Job Description NOTE: This is a FULLY remote role, but the candidate must be within Australia or New Zealand to collaborate with their team, peers, and internal customers. You do not have to be in the specific country or city shown in this listing, but please only apply if you are physically based within the ANZ region. Trusted by 20,000+ property managers worldwide, Hostaway is an industry leading, AI-powered vacation rental management platform designed for professional short-term rental operators. Hostaway brings everything together for greater efficiency and faster growth. Profitable, high-growth, and the first short-term rental PMS unicorn &#x1F984;. Join us at our most exciting stage yet! Learn more about our recent valuation and story here . As we continue our expansion into the APAC region in 2026, we&#x2019;re looking for a high-impact Account Executive to drive growth within these markets. With strong product-market fit and increasing demand, this role is critical to our success in the region. If you thrive in fast-paced environments and are passionate about building relationships, we want to hear from you. Your mission <ul><li> Develop and execute a strategic account plan to achieve revenue targets within APAC markets. </li><li> Build and maintain strong relationships with key stakeholders, including C-level executives and decision-makers. </li><li> Own the full sales cycle, with proven experience in both inbound and outbound activities. Your main focus will be outbound. </li><li> Identify and pursue upsell and cross-sell opportunities to maximise client satisfaction and retention. </li><li> Collaborate with marketing, product, and customer success teams to tailor solutions that resonate with clients. </li><li> Provide insights on market trends, competitor activities, and customer feedback to shape our APAC region expansion. </li><li> Maintain accurate and up-to-date records of all client interactions, opportunities, and activities in the CRM system. </li><li> Represent Hostaway at industry events, conferences, and networking opportunities to build brand awareness and expand our client base. </li></ul>Job Requirements <ul><li> 1+ years of Account Executive experience in a B2B SaaS environment is essential. </li><li> You&#x2019;re a results-driven, proactive individual with strong negotiation and problem-solving skills. </li><li> Strong business acumen and ability to manage the entire sales cycle. </li><li> Proven track record of exceeding quotas in a fast-growth environment. </li><li> Excellent negotiation, communication, and relationship-building skills. </li><li> Ability to work autonomously and adapt in a dynamic, evolving market. </li><li> Familiarity with CRM tools (Salesforce, HubSpot) and sales automation platforms. </li></ul> What we offer <ul><li> Competitive Compensation: We offer competitive pay based on market rates in the country of the applicant. </li><li> 100% Remote: Enjoy the freedom to work from anywhere within your country of residence&#x2014;be it a co-working space, your home office, or even your dining room table. The choice is yours. Just don&#x2019;t ask to work in our office (we don&#x2019;t have one). </li><li> Equity: Every role in our company comes with valuable stock options in a fast-growing and profitable company. This ensures we all share in the company&#x2019;s success. </li><li> Values-Driven Leadership: Our Core Values are not just words we&#x2019;ve written to make us feel good. We leverage them daily when making strategic and tactical decisions. </li><li> Professional Growth: Our rapid growth offers unparalleled learning and development opportunities, along with a multitude of career advancement opportunities. </li><li> Annual Paid Leave: The specific amounts vary by country and are aligned with country and/or contract-specific norms. </li><li> Geographic Specific Benefits: As an international employer, we offer different country-specific benefits such as Health Insurance and Pensions in countries where these perks are customary. The specifics depend on the country of the applicant. </li><li> Dynamic Team Culture: As a global company with team members in over 40 countries, our diverse and international culture fuels our innovation and creativity, providing a key pillar to our success (and making it a lot of fun to work here). </li></ul>Thank you for your interest. If you apply for this role, you will receive an email from our Talent Acquisition team after your application has been reviewed alongside the qualifications for this role and the qualifications of others who have applied.

