plus, especially in healthcare field .

• Supportive, progressive, fast-paced environment
• Competitive pay structure
• Matching 401(k) with immediate vesting
• Medical, dental, vision, life, & short-term disability insurance

AssistRx, Inc. is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration without regard to race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors, or any other protected categories protected by federal, state, or local laws.

All offers of employment with AssistRx are conditional based on the successful completion of a pre-employment background check.

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire. Sponsorship and/or work authorization is not available for this position.

AssistRx does not accept unsolicited resumes from search firms or any other vendor services. Any unsolicited resumes will be considered property of AssistRx and no fee will be paid in the event of a hire

Identity has become a critical to an organizations security posture. This is true across their entire digital landscape include cloud, traditional on prem and emerging technologies like agentic ai.Britive is at the forefront of a modern approach to delivering identity security with the only modern privileged access management platform that provides unified Privileged Access Visibility, Dynamic Privilege Management and Secrets Governance across infrastructure, platforms & SaaS.

Our patent-pending technology is deployed at companies of all sizes around the world, including  Fortune 500 companies. We have repeatedly ranked among the hottest Cloud Security startups. Britive is founded by CyberSecurity industry veterans with a successful prior exit and is backed by top-tier VCs.

About Britive

Britive is the cloud-native Privileged Access Management (PAM) platform built to secure human, machine, and agentic identities across multi-cloud and hybrid environments. Founded on a Zero Standing Privileges (ZSP) model, Britive replaces static, standing entitlements with just-in-time, ephemeral access — closing off the identity attack surface that traditional PAM and IAM tools leave exposed. Recognized as an architect of Third-Gen PAM, Britive is API-first and built to serve as the identity security control plane for modern, cloud-first enterprises.

Role Summary

Britive is hiring a Director, Technology Alliances to build and lead our technology partner ecosystem across the identity and security landscape. This is a revenue-focused role: the mandate is to identify, prioritize, and build partnerships with technology vendors (IAM, IGA, SIEM/SOAR, cloud security, DevOps/CI-CD, ITSM, and adjacent categories) whose customer bases, integrations, and go-to-market motions can generate measurable pipeline and revenue for Britive — not partnerships that are simply interesting from a technology standpoint.

The ideal candidate brings deep, credible knowledge of the identity and security technology landscape and an established network of relationships with alliance, product, and BD leaders at relevant vendors. They will independently evaluate partnership opportunities against commercial criteria, build the business case and integration requirements for the partnerships worth pursuing, and work cross-functionally with product, engineering, marketing, and sales to bring those partnerships to market.

Key Responsibilities

Partnership Strategy & Prioritization

• Maintain a prioritized view of the identity and security technology landscape (IAM/IGA, PAM, SIEM/SOAR, CSPM/CNAPP, ITSM, DevOps/CI-CD, cloud service providers) and identify which vendors represent the highest-value alliance opportunities for Britive.
• Score and rank prospective partners against clear commercial criteria — overlapping customer base, co-sell motion, deal size influence, and pipeline/revenue potential — rather than technical novelty alone.
• Say no to partnerships that lack a credible path to revenue, even when they are technically compelling, and be able to articulate why.

Deal Development & Business Casing

• For each prioritized partner, define and document the value proposition: what joint problem is solved, why customers would buy the combined solution, and how the partnership differentiates Britive competitively.
• Author the business requirements for how the two platforms should integrate — use cases, API/data touchpoints, deployment model, and shared customer workflows — in partnership with product and engineering.
• Define the monetization model for each partnership (co-sell, referral, OEM/embed, marketplace, technology royalty, etc.) and the commercial terms needed to make it work for both parties.
• Negotiate and close partnership agreements, working with legal and finance as needed.

Go-To-Market Execution

• Translate signed partnerships into active go-to-market programs: joint solution briefs, co-sell playbooks, enablement for sales and SEs, and marketing campaigns.
• Partner with sales leadership to build pipeline generation motions with alliance partners and track sourced/influenced revenue.
• Represent Britive at partner and industry events, and build/maintain executive relationships with key alliance contacts.

Cross-Functional Leadership

• Act as the primary interface between Britive and partner alliance, product, and BD teams.
• Brief product and engineering leadership on partner-driven integration requirements and advocate for roadmap investment where it unlocks revenue.
• Report regularly to sales and executive leadership on alliance pipeline, partnership health, and revenue impact.

What Success Looks Like

• A short list of active, well-documented technology partnerships — each with a clear value proposition, integration requirements, and monetization model — rather than a long list of loosely-defined technical integrations.
• Measurable partner-sourced and partner-influenced pipeline and revenue within the first 6–12 months.
• Strong working relationships with key alliance and BD leaders across the identity and security ecosystem.

What You’ll Need

Required Qualifications

• 7+ years in technology alliances, business development, or partnerships, with at least 3 years focused on identity, security, or adjacent enterprise infrastructure categories.
• Deep working knowledge of the identity and security technology landscape — IAM, PAM, IGA, SIEM/SOAR, CNAPP/CSPM, and how these categories intersect with cloud infrastructure and DevOps.
• An existing, active network of contacts among alliance, product, and BD leaders at relevant technology vendors.
• Demonstrated ability to evaluate partnerships commercially — building business cases, prioritizing against revenue potential, and saying no to low-value opportunities.
• Experience defining integration requirements and working directly with product/engineering teams to scope joint solutions.
• Experience in a solution design / architecture role listening to and translating client requirements into proposed designs including those with integrations to other products.
• Excellent written and verbal communication skills; comfortable presenting to executives internally and externally.
• Willingness to travel for partner and industry events (estimated 20–30%).

Preferred Qualifications

• Prior experience at a cybersecurity or identity-focused SaaS company, ideally in a high-growth or startup environment.
• Experience building tech alliances from the ground up.
• Familiarity with cloud-native and Zero Standing Privileges / just-in-time access concepts.
• Existing relationships with hyperscalers (AWS, Azure, GCP) marketplace and partner teams.

How to Apply

Interested candidates should submit a resume and a brief note describing a technology partnership they built or led — including the commercial rationale, integration scope, and revenue outcome.

The estimated base salary for this role is $140,000 - $180,000 annually. This position is also eligible for variable compensation tied to the performance of technology partnerships. Individual compensation packages are based on various factors unique to each candidate, including experience, expertise, location, and other factors.

Perks + Benefits:

• Work from anywhere in the US! We are fully remote (US only, other areas are subject to review).
• Competitive compensation and meaningful equity
• Medical, dental, and vision insurance
• Paid parental leave benefits
• 401k (U.S.)
• Flexible + Unlimited PTO (U.S.)
• Career development opportunities and paths
• Home office and connectivity stipends
• Team socials + Offsites

A technology solutions firm based in Orlando, Florida; AssistRx focuses on connecting pharmaceutical and biotech manufacturers together with their prescribers, patients and providers. iAssist℠, AssistRx’ flagship product is a state-of-the-art technology that simplifies the prescribing process of specialty therapies and applies a menu of technology solutions that ultimately improves what is most crucial to every pharmaceutical and biotech brand – accuracy, adherence and, most importantly, access and speed to therapy.

Responsibilities:

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

Direct Reports may include:

Senior Account Manager, Account Manager, Associate Account Manager

Desired Skills and Experience:

• Minimum 7+ year’s relevant job experience, including management responsibilities, interdisciplinary team involvement, marketing and/or communications within a professional agency setting is required.
• Management experience in a medical communications company or healthcare advertising agency is preferred.
• The ability to quickly grasp and retain scientific and technical concepts is required. Word, Excel, PowerPoint, Internet, strong presentation skills and business development skills are also required.

Education:

A bachelor’s degree is required. An advanced is plus, especially in healthcare field .

• Supportive, progressive, fast-paced environment
• Competitive pay structure
• Matching 401(k) with immediate vesting
• Medical, dental, vision, life, & short-term disability insurance

AssistRx, Inc. is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration without regard to race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors, or any other protected categories protected by federal, state, or local laws.

All offers of employment with AssistRx are conditional based on the successful completion of a pre-employment background check.

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire. Sponsorship and/or work authorization is not available for this position.

AssistRx does not accept unsolicited resumes from search firms or any other vendor services. Any unsolicited resumes will be considered property of AssistRx and no fee will be paid in the event of a hire

About the Company

Chicory is the leading contextual advertising platform for CPG & grocery, transforming food content into dynamic commerce experiences that take consumers from inspiration to checkout. Our platform reaches 150 million grocery shoppers each month across a network of 7,000+ websites, food blogs, and apps, including The Kitchn, Food Network, MyFitnessPal, and powers 70+ leading retailers through direct integrations and retail media partnerships. By combining engaging media with contextually relevant, brand-safe content, we help CPG brands and retailers connect with consumers in an active mindset during high-intent moments—whether they’re discovering new recipes, planning meals, or building grocery lists. From curiosity to conversion, Chicory enables brands to show up in the moments that matter most, delivering full-funnel outcomes with ease.