Account Executive - 100% remote - ANZ

Hi there! Thanks for stopping by &#x1F44B; Are you actively looking for a new opportunity? Or just checking the market? Well&#x2026; you might just be in the right place! We&#x2019;re looking for a Capital Account Manager to join our Capital Sales Team. The role is responsible for managing a book of eligible merchants who have been offered funding through Lightspeed Capital. As trusted experts, our Capital Account Managers are responsible for business development activities in your assigned territories with the goal of driving awareness and adoption of our financial services offering. Lightspeed Capital is a merchant cash advance providing flexible funding options to Lightspeed merchants, enabling them to access alternative options to further their business operations. For more information take a look here. What You&#x2019;ll Be Doing <ul><li>Proactively reach out to our existing customers to promote our financial services offering</li><li>Provide exceptionally high levels of service and use effective sales techniques to position and drive awareness on Lightspeed Capital for merchants</li><li>Build a trusted advisor relationship with your customers and identify where Financial Service opportunities lie across your book of business</li><li>Negotiate contracts and close agreements to maximise the growth of your book of business</li><li>Achieve sales targets by providing exceptional advice and service to each merchant and coordinating with the regional leader for Account Management to maximise opportunities within the assigned territory</li><li>Employ effective business development &amp; relationship management techniques to assist in meeting or exceeding established sales targets for the territory</li><li>Provide regular feedback and be the voice of the merchant to business leaders</li><li>Understand the risk based nature of Merchant Capital Advances and how to communicate this with merchants; supported by our Risk team </li></ul>What You Need To Bring We&apos;re looking for candidates who has experience with the following: <ul><li>Sales experience, preferably selling a financial service product, with a track record of high performance for several years running</li><li>Understanding of solution-based consultative sales in a SaaS environment</li><li>Ability to use Salesforce.com and other technologies to manage and organise pipeline</li><li>Strong interpersonal skills to manage and build solid partnerships both internally and externally</li><li>Ability to work collaboratively and closely with adjacent teams, forging positive and valuable relationships </li></ul>We know that people are more than what&#x2019;s on their CV. If you&#x2019;re unsure that you have the right profile for the role... hit the &#x2018;Apply&#x2019; button and give it a try! Be a changemaker You&#x2019;ll Enjoy <ul><li>A flexible work environment that empowers you to do your best work</li><li>A culture that celebrates performance</li><li>The chance to make an impact in a team that&#x2019;s big enough for career growth, but lean enough to make your voice heard</li><li>Career-defining opportunities </li></ul>Plus benefits designed to keep you happy, healthy and fulfilled. <ul><li>Lightspeed share scheme (we are all owners)</li><li>Unlimited paid time off policy</li><li>Flexible working policy</li><li>Work remotely from anywhere in the world for up to 60 days per year</li><li>Health and wellness benefit of $500 per year</li><li>Mental health online platform and counselling &amp; coaching services</li><li>Paid leave and assistance for new parents</li><li>LinkedIn Learning license</li><li>Volunteer day</li><li>Dog friendly environment </li><li>Incredible snack bar filled with a variety of snacks &amp; drinks, to keep you going throughout the day </li><li>Weekly catered lunches for the entire office </li><li>Exciting events hosted regularly by our Melbourne Culture Club</li><li>State of the art office located in Melbourne Central Towers </li></ul>To all recruitment agencies: Lightspeed does not accept unsolicited agency resumes. If we have not directly engaged your company in writing to supply candidates for a specific vacancy, Lightspeed will not be responsible for any fees related to unsolicited resumes. Lightspeed is a proud equal opportunity employer and we are committed to creating an inclusive and barrier-free workplace. Lightspeed welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process. Where to from here? Obviously, this has to be mutually beneficial: we want you to step into a role you love, and we want to offer you a place you&#x2019;re proud to come to every day. For a glimpse into our world check out our career page here. Lightspeed is building communities through commerce, and we need people from all backgrounds and lived experiences to do that. We were founded in 2005, in Montreal&#x2019;s gay village and our original members were all part of the LGBTQ+ community. The ethos of our business has been about inclusion from the very beginning, and we strive to provide a workplace where everyone belongs. Who We Are Powering the businesses that are the backbone of the global economy, Lightspeed&apos;s one-stop commerce platform helps merchants innovate to simplify, scale, and provide exceptional customer experiences. Our cloud commerce solution transforms and unifies online and physical operations, multichannel sales, expansion to new locations, global payments, financial solutions, and connection to supplier networks. Founded in Montr&#xE9;al, Canada in 2005, Lightspeed is dual-listed on the New York Stock Exchange (NYSE: LSPD) and Toronto Stock Exchange (TSX: LSPD). With teams across North America, Europe, and Asia Pacific, the company serves retail, hospitality, and golf businesses in over 100 countries. Lightspeed handles your information in accordance with our Applicant Privacy Statement.

Account Manager (Capital)

About Omnidian Omnidian, Inc. is a fast-growing Series C tech-enabled service company revolutionizing performance assurance for the distributed solar and energy storage industries. Omnidian is building a more sustainable future for the planet through our passionate teams, our innovative technology, and by creating an amazing customer experience. We are a global organization and certified B Corp with operations in Australian and headquartered in the U.S. We have been growing our Australia team since 2022. In 2025, Omnidian acquired Solar Service Guys, Australia&#x2019;s largest dedicated solar service network, delivering industry-leading support across the full lifecycle of solar PV systems for over 17 years. Headquartered in Brisbane, SSG is known for its nationwide reach and expertise in design, monitoring, maintenance, and repair of solar systems for residential and commercial clients. Omnidian&#x2019;s AI-powered performance assurance platform supports over 380,000 asset years of data and now extends its reach into the Australian market. Together, we&#x2019;re delivering cutting-edge support and unmatched customer experience to solar investors across the globe. For more information about this exciting partnership, read Omnidian Announces Acquisition of Solar Service Guys, Accelerating Growth and Service Offerings in Australia About This Role The Growth Manager will support Omnidian&#x2019;s growth efforts in the Australian market. In this position you will execute a marketing and sales strategy designed to deliver growth over the next two years of growth. You will also be responsible for client success, acting as the client advocate in discussions relating to integration projects, client growth and operations performance. What You&apos;ll Do Marketing and Sales (70%) <ul><li>Lead Marketing: execute a marketing strategy to introduce Omnidian to the Australian market, with a focus on solar retailers active in the residential solar and storage segment. Success will be measured by the number and quality of leads created</li><li>Support Sales: in partnership with the VP Australia, negotiate contracts with prospective clients to provide services for their existing fleet and future flow of assets. Success will be measured by asset growth and contracted Annual Recurring Revenue (ARR) </li></ul>Client Success (30%) <ul><li>As we grow, we will need to onboard and manage new clients. Over the next few years, we plan to add 20-30 new clients across Australia</li><li>Client Onboarding: develop and lead execution of integration plans with new clients, ensuring a smooth transition from in-house service management to Omnidian service provision. Success will be measured by retention of clients through the first 12 months</li><li>Client Management: nurture relationships with key clients, to ensure value creation through customer care, asset management and client growth. Success will be measured by growth in client revenue over the medium term, associated with contracting and delivery of higher value services </li></ul>Who You Are Problem Solving <ul><li>Ability to independently make decisions and solve problems</li><li>Strong ability to coalesce meaningful action among multiple stakeholders with competing priorities </li></ul>Attitude &amp; Working Style <ul><li>Passion for learning new skills and concepts</li><li>Strong attention to detail and accuracy </li></ul>Communication <ul><li>Excellent written and verbal communication skills</li><li>Comfortable communicating with business owners and executives </li></ul>Time Management &amp; Organization <ul><li>Highly organized and process oriented</li><li>Experience