Recognized as a 2025 Best Workplace by Inc. Magazine and as a 2023 Fastest-Growing Private Company in America by Inc. 5000, we believe that what sets Chicory apart is our diverse experiences and skillsets coupled with our shared values. Learn more at www.chicory.co.

About the Role

Chicory is growing, and we’re looking for a Director of Sales who is energized by building high-performing teams and translating big-picture revenue strategy into day-to-day execution. This is a pure people leadership role where your success is measured by the success of your team. Sitting between our CRO and a team of sellers, you’ll be the connective layer that turns vision into results. This role is for a seasoned sales leader who knows how to develop sellers at varying levels; you’ll coach deals, raise the floor of your team, and create an environment where our team is motivated to do their best work.

Responsibilities

• Own team quota attainment end-to-end, actively managing pipeline health, forecast accuracy, and the interventions needed to keep the team on track each quarter, including performance management
• Coach and develop a team of sellers through 1:1s, deal reviews, and call coaching, with a focus on scaling growth
• Translate the CRO’s revenue strategy into a clear, executable team plan, including territory design, account prioritization, and outreach frameworks
• Deliver accurate, data-informed forecasts to the CRO on a weekly and quarterly basis, proactively identifying pipeline risk
• Build and maintain a documented, repeatable sales playbook
• Partner cross-functionally with Marketing, Client Success, Campaign Management, Product, and Partnerships to remove blockers and deliver seamless client experiences
• Attract, onboard, and retain high-performing sellers, addressing underperformance early and creating clear growth paths for top talent
• Externally facing with customers, regularly joining sales calls, building leveled-up client relationships, and meeting with customers in the field
• Serve as the primary escalation point for complex deals, renewals, and client relationships that require senior involvement
• Keep the CRO informed with honest, well-synthesized reporting and execute on decisions with speed and clarity
• Build upon team and company culture and act as a champion of the Chicory Principles

Qualifications

• 7+ years of sales experience, with 4+ years in a people management role leading a team of quota-carrying sellers
• Proven track record of hitting or exceeding team revenue targets in a digital media, shopper marketing, and CPG environment
• Experience building or significantly improving a sales process, including pipeline management, forecasting methodology, and coaching frameworks
• Strong ability to develop sellers at varying skill levels, from onboarding new hires to elevating tenured sellers
• Data-driven mindset with the ability to diagnose team performance gaps and act on them quickly
• Excellent communicator who can synthesize complex information for a CRO and translate strategy clearly for a seller
• Comfortable operating in a fast-moving, dynamic environment where priorities shift and ambiguity is the norm
• Ability to travel 35% of the time to engage with clients and attend events

The base salary range for this position is $175,000 - $185,000 annually.

Location: Remote or New York/Hybrid

Benefits & Perks

Focusing on your health and wellbeing:

• Comprehensive healthcare benefits, including dental + vision plans
• Flexible paid time off policy for vacation, sick days, mental health days, and more!
• 14 paid holidays + flexibility to take paid time off for any other holidays you observe
• Employer-paid membership to One Medical
• Free ClassPass membership

Creating a culture in which you can thrive:

• Annual learning & development stipend
• Flexible remote and hybrid work style arrangements
• Fun and friendly office in NYC stocked with free snacks
• Virtual and in-person outings and fun activities with our amazing team
• Dog-friendly workplace

Supporting you financially:

• Competitive compensation package, including base salary + stock options
• Flexible Spending Account (FSA) + Health Spending Account (HSA)
• 401k retirement plan
• Commuter benefits
• Discounted pet insurance

Our Philosophy At Chicory, we know that we are strongest when every person is valued, respected and treated with dignity. We actively put aside assumptions and judgment and work to make space for all points of view. We do serious work but don’t take ourselves too seriously. We consider our playful spirit a competitive advantage to building better relationships and finding the smartest solutions. We produce the best results by hiring smart people and giving them the space, safety and the resources to do their work. We are building a company people love working with and working at.

Our Commitment Statement to Diversity, Equity, Inclusion, & Belonging

At Chicory, diversity, equity, inclusion, and belonging are key ingredients in our recipe for success. Our diverse experiences, backgrounds, identities, and ways of thinking elevate the level at which we operate; this allows us to innovate in old-school industries by looking not at how things have been done, but how they should be done. We are building a workplace built on merit and equity where every one of us has a voice at the table.

Our Principles

• Be Good People: The success of our company is totally dependent on having good, smart people.
• Own It: We take pride in our work. When we see a problem, we step up. We hold ourselves, and each other, to the highest standard. We learn from mistakes, admit when we are wrong, and take full responsibility for delivering results, not just for our role, but for the mission.
• Separate Your Ego From Your Position: We speak up with conviction, but we stay open to being wrong. Leadership isn’t about winning arguments or defending turf; it’s about serving the mission. We challenge ideas without taking it personally, and we invite feedback without getting defensive. Our goal is the best outcome, not to “be right.”
• Find Reality: We pursue truth over comfort. We seek to understand before insisting on being understood. We dig beneath symptoms to uncover root causes, and we challenge assumptions, even our own. Clarity comes from curiosity, not certainty. We don’t settle for surface-level answers. We seek reality, even when it’s inconvenient.
• Have a Beginner’s Mind: Just because something has been done a certain way doesn’t mean it’s the best way. We stay curious, challenge assumptions, and question the status quo. We stay innovative by tackling problems from a fresh perspective.
• Bias for Action: Speed matters in business. We don’t wait for permission, perfect clarity, or endless alignment. We cut through noise, complexity, and politics to drive progress. When in doubt, we act, learn, and adapt because action beats indecision every time.
• Customer Obsessed: Our customers are our North Star. We listen closely, dig deep to understand their needs, and deliver 5-star service at every touchpoint. We build products that actually work: simple, intuitive, and designed to solve real problems.
• Above and Beyond: We don’t settle for “good enough,” we aim for exceptional. We go above and beyond what’s expected for our team, our customers, and ourselves. We stay curious and hungry. Every day is an opportunity to get better.

Company Overview

Mantra Health is an award-winning digital mental health provider on a mission to make evidence-based care more accessible to students. We partner with colleges and universities to offer comprehensive virtual mental health services, including therapy, psychiatry, 24⁄7 crisis care, emotional wellness coaching, and self-care content, plus Beacon, our first-of-its-kind persistence intelligence platform.

Our technology solutions integrate seamlessly with campus health systems to improve student well-being and graduation rates. Recognized as a leader in digital mental health, Mantra Health was named a Rising Star by the UCSF Digital Health Awards and won Juniper Research’s Gold Star for Best Digital Therapeutic Solution. Today, our programs support more than 1.3M students across 150+ campuses, including Penn State, MIT, and Miami Dade College.

We’ve raised over $34m from leading investors, and we’re looking for ambitious, talented, action-oriented individuals to join us in shaping the future of student mental healthcare.

Opportunity for Impact

We are seeking a Sales Manager (Player-Coach) to scale our higher education go-to-market team, strengthening pipeline creation, deal execution, and team performance as we grow. This role is a two-phase leadership position: you will carry a personal quota for one complete sales cycle to build credibility and product fluency, while leading the team through pipeline reviews, CRM discipline, structured opportunity inspections, and hands-on deal coaching, and support the team’s core operating rhythms (weekly team meetings, trainings, and accountability practices) in close partnership with the VP of Revenue. After that initial phase, you will transition into full-time people management, owning day-to-day team leadership, coaching and developing reps, addressing performance gaps, strengthening cross-functional alignment with Marketing and Product, and driving overall team performance, pipeline hygiene, opportunity strategy, and forecast accuracy while building a high-performing sales culture that scales. In the second phase, you will scale the team by recruiting and hiring top sales talent.

This position also offers a unique opportunity to build and scale the higher-ed GTM engine at a pivotal moment, shaping how Mantra shows up in the market, directly influencing student access to care through the partnerships you close, and seeing the impact of your work in revenue, retention, and campus outcomes.

What You’ll Do

• Own and execute (a reduced) quota: Run a full end-to-end sales cycle in the higher-education market, from outbound and discovery through close and handoff, building deep product fluency and buyer insight.
• Drive pipeline hygiene and forecasting: Lead weekly pipeline reviews, ensure strong CRM discipline, improve deal velocity, and deliver accurate forecasts with clear risk and next steps.
• Coach and develop the team (player-coach): Provide structured opportunity inspections, feedback, and enablement that raises rep performance while you are actively selling.
• Build durable operating rhythms: Establish and scale the team’s daily and weekly processes, accountability practices, and cross-functional alignment with Marketing, Product, and Revenue leadership.
• Use AI to increase selling and coaching effectiveness : Leverage Gong and Salesforce AI insights to summarize calls, flag deal risks, capture coaching moments, and reduce manual admin so the team spends more time on high-quality prospecting and deal execution.

Who You Are

• Clear and direct communicator: Communicates with clarity, listens well, and sets expectations early. Gives candid feedback with empathy and follows through.
• Self-starter with strong ownership: Takes responsibility for outcomes, not just tasks. Leads by example, stays organized, and reliably closes loops.
• Comfortable with ambiguity: Stays calm in fast-changing environments, learns quickly, and can flex between hands-on execution and leadership as priorities shift.
• Team-first partner: Builds trust across functions, aligns stakeholders, and balances advocacy with collaboration to get to the best outcome.
• Sales Coach & Performance Bar Raiser: Raises performance through structured opportunity inspections, coaching conversations, and ongoing accountability.
• Sales Leadership & Team Building: Builds durable operating infrastructure and a culture of high standards, low ego, and continuous improvement.
• Complex Sales Execution: Runs and closes complex, multi-stakeholder higher-ed sales cycles from discovery through procurement, building credibility and deep buyer insight.
• Pipeline Management & Forecasting: Drives pipeline hygiene, strong CRM discipline, and accurate forecasting with clear deal risks and next steps.

Must-Have Qualifications

• 8+ years in SaaS or technology sales.
• 5+ years selling into higher education (Student Affairs, Student Success, Wellness, or related departments).
• 1-2 years in formal or informal leadership capacity (player-coach or frontline sales leader).
• Startup or growth-stage company experience.
• Proven ability to close complex, multi-stakeholder deals in the high six-figure ACV ranges.
• Strong CRM discipline (Salesforce preferred) and a track record of forecast accuracy.
• Demonstrated alignment with Mantra’s values, including leading by example and building accountability systems that help a team thrive.

Preferred Qualifications

• Higher Education or EdTech domain depth, including experience selling to senior institutional buyers (VPs, CIO, CISOs, Provosts, Presidents, Chancellors).
• Experience with tools like Gong and a demonstrated ability to use AI such as Claude and Starbridge to improve prospecting, deal prep, and coaching effectiveness.
• Familiarity with student success, wellness, retention, institutional research or institutional data platforms.

Why Chose Mantra

• Impactful Opportunity: Build and scale Mantra’s higher-ed go-to-market engine at a pivotal growth stage, and directly expand access to evidence-based mental healthcare for students through partnerships you help close.
• Professional Growth : High ownership and close partnership with Revenue and cross-functional leaders, with exposure to strategy, messaging, forecasting, and team development as you transition from carrying quota to full-time people leadership.
• Collaborative Culture : Join a mission-driven, distributed team that values direct communication, low ego, and learning. Work closely with Marketing, Product, and Customer Success to improve how we show up in the market and serve campus partners.
• Career Advancement : Clear path to broader sales leadership scope as the team scales, with opportunities to shape operating rhythms, coaching systems, and AI-enabled workflows that increase performance across the org.

Compensation & Benefits

Compensation: The base annual salary for this role is $140,000. In addition to base salary, this role is eligible for commission in line with the Company’s sales commission structure. Final compensation is determined by factors including experience, location, and skills.

At Mantra, our distributed team is our secret sauce that allows us to support our mission everyday. We’re collaborative, empathetic, and curious. We take time to celebrate our wins and learn from our mistakes. Each full-time employee at Mantra enjoys:

• Stock Options
• Medical, vision, and dental coverage for employees, spouses, and dependents
• 401(k)
• Flexible work location
• Generous personal time off, sick days, jury duty days, and bereavement. Three week sabbatical and $3,000 stipend after five years of continuous full-time employment
• Inclusive parental leave, equal for all parents
• $1,000 new-parent mental wellness benefit
• Commuter card, if you commute
• Access to One Medical
• Healthcare & Dependent Care FSA and HSA

Mantra health is an equal opportunity employer. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Protect Your Information: Mantra Health has been made aware of fraudulent recruitment activities where individuals pose as our hiring team. Please note that all official communications will come from an @mantrahealth.com email address. Click here to learn more.

Company Overview

Mantra Health is an award-winning digital mental health provider on a mission to make evidence-based care more accessible to students. We partner with colleges and universities to offer comprehensive virtual mental health services, including therapy, psychiatry, 24⁄7 crisis care, emotional wellness coaching, and self-care content, plus Beacon, our first-of-its-kind persistence intelligence platform.

Our technology solutions integrate seamlessly with campus health systems to improve student well-being and graduation rates. Recognized as a leader in digital mental health, Mantra Health was named a Rising Star by the UCSF Digital Health Awards and won Juniper Research’s Gold Star for Best Digital Therapeutic Solution. Today, our programs support more than 1.3M students across 150+ campuses, including Penn State, MIT, and Miami Dade College.

We’ve raised over $34m from leading investors, and we’re looking for ambitious, talented, action-oriented individuals to join us in shaping the future of student mental healthcare.

Opportunity for Impact

We are seeking a Sales Manager (Player-Coach) to scale our higher education go-to-market team, strengthening pipeline creation, deal execution, and team performance as we grow. This role is a two-phase leadership position: you will carry a personal quota for one complete sales cycle to build credibility and product fluency, while leading the team through pipeline reviews, CRM discipline, structured opportunity inspections, and hands-on deal coaching, and support the team’s core operating rhythms (weekly team meetings, trainings, and accountability practices) in close partnership with the VP of Revenue. After that initial phase, you will transition into full-time people management, owning day-to-day team leadership, coaching and developing reps, addressing performance gaps, strengthening cross-functional alignment with Marketing and Product, and driving overall team performance, pipeline hygiene, opportunity strategy, and forecast accuracy while building a high-performing sales culture that scales. In the second phase, you will scale the team by recruiting and hiring top sales talent.

This position also offers a unique opportunity to build and scale the higher-ed GTM engine at a pivotal moment, shaping how Mantra shows up in the market, directly influencing student access to care through the partnerships you close, and seeing the impact of your work in revenue, retention, and campus outcomes.

What You’ll Do

• Own and execute (a reduced) quota: Run a full end-to-end sales cycle in the higher-education market, from outbound and discovery through close and handoff, building deep product fluency and buyer insight.
• Drive pipeline hygiene and forecasting: Lead weekly pipeline reviews, ensure strong CRM discipline, improve deal velocity, and deliver accurate forecasts with clear risk and next steps.
• Coach and develop the team (player-coach): Provide structured opportunity inspections, feedback, and enablement that raises rep performance while you are actively selling.
• Build durable operating rhythms: Establish and scale the team’s daily and weekly processes, accountability practices, and cross-functional alignment with Marketing, Product, and Revenue leadership.
• Use AI to increase selling and coaching effectiveness : Leverage Gong and Salesforce AI insights to summarize calls, flag deal risks, capture coaching moments, and reduce manual admin so the team spends more time on high-quality prospecting and deal execution.

Who You Are

• Clear and direct communicator: Communicates with clarity, listens well, and sets expectations early. Gives candid feedback with empathy and follows through.
• Self-starter with strong ownership: Takes responsibility for outcomes, not just tasks. Leads by example, stays organized, and reliably closes loops.
• Comfortable with ambiguity: Stays calm in fast-changing environments, learns quickly, and can flex between hands-on execution and leadership as priorities shift.
• Team-first partner: Builds trust across functions, aligns stakeholders, and balances advocacy with collaboration to get to the best outcome.
• Sales Coach & Performance Bar Raiser: Raises performance through structured opportunity inspections, coaching conversations, and ongoing accountability.
• Sales Leadership & Team Building: Builds durable operating infrastructure and a culture of high standards, low ego, and continuous improvement.
• Complex Sales Execution: Runs and closes complex, multi-stakeholder higher-ed sales cycles from discovery through procurement, building credibility and deep buyer insight.
• Pipeline Management & Forecasting: Drives pipeline hygiene, strong CRM discipline, and accurate forecasting with clear deal risks and next steps.

Must-Have Qualifications

• 8+ years in SaaS or technology sales.
• 5+ years selling into higher education (Student Affairs, Student Success, Wellness, or related departments).
• 1-2 years in formal or informal leadership capacity (player-coach or frontline sales leader).
• Startup or growth-stage company experience.
• Proven ability to close complex, multi-stakeholder deals in the high six-figure ACV ranges.
• Strong CRM discipline (Salesforce preferred) and a track record of forecast accuracy.
• Demonstrated alignment with Mantra’s values, including leading by example and building accountability systems that help a team thrive.

Preferred Qualifications

• Higher Education or EdTech domain depth, including experience selling to senior institutional buyers (VPs, CIO, CISOs, Provosts, Presidents, Chancellors).
• Experience with tools like Gong and a demonstrated ability to use AI such as Claude and Starbridge to improve prospecting, deal prep, and coaching effectiveness.
• Familiarity with student success, wellness, retention, institutional research or institutional data platforms.