managing multiple priorities </li></ul>Technology Competencies <ul><li>Comfortable working in a &#x201C;low code&#x201D; environment (Airtable, Hubspot)</li><li>Experienced in project and technology scoping </li></ul>Experience You&apos;ll Need Education <ul><li>Bachelor&#x2019;s degree in business or equivalent experience </li></ul>Previous Work Experience <ul><li>1-5 years of professional experience in residential solar</li><li>Experience in B2B marketing and/or sales is highly valued</li><li>A business development background is valued, but not essential</li><li>A generalist who can work across multiple areas is preferred </li></ul>Industry Experience <ul><li>Detailed understanding of residential solar technology and industry </li></ul>Work-life at Omnidian <ul><li>Work-Life Flexibility: Opportunities to work remotely, with 20 days of paid time off annually (accrued) and 10 days of sick leave annually (accrued)</li><li>Culture of Growth: A collaborative environment with mentorship and opportunities for career advancement</li><li>Inclusive Community: Global affinity groups, supportive policies, and a commitment to diversity, equity, and inclusion</li><li>Passionate team: We are mission-driven and believe in collaboration, mutual respect and trust. </li></ul>We strongly believe that diversity of experience, perspectives, and background will lead to a better environment for our employees and a better product for our customers. We are committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. We value diversity and inclusion and are committed to ensuring our hiring and retention practices, as well as our office culture, reflects this value. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. Omnidian is an equal opportunity employer. We are committed to diversity in the workplace. We make employment decisions on the basis of merit and business need. We hire without consideration to age, ancestry, citizenship, disability, gender expression, gender identity, marital status, national origin, political activity or affiliation, race, religion, sexual orientation, veteran status, or any other basis protected by law. We invite you to be part of our mission to create a workplace that is inclusive and welcoming to all. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us. Midpoint: $120,000 Our Philosophy on Pay: The range listed above reflects the starting base salary for most new hires in this role. However, your financial growth doesn&apos;t stop at the offer letter. We invest deeply in our people and reward results; annual merit increases can bring your total compensation above this initial range. Our goal is for you to continue growing within the pay band as you sharpen your skills and drive meaningful outcomes. <ul><li>Committed to Parity: We place candidates within the band based on professional experience, not negotiating skills, as part of our overall effort to avoid gender pay discrepancy</li><li>Superannuation: We offer 12% superannuation in addition to base salary</li><li>Comprehensive Health Coverage: Your well-being is our priority. We cover 100% of health insurance monthly premiums for employees and 50% for your dependents</li><li>Performance Bonus: Exceptional work deserves exceptional rewards. You&#x2019;ll be eligible for bonuses that reflect your contributions to our collective success</li><li>Equity Stake: We offer stock options so you can share in the long-term value you help create as we shape the future together</li><li>Continuous Growth: We are a learning organization. To support your evolution, we provide up to $500 in annual learning reimbursement for courses, certifications, or conferences </li></ul>

Growth Manager

About Docker Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world&apos;s largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout. We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default. _______________________________________________________________________ We are looking for an experienced Partner Sales Manager to drive continued growth and success with Docker&#x2019;s channel partners across US Central. This role is ideal for someone who has operated in a startup or scale-up environment and enjoys building and maturing a high-performing reseller ecosystem. You will be responsible for recruiting, enabling, and scaling solution partners and resellers, while working closely with Docker sales leadership and cross-functional teams to drive partner-sourced and partner-influenced revenue. You will own a regional partner revenue target focused on partner-sourced, partner-influenced pipeline and ARR. Responsibilities Partner Strategy &amp; Channel Execution <ul><li>Develop and execute regional reseller and channel partner plans aligned with Docker&#x2019;s GTM strategy and revenue goals</li><li>Recruit, onboard, and activate new solution partners and regional VARs</li><li>Own partner pipeline management, including deal registration, forecasting, key account planning, and execution reviews</li><li>Maintain regular partner cadence covering pipeline, performance, enablement needs, and growth opportunities </li></ul>Cross-Functional Collaboration <ul><li>Partner closely with Docker Sales, Marketing, Product, and Technical Account teams to align partner motions and execution</li><li>Ensure strong alignment between direct sales teams and reseller partners to maximize coverage and deal velocity </li></ul>Partner-Led Growth <ul><li>Drive net new business through reseller-led and co-sell motions</li><li>Enable partners with the training, tools, and assets required to effectively sell and support Docker&#x2019;s product portfolio</li><li>Activate joint sales plays, regional campaigns, and partner-driven demand generation initiatives </li></ul>Qualifications <ul><li>Proven track record in building and scaling reseller or channel programs in a startup or high-growth environment</li><li>10+ years of enterprise and/or channel sales experience, including selling through solution partners or VARs</li><li>Experience driving joint marketing programs with partners and generating net new pipeline</li><li>Background in software, developer tools, DevOps, or security preferred</li><li>Bachelor&#x2019;s degree in Business, Sales, Marketing, or a related field (or equivalent experience) </li></ul>What To Expect First 30 Days &#x2013; Orientation &amp; Foundation <ul><li>Complete onboarding across Docker&#x2019;s sales motions, tools, and processes</li><li>Learn Docker&#x2019;s partner model and key partner segments (distributors, resellers, VARs, cloud marketplaces)</li><li>Build relationships with internal stakeholders and priority regional partners</li><li>Develop a high-level regional reseller strategy and engagement plan </li></ul>First 60 Days &#x2013; Partner Cadence &amp; Planning <ul><li>Establish structured engagement and joint planning with top partners</li><li>Align on partner performance metrics, pipeline expectations, and enablement priorities</li><li>Collaborate with Marketing on a regional partner demand-generation plan</li><li>Align pipeline development strategies with regional sales leadership </li></ul>First 90 Days &#x2013; Execution &amp; Momentum <ul><li>Launch initial joint sales and marketing initiatives with reseller partners</li><li>Drive partner enablement and define clear co-sell and deal engagement workflows</li><li>Begin tracking early performance indicators for partner-sourced and partner-influenced pipeline </li></ul>One-Year Outlook <ul><li>Build durable, high-value relationships with strategic and regional reseller partners</li><li>Drive measurable growth in partner-sourced pipeline, net new ARR, and renewals</li><li>Expand Docker&#x2019;s regional coverage and market penetration through partner-led GTM</li><li>Continuously refine the reseller engagement model based on performance, feedback, and market trends </li></ul>Docker does not offer visa sponsorship for this role. ______________________________________________________________________ Posting Information <ul><li>Open vacancy: This posting is for an existing open role.</li><li>AI in hiring: Docker may use AI-assisted tools during our recruiting process.</li><li>Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent. </li></ul>______________________________________________________________________ Perks &amp; Benefits <ul><li>Remote-first by design &#x2013; Work from your home, with offices in Seattle and Paris for connection and collaboration.</li><li>Flexibility that fits your life &#x2013; We trust you to manage your schedule while delivering great work.</li><li>Time to recharge &#x2013; Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.</li><li>Home office support &#x2013; Set up your workspace for comfort and success.</li><li>Technology stipend &#x2013; Equivalent to US$100 net per month to help support your work.</li><li>Learning &amp; development &#x2013; Annual stipend for conferences, courses, certifications, and continued learning.</li><li>Parental leave &#x2013; 16 weeks of paid parental leave after six months of employment.</li><li>Equity for all full-time employees &#x2013; Share in Docker&apos;s long-term success as we continue to grow.</li><li>Comprehensive benefits &#x2013; Medical, retirement, and paid holidays vary by country.</li><li>Docker swag &#x2013; Because representing the whale never gets old. </li></ul>Docker is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.