Why Chose Mantra

• Impactful Opportunity: Build and scale Mantra’s higher-ed go-to-market engine at a pivotal growth stage, and directly expand access to evidence-based mental healthcare for students through partnerships you help close.
• Professional Growth : High ownership and close partnership with Revenue and cross-functional leaders, with exposure to strategy, messaging, forecasting, and team development as you transition from carrying quota to full-time people leadership.
• Collaborative Culture : Join a mission-driven, distributed team that values direct communication, low ego, and learning. Work closely with Marketing, Product, and Customer Success to improve how we show up in the market and serve campus partners.
• Career Advancement : Clear path to broader sales leadership scope as the team scales, with opportunities to shape operating rhythms, coaching systems, and AI-enabled workflows that increase performance across the org.

Compensation & Benefits

Compensation: The base annual salary for this role is $140,000. In addition to base salary, this role is eligible for commission in line with the Company’s sales commission structure. Final compensation is determined by factors including experience, location, and skills.

At Mantra, our distributed team is our secret sauce that allows us to support our mission everyday. We’re collaborative, empathetic, and curious. We take time to celebrate our wins and learn from our mistakes. Each full-time employee at Mantra enjoys:

• Stock Options
• Medical, vision, and dental coverage for employees, spouses, and dependents
• 401(k)
• Flexible work location
• Generous personal time off, sick days, jury duty days, and bereavement. Three week sabbatical and $3,000 stipend after five years of continuous full-time employment
• Inclusive parental leave, equal for all parents
• $1,000 new-parent mental wellness benefit
• Commuter card, if you commute
• Access to One Medical
• Healthcare & Dependent Care FSA and HSA

Mantra health is an equal opportunity employer. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Protect Your Information: Mantra Health has been made aware of fraudulent recruitment activities where individuals pose as our hiring team. Please note that all official communications will come from an @mantrahealth.com email address. Click here to learn more.

Driving The Future of Smart Fleet Logistics At Xirgo, we’re not just transforming logistics — we’re redefining what’s possible.

Position:Account ManagerJob Description:Principal Accountabilities Coming SoonJob Complexity• Manages professional employees and/or supervisors or supervises large, complex technical or business support or production operations team(s) ● Is accountable for the performance and results of a team within own discipline or function ● Adapts departmental plans and priorities to address resource and operational challenges ● Decisions are guided by policies, procedures and business plan; receives guidance from senior manager Job ComplexityLocation:CN-Qingdao, China (Remote)Time Type:Full timeJob Category:Sales

Overview

As a Manager, Business Development, you will lead, develop and inspire a high-performing team responsible for generating qualified pipeline and accelerating revenue growth. You will coach and empower Business Development Representatives (BDRs) to identify and engage prospective customers, uncover business challenges, and create meaningful sales opportunities.

This role requires a leader who is passionate about talent development, operational excellence, and building a culture of accountability, collaboration, and continuous improvement. You will partner closely with Sales, Marketing, Revenue Operations, and Enablement teams to execute go-to-market strategies, optimise performance, and create a best-in-class development program that prepares future sales talent for career development.

The ideal candidate is a data-driven people leader who thrives in a fast-paced environment, embraces innovation, and actively leverages AI and modern sales technologies to drive efficiency, productivity, and business outcomes.

Key Responsibilities include, but are not limited to:

• Lead, mentor, and develop a team of Business Development and Sales Development Representatives, fostering a culture of accountability, collaboration, and continuous improvement.

• Drive team attainment of monthly, quarterly, and annual pipeline generation goals through effective prospecting strategies, performance management, and executional excellence.

• Conduct regular coaching, performance reviews, and career development planning to maximize individual performance and prepare team members for future growth opportunities.

• Leverage data, reporting, and analytics to monitor performance, identify trends, and implement action plans that improve productivity, conversion rates, and overall team effectiveness.

• Champion the adoption of AI-powered tools and modern sales technologies to streamline workflows, increase efficiency, and enhance both individual and team productivity.

• Partner closely with Sales, Marketing, Revenue Operations, and Enablement teams to align on go-to-market strategy, territory planning, lead management, pipeline goals, and organisational priorities.

• Support recruiting, hiring, onboarding, and retention efforts to build and scale a world-class Business Development organisation.

What Success Looks Like

• Consistently achieves or exceeds team pipeline generation targets.

• Builds and retains a highly engaged, high-performing team.

• Drives operational rigor and process excellence.

• Demonstrates a growth mindset and continuously improves team performance through innovation, technology adoption, and AI-enabled workflows.

• Acts as a trusted partner to Sales, Marketing, and Executive Leadership.

Qualifications

• 3-5 years of experience in Sales Development, Business Development within a B2B technology environment.

• 1-2+ years of experience as a first-line Business Development manager

• Proven track record of leading high-performing teams that consistently achieve and exceed pipeline generation goals

• Demonstrated success coaching, developing and promoting BDRs into Sales or other revenue-generating roles

• Experience with account-based strategies, intent data, and modern prospecting methodologies.

• Familiarity with platforms such as 6Sense, Outreach, Nooks, ZoomInfo, UserGems, and other similar technologies.

• Demonstrated experience implementing AI tools and workflows to improve team productivity, efficiency, and performance.

• Passion for coaching and developing early-career sales talent into future revenue leaders.

Benefits we offer:

• Competitive market-based compensation (salary + commission)

• Career progression and internal mobility opportunities across our global footprint in North America, EMEA, and APAC

• Work life balance through hybrid working model of 3 days a week in office

• Enhanced PTO allowance with specific AvePoint Holidays (Birthday Day, Family Day, Holiday Half Day, Community Outreach Half Day!)

• Private Health Insurance

• Mobile Phone Plan Reimbursement

• Tuition Reimbursement

• Dedication Awards

• Employee Referral Program

• …and much more!

AvePoint is proud to employ talent from many different backgrounds, experiences, and identities. We believe that diversity and inclusion drives our success and is at the core of how we hire, communicate, and collaborate to deliver value and excellence. We are committed to fostering an environment where people can bring their whole selves to work and feel a sense of belonging, and we continue to work toward creating a workforce that represents the diversity of our customers and communities.

#LI-HR1

Any personal data you share with us during the application process will be processed strictly in compliance with applicable data protection laws and our Privacy Notice.

Any personal data you share with us during the application process will be processed strictly in compliance with applicable data protection laws and our Privacy Notice.

AMP is applying AI-powered sortation at scale to modernize the world’s recycling infrastructure and maximize the value in waste. AMP gives waste and recycling leaders the power to harness AI to reduce labor costs, increase resource recovery, and deliver more reliable operations. With hundreds of deployments across North America, Asia, and Europe, AMP’s technology offers a transformational solution to waste sortation and changes the fundamental economics of recycling.

Headquartered in Louisville, Colorado, the Denver Post and BuiltIn Colorado have recognized AMP as one of the state’s top workplaces. AMP has operations and career opportunities outside of Atlanta, Cleveland, Portsmouth, Virginia, and Europe. We’re fostering an environment where passionate individuals can grow and create impact. We seek unconventional thinkers to join our mission to enable a world without waste; at AMP, your contributions have meaning and can spur change. With backing from top-tier investors and national recognition including North American Cleantech Company of the Year, we’re always seeking ways to better our operations, raising the bar on innovation, and looking to collaborate and improve in what we do. Learn more at AMPSortation.com.

AMP is hiring a REMOTE Director, Commercial Origination & Business Development in the Greater Boston or Syracuse/Albany, NY area reporting to the Managing Director, Commercial Origination & Business Development.

The Director will drive the growth of new sales of AMP ONE sortation systems and AMP’s sortation-as-a-service offering to public sector and private sector customers by managing a pipeline of deals from origination through close.

As our Director in the Greater Boston or Syracuse/Albany, NY area, you will work to:

• Develop new relationships and leverage your existing industry relationships to source deals, build a pipeline, move through a business development funnel, structure deals, and execute agreements.
• Become an expert in AMP’s offering, able to present compelling AMP product solutions to a range of customers
• Identify strategic partnerships and potential integrations with key accounts
• Conduct due diligence on potential partners
• Monitor and analyze market trends, industry developments, regulations, and incentives with an ability to quickly articulate value creation opportunities.
• Build strong relationships with private and public partners and stakeholders to maximize opportunities for repeat projects within high-value, target regions.

Supervisory Responsibilities:

• None

The successful candidate will have:

Required:

• 10 years of experience in commercial or business development roles, including direct experience originating, structuring, and negotiating commercial agreements. Experience closing complex deals with municipalities is a plus.
• Excellent strategic thinking complemented by an attention to the details required to execute an agreement.
• Experience generating leads for new business.
• Ability to build and use project-level financial models to evaluate prospective projects and drive executive-level decision making.
• Strong consultative/value selling skills and ability to influence innovation and new technology adoption in customer organizations.
• Project and process management abilities that are demonstrated by successfully managing multiple complex efforts simultaneously across geographies and/or organizations.
• Ability to successfully challenge, educate, and evangelize customers.
• Ability to represent the company in public meetings and form productive relationships with public officials and other project stakeholders.
• Ability to lead cross-functional teams from engineering, operations, and finance departments to create a successful project.
• Demonstrated agility and ability to be adaptive, with a high willingness to learn.
• Excellent verbal, written and presentation skills, capable of tailoring to varied audiences.