Partner Sales Manager (Melbourne or Sydney Preferred)

Business Development Manager &#x2013; Building MaterialsLocation: Australia &#x2013; flexible/remotePreferred locations: Melbourne, Sydney or Brisbane; candidates based in Western Australia with strong industry networks are also encouraged to applyEmployment type: Full-timeCompensation: Competitive base salary plus sales commissionAbout the RoleOriental Yuhong Australia is building its local operations and expanding its presence in the Australian building materials market.We are seeking a commercially driven Business Development Manager with established industry relationships and a strong understanding of the Australian market. This is a hands-on market-development role for someone who can open doors, build distribution channels and convert opportunities into sustainable revenue.The initial product portfolio will focus on compliant building and interior finishing products available for sale in Australia, including SPC flooring, laminate flooring, engineered timber flooring and other selected building material categories.Key Responsibilities<ul><li>Develop and execute sales and market-entry plans for the Australian market.</li><li>Identify, approach and secure new customers across retail, wholesale, distribution and project channels.</li><li>Leverage existing industry relationships to accelerate access to major retailers, buying groups, distributors, builders and other channel partners.</li><li>Build and manage a qualified sales pipeline from initial prospecting through negotiation and account conversion.</li><li>Establish productive relationships with key decision-makers and develop long-term customer partnerships.</li><li>Introduce suitable products to customers, communicate their commercial value and coordinate samples, quotations and product information.</li><li>Gather market intelligence on customer demand, pricing, competitors, product requirements and channel opportunities.</li><li>Work closely with the regional and China-based teams on product availability, compliance, pricing, logistics and go-to-market priorities.</li><li>Prepare sales forecasts, customer plans and regular pipeline reports.</li><li>Represent Oriental Yuhong Australia at customer meetings, trade events and relevant industry activities.</li><li>Travel within Australia as required to develop customers and support business growth.</li></ul>Qualifications and Experience<ul><li>Proven business development or sales experience in building materials, flooring, hardware, construction products, home improvement or a closely related sector.</li><li>An established network of relevant customers, distributors, retailers, builders, contractors or industry partners in Australia.</li><li>Demonstrated ability to develop new markets, open new accounts and generate revenue from the ground up.</li><li>Strong understanding of Australian sales channels and commercial practices.</li><li>Experience engaging with major retail or home-improvement channels is highly desirable; existing relationships with Bunnings or comparable national retailers will be a strong advantage.</li><li>Strong negotiation, presentation, relationship-management and commercial skills.</li><li>Self-motivated and comfortable working independently in a developing business environment.</li><li>Able to coordinate effectively with cross-border and multicultural teams.</li><li>Strong written and spoken English.</li><li>Proficiency in Mandarin is advantageous but not essential.</li><li>Willingness to travel within Australia.</li><li>A valid driver&#x2019;s licence and unrestricted working rights in Australia.</li></ul>What We Offer<ul><li>The opportunity to play a leading role in developing Yuhong&#x2019;s Australian business.</li><li>A flexible work location within Australia.</li><li>A competitive base salary aligned with the successful candidate&#x2019;s experience and industry network.</li><li>Performance-based sales commission.</li><li>Access to an expanding portfolio of building and interior finishing products.</li><li>Direct collaboration with regional leadership and international product teams.</li><li>Significant autonomy to shape channel strategy and grow the local customer base.</li></ul>How to ApplyPlease submit your CV together with a brief introduction covering:<ol><li>Your experience in the Australian building materials or home-improvement market.</li><li>The customer and channel relationships you can bring to the role.</li><li>Examples of new accounts, distribution channels or markets you have successfully developed.</li></ol>

Business Development Manager – Building Materials

<h3>About <a href="https://jobicy.com/company/halter" target="_blank" rel="noopener">Halter</a>.</h3>
At Halter, we're on a mission to enable farmers and producers to run the most productive and sustainable operations in the world. Our customers are using Halter to break free from the constraints of conventional practices, and revolutionising pasture farming with Halter. It's changing lives and transforming an industry.
People join Halter to do meaningful work. By joining us you'll be solving challenging problems within a talented team and a culture built for high performance. Our team out-think, out-work and out-care.

<h3>The Role.</h3>
We're looking for an exceptional Sales Engineer to join Halter's Enterprise Sales team, partnering with the largest and most influential farming businesses across New Zealand and Australia.
This is not a traditional pre-sales engineering role. You'll become a trusted technical advisor to some of agriculture's most progressive organisations. You'll combine commercial awareness and technical expertise to solve complex operational challenges. Whether you're designing enterprise roll-out strategies, validating technical solutions, or influencing the future direction of our product, you'll play a critical role in helping our largest customers succeed.
You'll work alongside Enterprise Sales Managers and Key Account Managers throughout complex sales cycles, providing technical leadership from first engagement through to implementation planning.
You'll also become the voice of enterprise customers within Halter, ensuring the product continues to evolve to meet the needs of the world's leading farming businesses.

<h3>What your day could look like. </h3>
Enterprise Discovery &amp; Solution Design
You'll work with Enterprise Sales Managers to deeply understand a customer's farming system, operational model and strategic priorities. You'll identify where Halter creates value, design technical solutions that meet complex enterprise requirements, and help customers envision what operating differently could look like across dozens of farms.
Technical Leadership
You'll become the technical expert in enterprise engagements, leading product demonstrations, solution workshops, technical discovery sessions and implementation planning. You'll confidently answer detailed questions around grazing systems, hardware, connectivity, integrations, data, reporting and large-scale deployments.
Customer Problem Solving
No two enterprise customers operate the same way. You'll enjoy unpacking complex operational challenges and collaborating with customers to develop practical solutions. You'll work with multiple stakeholders, from farm managers and operational leaders through to executives and boards, ensuring Halter can be successfully adopted across their organisation.
Product &amp; Customer Feedback
You'll be the bridge between enterprise customers and Halter's Product and Engineering teams. You'll identify emerging customer needs, recurring product opportunities and market trends, helping shape the evolution of Halter as we continue to scale globally.
Cross-functional Execution
Enterprise customers require seamless execution. You'll work closely with Sales, Account Management, Customer Success, and Halter's world class Product and Engineering team to ensure technical alignment throughout the customer journey and support successful roll-outs across large farming portfolios.
Build What's Next
As Halter scales, you'll help establish best practice for enterprise solution engineering. You'll contribute to technical playbooks, customer tools, implementation frameworks and internal capability that allows Halter to serve increasingly complex customers around the world.

<h3>Who are we looking for?</h3>
We're looking for someone who thrives on solving difficult problems and who is excited at the prospect of sitting at the intersection of agriculture, bleeding edge technology and commercial strategy.
You'll likely bring:
<ul>
<li>
Experience in technical pre-sales, solution engineering, implementation consulting or a similar customer-facing technical role.
</li>
<li>
It's not a deal breaker, but an understanding of commercial farming systems, ideally dairy or livestock production.
</li>
<li>
The ability to simplify complex technical concepts for both operational and executive audiences.
</li>
<li>
Exceptional communication and presentation skills, with confidence facilitating workshops and influencing senior stakeholders.
</li>
<li>
Curiosity and systems thinking. You naturally enjoy understanding how complex businesses operate and identifying better ways of working.
</li>
<li>
High ownership and accountability. You enjoy ambiguity, move quickly and take responsibility for outcomes.
</li>
<li>
A collaborative mindset and a passion for working across Product, Engineering and Commercial teams.
</li>
<li>
A desire to build. As Halter grows, you'll help define how enterprise solution engineering operates for years to come.
</li>
<li>
Good vibes and fun to the Enterprise team and our customers.
</li>
</ul>
Frequent travel is part of this role, you'll engage with customers across New Zealand and Australia regularly.
If building the future of farming excites you, we'd love to hear from you.