Education:

• Bachelor’s degree; MBA preferred

Working Conditions/Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.

Working Location(s):

• Full-remote
• Frequent travel, particularly within a sales region that includes the Greater Boston or Syracuse/Albany, NY area

Travel Requirements:

• 25-50%

AMP provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Applicants who identify with a historically underrepresented group are encouraged to apply. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Other duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Equity Grant: The candidate selected for this role will be recommended for a stock option grant commensurate with the position and the candidate’s qualifications.

Benefits Information:

• Medical - The company covers between 78% to 100% of the premium for Cigna medical healthcare plans depending on the selection.
• Dental, Vision, Short- and Long-Term Disability
• Life Insurance: The company covers the cost of Basic Life / AD&D 1 x Salary, option to purchase additional through New York Life
• Benefits start the day you start
• HSA Eligible Health Plans, Company Monthly Contributions!
• 401(k) retirement plan (non-matching)
• FTO - Flexible Time Off
• 6 Accrued Sick Days
• Eight (8) paid holidays

We’ll consider applications until the position is filled.

#LI-Remote

AMP is applying AI-powered sortation at scale to modernize the world’s recycling infrastructure and maximize the value in waste. AMP gives waste and recycling leaders the power to harness AI to reduce labor costs, increase resource recovery, and deliver more reliable operations. With hundreds of deployments across North America, Asia, and Europe, AMP’s technology offers a transformational solution to waste sortation and changes the fundamental economics of recycling.

Headquartered in Louisville, Colorado, the Denver Post and BuiltIn Colorado have recognized AMP as one of the state’s top workplaces. AMP has operations and career opportunities outside of Atlanta, Cleveland, Portsmouth, Virginia, and Europe. We’re fostering an environment where passionate individuals can grow and create impact. We seek unconventional thinkers to join our mission to enable a world without waste; at AMP, your contributions have meaning and can spur change. With backing from top-tier investors and national recognition including North American Cleantech Company of the Year, we’re always seeking ways to better our operations, raising the bar on innovation, and looking to collaborate and improve in what we do. Learn more at AMPSortation.com.

AMP is hiring a REMOTE Director, Commercial Origination & Business Development in the Greater Boston or Syracuse/Albany, NY area reporting to the Managing Director, Commercial Origination & Business Development.

The Director will drive the growth of new sales of AMP ONE sortation systems and AMP’s sortation-as-a-service offering to public sector and private sector customers by managing a pipeline of deals from origination through close.

As our Director in the Greater Boston or Syracuse/Albany, NY area, you will work to:

• Develop new relationships and leverage your existing industry relationships to source deals, build a pipeline, move through a business development funnel, structure deals, and execute agreements.
• Become an expert in AMP’s offering, able to present compelling AMP product solutions to a range of customers
• Identify strategic partnerships and potential integrations with key accounts
• Conduct due diligence on potential partners
• Monitor and analyze market trends, industry developments, regulations, and incentives with an ability to quickly articulate value creation opportunities.
• Build strong relationships with private and public partners and stakeholders to maximize opportunities for repeat projects within high-value, target regions.

Supervisory Responsibilities:

• None

The successful candidate will have:

Required:

• 10 years of experience in commercial or business development roles, including direct experience originating, structuring, and negotiating commercial agreements. Experience closing complex deals with municipalities is a plus.
• Excellent strategic thinking complemented by an attention to the details required to execute an agreement.
• Experience generating leads for new business.
• Ability to build and use project-level financial models to evaluate prospective projects and drive executive-level decision making.
• Strong consultative/value selling skills and ability to influence innovation and new technology adoption in customer organizations.
• Project and process management abilities that are demonstrated by successfully managing multiple complex efforts simultaneously across geographies and/or organizations.
• Ability to successfully challenge, educate, and evangelize customers.
• Ability to represent the company in public meetings and form productive relationships with public officials and other project stakeholders.
• Ability to lead cross-functional teams from engineering, operations, and finance departments to create a successful project.
• Demonstrated agility and ability to be adaptive, with a high willingness to learn.
• Excellent verbal, written and presentation skills, capable of tailoring to varied audiences.

Education:

• Bachelor’s degree; MBA preferred

Working Conditions/Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.

Working Location(s):

• Full-remote
• Frequent travel, particularly within a sales region that includes the Greater Boston or Syracuse/Albany, NY area

Travel Requirements:

• 25-50%

AMP provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Applicants who identify with a historically underrepresented group are encouraged to apply. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Other duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Equity Grant: The candidate selected for this role will be recommended for a stock option grant commensurate with the position and the candidate’s qualifications.

Benefits Information:

• Medical - The company covers between 78% to 100% of the premium for Cigna medical healthcare plans depending on the selection.
• Dental, Vision, Short- and Long-Term Disability
• Life Insurance: The company covers the cost of Basic Life / AD&D 1 x Salary, option to purchase additional through New York Life
• Benefits start the day you start
• HSA Eligible Health Plans, Company Monthly Contributions!
• 401(k) retirement plan (non-matching)
• FTO - Flexible Time Off
• 6 Accrued Sick Days
• Eight (8) paid holidays

We’ll consider applications until the position is filled.

#LI-Remote

Who We Are

Pindrop is the Real Human + Right Human® Identity Trust Platform for the AI era. As AI-driven fraud and deepfakes erode trust in digital communication, Pindrop delivers continuous identity verification and deepfake detection across voice, video, and digital interactions in real time.

Enterprises rely on Pindrop to secure billions of high-risk customer interactions each year, including top U.S. banks, as well as leading insurers and healthcare providers. Powered by models trained on more than 1.5 billion real-world interactions annually and protected by 300+ patents, Pindrop restores trust while reducing fraud, lowering operational costs, and improving customer experience.

Recognized by TIME as one of the Top 10 Most Influential Software Companies of 2026 and by Inc. for Best in Business for Innovation, Pindrop is backed by leading investors including Andreessen Horowitz, IVP, and CapitalG.

What You’ll Do

As a Principal Solution Architect, you will engage with global enterprise clients to architect end-to-end solutions and map out implementation approaches tailored to their unique business needs. You will be responsible for deeply understanding the complexities and interdependencies of each client environment, working with internal departments to quickly break down barriers, and providing best practices and guidance to build client confidence.

Your ultimate goal will be to ensure clients begin their Pindrop journey well positioned to become highly successful customers.

• Engage and consult with global, strategic clients to architect solutions that deliver maximum value, including offering best-practice recommendations, on-the-fly solution suggestions, and relevant lines of questioning that may not have been prepared in advance.

• Assist the sales team in building prospect confidence in Pindrop’s solutions by articulating complex product functionality, cloud architecture, and network architecture in a simple, easy-to-understand manner.

• Identify and document all potential risks that could impact a prospect’s or customer’s successful deployment and full optimization on Pindrop. Lead internal discussions with stakeholders and build mitigation plans.

• Write accurate Statements of Work (SOWs) with proposed solutions that encompass all requirements, deliverables, schedules, tasks, and pricing.

• Lead complex deployments from project kickoff through transition, including gathering technical and functional requirements, configuring the solution, and supporting Pindrop customers with testing, training, and go-live.

• Gain deep product knowledge and partner closely with Product and Engineering teams to identify product gaps and influence new features and products on the roadmap.

Who You Are

• You are customer-obsessed and passionate about delivering high-quality results.

• You are resilient in the face of challenges, change, and ambiguity.

• You are optimistic and believe you can turn problems into solutions.

• You are resourceful, excited to uncover innovative solutions, and willing to teach yourself something new when needed.

• You take accountability, do the things you say you will do, under-promise, and over-deliver.

• You are nimble and adaptable when priorities change, while continuing to see the forest through the trees.

Your Skill Set

• 8+ years of experience in SaaS professional services or consulting.

• BSc/BEng or higher degree in Computer Science, Mechanical Engineering, Electrical Engineering, or equivalent experience.

• 5+ years of experience implementing and leading enterprise, global SaaS projects.

• Expertise in creating and managing web services, including REST, SOAP, and WSDL.

• Passion for helping solve complex problems and proven ability to understand progressive technology.

• Ability to explain highly technical concepts and functionality in a simple, easy-to-understand way.

• Expertise with CCaaS provider solutions, Salesforce, and other CRM platforms.

What’s in It for You

As a Pindropper, you will join a rapidly growing company that is making technology more human with the power of voice. You will work alongside some of the best and brightest people in the industry.

We are a passionate group committed to excellence, but that does not stop us from enjoying the journey as a team through chess and poker tournaments, catered lunches, happy hours, wellness programming, and more. Because we take our jobs seriously, we also make time for rest with Unlimited PTO, Focus Thursdays, and company-wide rest days.

Within 30 Days, You’ll

• Complete onboarding and attend New Employee Orientation sessions with other new Pindroppers.

• Support peers in delivering implementations.

• Support pre-sales technical and functional requirements gathering.

Within 60 Days, You’ll Be

• Writing SOWs and supporting redlines.

• Scoping and architecting new opportunities.

• Implementing Pindrop solutions for customers.

Within 90 Days, You’ll

• Teach us something new about how we can deliver faster projects with customers fully operationalized by the time the project closes.

• Lead the organization in adopting the PS 2.0 Architect program.

What We Offer

As part of Pindrop, you will have a direct impact on our growing portfolio of products and help shape the future of security in the voice-driven economy.

We hire great people and take care of them. Here is a snapshot of the benefits we offer:

• Competitive salary: $132,000 - $158,000 annually gross / £98,905 - £118,387 annually gross
• Unlimited Paid Time Off (PTO)
• Remote-first environment, giving you flexibility and autonomy in how you structure your day
• Recurring monthly phone and internet allowance to help cover essential connectivity costs and support flexible work
• Annual Learning & Development stipend to support your professional growth, skill-building, certifications, and continued education
• Apple MacBook Pro of your choice
• Pension scheme and salary exchange option
• Medical and dental insurance / private healthcare
• Life insurance and critical illness insurance
• Flexible schedules
• Best-in-class tools and tech stack
• Fun activities to celebrate our accomplishments as a team

What We Live By

At Pindrop, our Core Values are fundamental beliefs at the center of everything we do. They are the guiding principles that shape our actions and behaviors.

Our Values are deeply embedded in our culture in both big and small ways. They help us determine the right path forward, especially when the answer is not immediately clear. We believe in taking accountability, making thoughtful decisions, and acting in ways that reflect who we are.

By making decisions and taking action with our Core Values in mind, we believe we can achieve our goals and keep Pindrop a great place to work.

• Audaciously Innovate — We continue to change the world and the way people safely engage and interact with technology. As first-principles thinkers, we challenge standards, take risks, and learn from our mistakes in order to drive positive change and continuous improvement. We believe nothing is impossible.

• Evangelical Customers for Life — We delight, inspire, and empower customers from day one and for life. We create partnerships and experiences that result in shared passion. We are champions for our customers, and our customers become our champions, creating a universal commitment to one another.

• Execution Excellence — We do what we say and say what we do. We are accountable for making the tough decisions and necessary tradeoffs required to deliver quality, effective solutions on time.

• Win as a Company — Every time we win, we win as a company. Every time we lose, we lose as a company. We break down silos, support one another, embrace diversity, and celebrate our successes. We are better together.

• Make a Difference — Every day, we have the opportunity to make a positive impact. We operate with dedication, passion, and uncompromising integrity, creating a safer, more secure world.

#LI-Remote

Not sure if this is you?

We want a diverse, global team, with a broad range of experience and perspectives. If this job sounds great, but you’re not sure if you qualify, apply anyway! We carefully consider every application and will either move forward with you, find another team that might be a better fit, keep in touch for future opportunities, or thank you for your time.

AI - A Transformative Force

At Pindrop, we view artificial intelligence as a transformative force that, when harnessed responsibly, can unlock unprecedented value for our customers, partners and society and enable and empower us to continue to deliver cutting-edge technology to combat fraud and unblur the lines between what it means to be human versus machine.

Pindrop may use AI tools to help prioritize job applications for human review. The AI tool may analyze your work experience and skills to assess fit for the role, but does not consider your name or contact details. Applications with the strongest match to job requirements are prioritized for human review; not all applications may be individually reviewed.

Pindrop is an Equal Opportunity Employer

Here at Pindrop, it is our mission to create and maintain a diverse and inclusive work environment. As an equal opportunity employer, all qualified applicants receive consideration for employment without regard to race, color, age, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetic information, disability, marital and/or veteran status.

Help Us Build The Future of Travel

At Airalo, we’re making it easier for people to stay connected wherever they travel. As the world’s first eSIM store, we help millions of travelers access affordable mobile data in 200+ countries and regions around the world.

Today, we’re a team of 400+ people across 60+ countries, building a product used by travelers every day. We’ve grown quickly, but we’ve worked hard to keep what matters: trust, ownership, and the freedom for people to do great work without unnecessary layers or bureaucracy.

We’re fully remote by design, genuinely global, and united by a shared mission to make travel simpler for everyone.

Your Next Destination

• Location: Remote.
• Contract: Full-time, permanent.
• Benefits: Learn more about our benefits here in this link - https://airalo-public.notion.site/Benefits-25396a97ffca81fb9bc1f0be479f1be3?pvs=74
• Languages: English is our main working language day to day, so you’ll need to be comfortable communicating in it both in meetings and async.

As the Director of Partnerships for APAC, you will lead Airalo’s partnership efforts across our four key Partnerships streams - Strategic Partnerships, Channel Sales and Corporate Sales for APAC

What You’ll Do:

• Work closely with the VP of Partnerships and other team members in the department
• Build, lead, and groom a team of Partnerships Managers, further supported by in-country teams for Affiliate Marketing, Channel Sales, and Corporate Sales for key countries within APAC
• Be a core member of the Partnerships Leadership Team that shapes Airalo’s global Partnerships strategy
• Shape the future of Airalo’s Partnerships products by working closely with the Partner Experience Product and Engineering teams
• Find, identify, prospect, and lead negotiations with large strategic partners within APAC
• Maintain relationships with key partners to drive partner profitability and grow the B2B/B2B2C partnerships’ contribution to the business
• Refine the Airalo Partnerships roadmap to anticipate and fulfill partner needs, thereby maintaining Airalo’s status as the preferred provider across industry partners in APAC
• Collaborate and work with different internal and external stakeholders to develop and execute joint projects/opportunities
• Define and improve SOPs for the Partnerships department to streamline operations and improve efficiency across workflows
• Represent Airalo at leading industry events and conferences across APAC
• Own the Airalo Partnerships OKRs for APAC

What You’ll Bring:

• 10+ years of experience in partnerships, sales, account management, or business development in a high-growth B2B and/or B2B2C environment
• 5+ years of prior experience building and managing high-performance teams
• Experience in Traveltech / Consumer tech industries will be an advantage
• Partner-first mentality and a genuine passion for helping your stakeholders succeed while creating win-win relationships
• Ability to develop Airalo’s unique story and the problem we solve for our users, making it a compelling partnership proposition
• Ability to employ, and teach your team, various sales techniques, including effective questioning, objection handling, consultative selling, and solution selling
• Ability to develop thought leadership skills and build trust with key stakeholders - internally and externally
• Ability to multi-task in a complex & matrix environment
• Experience with sales and partnerships tools
• Fluent verbal and written communication skills in Korean is desirable.

If you are interested in this position, please apply to the ad.

Why People Join Us

We started Airalo to make staying connected effortless, wherever you are in the world. Today, millions of travelers rely on our eSIMs, and many of the people building the product were customers first.

Our team spans 60+ countries, united by a shared belief that great work happens when people are trusted to own what they do. There’s trust to own what you do, space to focus without constant layers of process, and a clear sense of what you’re responsible for from day one.

As Airalo continues to grow, so do the opportunities to learn, take on new challenges, and make a real impact - from anywhere in the world.

Before You Hit Apply

By applying, you acknowledge and agree that, in case of successful application, Airalo may request to run background checks as a condition for entering into an agreement with you. Rest assured that these checks will only occur upon your prior consent and at the end of the selection process, and will be strictly limited to what is allowed under the laws that are applicable to you. All data that you share or that we collect in connection with such checks will be processed in accordance with our Privacy Policy, available here: www.airalo.com/more-info/privacy-policy?srsltid=AfmBOooBT0rXAj1FaNelZ3VfN0wvhwzvAoxdtHnOKSVETpiSjiXVuycy

We sincerely thank all applicants in advance for submitting their interest in this opportunity. Airalo is an equal-opportunity employer and values diversity, equity & inclusion. We do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are committed to providing reasonable accommodations upon request for individuals with disabilities throughout our job interview process.

At Airalo, we use AI-assisted tools as part of our recruitment process. Your application will be reviewed using tools that help our recruiters analyze and organize CV information. These tools support, but do not replace, human judgment; all hiring decisions are made by humans. If you progress to an interview, we may use tools to generate AI-assisted notes -  you can opt out of these. For more information on how we handle your data, please see our Privacy Policy: https://www.airalo.com/more-info/privacy-policy.

Who We Are

Pindrop is the Real Human + Right Human® Identity Trust Platform for the AI era. As AI-driven fraud and deepfakes erode trust in digital communication, Pindrop delivers continuous identity verification and deepfake detection across voice, video, and digital interactions in real time.

Enterprises rely on Pindrop to secure billions of high-risk customer interactions each year, including top U.S. banks, as well as leading insurers and healthcare providers. Powered by models trained on more than 1.5 billion real-world interactions annually and protected by 300+ patents, Pindrop restores trust while reducing fraud, lowering operational costs, and improving customer experience.

Recognized by TIME as one of the Top 10 Most Influential Software Companies of 2026 and by Inc. for Best in Business for Innovation, Pindrop is backed by leading investors including Andreessen Horowitz, IVP, and CapitalG.

What You’ll Do

As a Principal Solution Architect, you will engage with global enterprise clients to architect end-to-end solutions and map out implementation approaches tailored to their unique business needs. You will be responsible for deeply understanding the complexities and interdependencies of each client environment, working with internal departments to quickly break down barriers, and providing best practices and guidance to build client confidence.

Your ultimate goal will be to ensure clients begin their Pindrop journey well positioned to become highly successful customers.

• Engage and consult with global, strategic clients to architect solutions that deliver maximum value, including offering best-practice recommendations, on-the-fly solution suggestions, and relevant lines of questioning that may not have been prepared in advance.

• Assist the sales team in building prospect confidence in Pindrop’s solutions by articulating complex product functionality, cloud architecture, and network architecture in a simple, easy-to-understand manner.

• Identify and document all potential risks that could impact a prospect’s or customer’s successful deployment and full optimization on Pindrop. Lead internal discussions with stakeholders and build mitigation plans.

• Write accurate Statements of Work (SOWs) with proposed solutions that encompass all requirements, deliverables, schedules, tasks, and pricing.

• Lead complex deployments from project kickoff through transition, including gathering technical and functional requirements, configuring the solution, and supporting Pindrop customers with testing, training, and go-live.

• Gain deep product knowledge and partner closely with Product and Engineering teams to identify product gaps and influence new features and products on the roadmap.

Who You Are

• You are customer-obsessed and passionate about delivering high-quality results.

• You are resilient in the face of challenges, change, and ambiguity.

• You are optimistic and believe you can turn problems into solutions.

• You are resourceful, excited to uncover innovative solutions, and willing to teach yourself something new when needed.

• You take accountability, do the things you say you will do, under-promise, and over-deliver.

• You are nimble and adaptable when priorities change, while continuing to see the forest through the trees.

Your Skill Set

• 8+ years of experience in SaaS professional services or consulting.

• BSc/BEng or higher degree in Computer Science, Mechanical Engineering, Electrical Engineering, or equivalent experience.

• 5+ years of experience implementing and leading enterprise, global SaaS projects.

• Expertise in creating and managing web services, including REST, SOAP, and WSDL.

• Passion for helping solve complex problems and proven ability to understand progressive technology.

• Ability to explain highly technical concepts and functionality in a simple, easy-to-understand way.

• Expertise with CCaaS provider solutions, Salesforce, and other CRM platforms.

What’s in It for You

As a Pindropper, you will join a rapidly growing company that is making technology more human with the power of voice. You will work alongside some of the best and brightest people in the industry.

We are a passionate group committed to excellence, but that does not stop us from enjoying the journey as a team through chess and poker tournaments, catered lunches, happy hours, wellness programming, and more. Because we take our jobs seriously, we also make time for rest with Unlimited PTO, Focus Thursdays, and company-wide rest days.

Within 30 Days, You’ll

• Complete onboarding and attend New Employee Orientation sessions with other new Pindroppers.

• Support peers in delivering implementations.

• Support pre-sales technical and functional requirements gathering.

Within 60 Days, You’ll Be

• Writing SOWs and supporting redlines.

• Scoping and architecting new opportunities.

• Implementing Pindrop solutions for customers.

Within 90 Days, You’ll

• Teach us something new about how we can deliver faster projects with customers fully operationalized by the time the project closes.

• Lead the organization in adopting the PS 2.0 Architect program.

What We Offer

As part of Pindrop, you will have a direct impact on our growing portfolio of products and help shape the future of security in the voice-driven economy.

We hire great people and take care of them. Here is a snapshot of the benefits we offer:

• Competitive salary: $132,000 - $158,000 annually gross / £98,905 - £118,387 annually gross
• Unlimited Paid Time Off (PTO)
• Remote-first environment, giving you flexibility and autonomy in how you structure your day
• Recurring monthly phone and internet allowance to help cover essential connectivity costs and support flexible work
• Annual Learning & Development stipend to support your professional growth, skill-building, certifications, and continued education
• Apple MacBook Pro of your choice
• Pension scheme and salary exchange option
• Medical and dental insurance / private healthcare
• Life insurance and critical illness insurance
• Flexible schedules
• Best-in-class tools and tech stack
• Fun activities to celebrate our accomplishments as a team

What We Live By

At Pindrop, our Core Values are fundamental beliefs at the center of everything we do. They are the guiding principles that shape our actions and behaviors.

Our Values are deeply embedded in our culture in both big and small ways. They help us determine the right path forward, especially when the answer is not immediately clear. We believe in taking accountability, making thoughtful decisions, and acting in ways that reflect who we are.

By making decisions and taking action with our Core Values in mind, we believe we can achieve our goals and keep Pindrop a great place to work.

• Audaciously Innovate — We continue to change the world and the way people safely engage and interact with technology. As first-principles thinkers, we challenge standards, take risks, and learn from our mistakes in order to drive positive change and continuous improvement. We believe nothing is impossible.

• Evangelical Customers for Life — We delight, inspire, and empower customers from day one and for life. We create partnerships and experiences that result in shared passion. We are champions for our customers, and our customers become our champions, creating a universal commitment to one another.

• Execution Excellence — We do what we say and say what we do. We are accountable for making the tough decisions and necessary tradeoffs required to deliver quality, effective solutions on time.

• Win as a Company — Every time we win, we win as a company. Every time we lose, we lose as a company. We break down silos, support one another, embrace diversity, and celebrate our successes. We are better together.

• Make a Difference — Every day, we have the opportunity to make a positive impact. We operate with dedication, passion, and uncompromising integrity, creating a safer, more secure world.

#LI-Remote

Not sure if this is you?

We want a diverse, global team, with a broad range of experience and perspectives. If this job sounds great, but you’re not sure if you qualify, apply anyway! We carefully consider every application and will either move forward with you, find another team that might be a better fit, keep in touch for future opportunities, or thank you for your time.

AI - A Transformative Force

At Pindrop, we view artificial intelligence as a transformative force that, when harnessed responsibly, can unlock unprecedented value for our customers, partners and society and enable and empower us to continue to deliver cutting-edge technology to combat fraud and unblur the lines between what it means to be human versus machine.

Pindrop may use AI tools to help prioritize job applications for human review. The AI tool may analyze your work experience and skills to assess fit for the role, but does not consider your name or contact details. Applications with the strongest match to job requirements are prioritized for human review; not all applications may be individually reviewed.

Pindrop is an Equal Opportunity Employer

Here at Pindrop, it is our mission to create and maintain a diverse and inclusive work environment. As an equal opportunity employer, all qualified applicants receive consideration for employment without regard to race, color, age, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetic information, disability, marital and/or veteran status.

We are looking for an inspiring, results-oriented Senior Director, to manage the AWS Cloud Specialist team in EMEA. This is a high impact and quota carrying role leading our strategic partnership with AWS. This individual must have credibility at the Executive level to build relationships with senior stakeholders at AWS and MongoDB.

This individual will own the 360 partner strategy with AWS in EMEA, and will be responsible for leading their team to generate incremental pipeline via our cloud partnerships, growing deal size, accelerating sales cycles, and closing business leveraging our partner programs. Must have the ability to commute into a central office location on a regular basis.The role will work closely with AWS & MongoDB Sales Leadership, Solution Architects, Marketing, and Sales Operations, all geared towards the success of the region.

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

Responsibilities

• Develop, coach, and manage the Cloud Partner Specialist team to achieve regional business objectives and partnership goals
• Build & cultivate Executive-level relationships between AWS & MongoDB to create strategic alignment and close large-scale business
• Define and execute a robust EMEA 360 strategy with AWS to proactively prospect, identify, qualify, and develop a sales pipeline to and through our cloud partners
• Report to the VP WW Cloud and own all strategic and operational aspects of the AWS relationship
• Drive and oversee large and strategic deals in partnership with the MongoDB field sales, partners, and AWS sales teams
• Interlock with the Global Cloud Program team for backup, support, and pipeline generation
• Own the team’s Quota for generating new business and uncovering new workloads/logos via cloud partners
• Ensure the team generates strategic joint pipeline with AWS and effectively supports the direct sales force on defined end-user sales pursuits
• Forecast co-sell Net ARR (Annual Recurring Revenue) and strategic new NARR by AWS to sales leadership on a weekly basis, providing strategic insights and performance analysis

Requirements

• 8+ years experience in a quota carrying direct strategic sales or partner/channel sales, with a minimum of 3+ years of management or team leadership experience, ideally with experience managing co-selling with the hyperscalers
• Solid experience in defining and executing pipeline generation strategies at a management level
• Proven experience working in and leading teams within a heavy sales matrix model
• Relevant experience and knowledge of open source, enterprise software apps, SaaS, Database, or Cloud Computing
• Excellent verbal, written, and presentation skills, including the ability to communicate complex strategies to executive leadership
• Proven ability to lead teams through complex sales cycles, demonstrating expert multiple stakeholder management
• Experience developing successful and scalable technology partnership programs
• Ability to engage, influence, and negotiate with C-Level executives
• Given the profile of this role, we are looking for consistent overachievers and inspiring leaders

Things we love

• Energetic, resourceful, upbeat, entrepreneurial, tenacious team player and effective leader. Passionate about people development
• Previous Sales Methodology training a plus (e.g. MEDDIC, SPIN, Challenger Sales)
• College degree in business, economics, engineering, finance, science, math or similar
• Possess aptitude to learn quickly, establish credibility, and coach others. High EQ and self-aware
• The ability to work in fast paced environment, be trusted to drive initiatives autonomously, manage a team, and gain buy-in from a wide collection of stakeholders
• Passionate about growing your career in the largest market in software and developing and maintaining an in-depth understanding of MongoDB products

About MongoDB

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

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

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

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

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

MongoDB is an equal opportunities employer.

Req ID: 2273480710

Who We Are

Pindrop is the Real Human + Right Human® Identity Trust Platform for the AI era. As AI-driven fraud and deepfakes erode trust in digital communication, Pindrop delivers continuous identity verification and deepfake detection across voice, video, and digital interactions in real time.

Enterprises rely on Pindrop to secure billions of high-risk customer interactions each year, including top U.S. banks, as well as leading insurers and healthcare providers. Powered by models trained on more than 1.5 billion real-world interactions annually and protected by 300+ patents, Pindrop restores trust while reducing fraud, lowering operational costs, and improving customer experience.

Recognized by TIME as one of the Top 10 Most Influential Software Companies of 2026 and by Inc. for Best in Business for Innovation, Pindrop is backed by leading investors including Andreessen Horowitz, IVP, and CapitalG.

What You’ll Do

As a Principal Solution Architect, you will engage with global enterprise clients to architect end-to-end solutions and map out implementation approaches tailored to their unique business needs. You will be responsible for deeply understanding the complexities and interdependencies of each client environment, working with internal departments to quickly break down barriers, and providing best practices and guidance to build client confidence.

Your ultimate goal will be to ensure clients begin their Pindrop journey well positioned to become highly successful customers.

• Engage and consult with global, strategic clients to architect solutions that deliver maximum value, including offering best-practice recommendations, on-the-fly solution suggestions, and relevant lines of questioning that may not have been prepared in advance.

• Assist the sales team in building prospect confidence in Pindrop’s solutions by articulating complex product functionality, cloud architecture, and network architecture in a simple, easy-to-understand manner.

• Identify and document all potential risks that could impact a prospect’s or customer’s successful deployment and full optimization on Pindrop. Lead internal discussions with stakeholders and build mitigation plans.

• Write accurate Statements of Work (SOWs) with proposed solutions that encompass all requirements, deliverables, schedules, tasks, and pricing.

• Lead complex deployments from project kickoff through transition, including gathering technical and functional requirements, configuring the solution, and supporting Pindrop customers with testing, training, and go-live.

• Gain deep product knowledge and partner closely with Product and Engineering teams to identify product gaps and influence new features and products on the roadmap.

Who You Are

• You are customer-obsessed and passionate about delivering high-quality results.

• You are resilient in the face of challenges, change, and ambiguity.

• You are optimistic and believe you can turn problems into solutions.

• You are resourceful, excited to uncover innovative solutions, and willing to teach yourself something new when needed.

• You take accountability, do the things you say you will do, under-promise, and over-deliver.

• You are nimble and adaptable when priorities change, while continuing to see the forest through the trees.

Your Skill Set

• 8+ years of experience in SaaS professional services or consulting.

• BSc/BEng or higher degree in Computer Science, Mechanical Engineering, Electrical Engineering, or equivalent experience.

• 5+ years of experience implementing and leading enterprise, global SaaS projects.

• Expertise in creating and managing web services, including REST, SOAP, and WSDL.

• Passion for helping solve complex problems and proven ability to understand progressive technology.

• Ability to explain highly technical concepts and functionality in a simple, easy-to-understand way.

• Expertise with CCaaS provider solutions, Salesforce, and other CRM platforms.

What’s in It for You

As a Pindropper, you will join a rapidly growing company that is making technology more human with the power of voice. You will work alongside some of the best and brightest people in the industry.

We are a passionate group committed to excellence, but that does not stop us from enjoying the journey as a team through chess and poker tournaments, catered lunches, happy hours, wellness programming, and more. Because we take our jobs seriously, we also make time for rest with Unlimited PTO, Focus Thursdays, and company-wide rest days.

Within 30 Days, You’ll

• Complete onboarding and attend New Employee Orientation sessions with other new Pindroppers.

• Support peers in delivering implementations.

• Support pre-sales technical and functional requirements gathering.

Within 60 Days, You’ll Be

• Writing SOWs and supporting redlines.

• Scoping and architecting new opportunities.

• Implementing Pindrop solutions for customers.

Within 90 Days, You’ll

• Teach us something new about how we can deliver faster projects with customers fully operationalized by the time the project closes.

• Lead the organization in adopting the PS 2.0 Architect program.

What We Offer

As part of Pindrop, you will have a direct impact on our growing portfolio of products and help shape the future of security in the voice-driven economy.

We hire great people and take care of them. Here is a snapshot of the benefits we offer:

• Competitive salary: $132,000 - $158,000 annually gross / £98,905 - £118,387 annually gross
• Unlimited Paid Time Off (PTO)
• Remote-first environment, giving you flexibility and autonomy in how you structure your day
• Recurring monthly phone and internet allowance to help cover essential connectivity costs and support flexible work
• Annual Learning & Development stipend to support your professional growth, skill-building, certifications, and continued education
• Apple MacBook Pro of your choice
• Pension scheme and salary exchange option
• Medical and dental insurance / private healthcare
• Life insurance and critical illness insurance
• Flexible schedules
• Best-in-class tools and tech stack
• Fun activities to celebrate our accomplishments as a team

What We Live By

At Pindrop, our Core Values are fundamental beliefs at the center of everything we do. They are the guiding principles that shape our actions and behaviors.

Our Values are deeply embedded in our culture in both big and small ways. They help us determine the right path forward, especially when the answer is not immediately clear. We believe in taking accountability, making thoughtful decisions, and acting in ways that reflect who we are.

By making decisions and taking action with our Core Values in mind, we believe we can achieve our goals and keep Pindrop a great place to work.

• Audaciously Innovate — We continue to change the world and the way people safely engage and interact with technology. As first-principles thinkers, we challenge standards, take risks, and learn from our mistakes in order to drive positive change and continuous improvement. We believe nothing is impossible.

• Evangelical Customers for Life — We delight, inspire, and empower customers from day one and for life. We create partnerships and experiences that result in shared passion. We are champions for our customers, and our customers become our champions, creating a universal commitment to one another.

• Execution Excellence — We do what we say and say what we do. We are accountable for making the tough decisions and necessary tradeoffs required to deliver quality, effective solutions on time.

• Win as a Company — Every time we win, we win as a company. Every time we lose, we lose as a company. We break down silos, support one another, embrace diversity, and celebrate our successes. We are better together.

• Make a Difference — Every day, we have the opportunity to make a positive impact. We operate with dedication, passion, and uncompromising integrity, creating a safer, more secure world.

#LI-Remote

Not sure if this is you?

We want a diverse, global team, with a broad range of experience and perspectives. If this job sounds great, but you’re not sure if you qualify, apply anyway! We carefully consider every application and will either move forward with you, find another team that might be a better fit, keep in touch for future opportunities, or thank you for your time.

AI - A Transformative Force

At Pindrop, we view artificial intelligence as a transformative force that, when harnessed responsibly, can unlock unprecedented value for our customers, partners and society and enable and empower us to continue to deliver cutting-edge technology to combat fraud and unblur the lines between what it means to be human versus machine.

Pindrop may use AI tools to help prioritize job applications for human review. The AI tool may analyze your work experience and skills to assess fit for the role, but does not consider your name or contact details. Applications with the strongest match to job requirements are prioritized for human review; not all applications may be individually reviewed.

Pindrop is an Equal Opportunity Employer

Here at Pindrop, it is our mission to create and maintain a diverse and inclusive work environment. As an equal opportunity employer, all qualified applicants receive consideration for employment without regard to race, color, age, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetic information, disability, marital and/or veteran status.

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