<h3>Join our team</h3>
Halter is committed to promoting a diverse and inclusive workplace — a place where we can each be ourselves and do the best work of our lives. Research shows that while men apply to jobs when they meet an average of 60% of the requirements, women and under-represented groups of candidates tend to only apply when they meet every requirement. If you think you have what it takes but don’t necessarily tick every requirement on this job description, please still get in touch and apply to Halter. We’d love to chat to see if you’ll be an epic fit!
If this opportunity sounds like you, please apply below by sending through your cover letter explaining why you’re excited about this role and working at Halter, along with your CV, and we’ll be in touch!
Please also feel free to check out the <a href="https://www.halterhq.com/careers" rel="nofollow ugc noopener" target="_blank">careers page</a> for more information on working at Halter and don't forget to follow us on <a href="https://www.linkedin.com/company/halter-limited" rel="nofollow ugc noopener" target="_blank">LinkedIn</a> &amp; <a href="https://www.instagram.com/lifeathalter/" rel="nofollow ugc noopener" target="_blank">Instagram</a>.

<h3>Why our team loves working at Halter:</h3>
<ul>
<li>
Work that genuinely matters. Every now and again a company comes along that transforms an entire industry and leaves the world in a better place. Our team gets to be part of something truly meaningful, helping farmers improve their livelihoods, spend more time with their families, and build more sustainable operations.
</li>
<li>
Spectacular people solving hard problems. Our culture is designed for talented people to do work that changes lives. The team is filled with diverse, kind, and driven people who push each other to do their best work. You'll be thrown into the deep end, tackling complex challenges and building something tangible that solves real problems.
</li>
<li>
You'll grow here. Autonomy, mastery, and learning define how we work. You'll have the freedom to work on interesting problems, master new skills, and continuously develop yourself, both through your role and our $1,000 personal growth fund.
</li>
<li>
This isn't easy, and we love that it's hard. Working at Halter will be the most rewarding and the most challenging work of your life. We move fast, take bold bets, and work hard to reshape an entire industry. As one team member put it: "Joining Halter is a bit like strapping yourself to a rocket ship, but it's an epic journey to be a part of!"
</li>
</ul>

Sales Engineer (Enterprise)

<a href="https://jobicy.com/company/stackadapt" target="_blank" rel="noopener">StackAdapt</a> is the leading technology company that empowers marketers to reach, engage, and convert audiences with precision. With 465 billion automated optimizations per second, the AI-powered StackAdapt Marketing Platform seamlessly connects brand and performance marketing to drive measurable results across the entire customer journey. The most forward-thinking marketers choose StackAdapt to orchestrate high-impact campaigns across programmatic advertising and marketing channels.
The Sales Director, Client Partnership role is a high-impact, pure hunter sales position built for relentless business developers who excel at outbound prospecting, cold calling, breaking through tough leads, and securing meetings with brand decision-makers. Reporting to the Director of Sales, you will drive new programmatic advertising revenue directly from in-house marketing teams and brands within targeted vertical markets. While a background in commerce or retail media is highly advantageous, we strongly welcome top-performing hunters from other industries who possess a proven track record of opening doors and an established network of brand marketers.
StackAdapt is a remote-first company. We will be prioritizing candidates located in Sydney &amp; Melbourne for this role, with potential for occasional travel to meet with clients.
What You'll Be Doing:
<ul>
<li>Driving aggressive outbound sales activity—including high-volume cold outreach, strategic multi-touch campaigns, and persistent lead follow-ups—to secure initial meetings with decision-makers at target brands.</li>
<li>Identifying, pitching, and closing new platform sales deals with in-house marketing teams, focusing relentlessly on net-new logo acquisition in competitive vertical markets.</li>
<li>Building and managing a high-velocity, robust sales pipeline, leveraging CRM tools to exceed outbound activity benchmarks and coverage ratios.</li>
<li>Collaborating closely with management, product, and solutions teams to articulate client needs, co-create industry-leading vertical offerings, and get products specified and built that meet brand-direct requirements.</li>
<li>Translating field insights into product strategy and innovation, serving as a customer advocate within the company.</li>
<li>Creating compelling, value-based pitch decks and associated research to effectively close new business with executive-level prospects.</li>
<li>Maintaining a deep understanding of market trends, competitive threats, and the evolving needs of brand-direct clients in digital media.</li>
<li>Working closely with dedicated StackAdapt Account Managers post-onboarding to ensure a warm hand-off and continued client success and potential expansion opportunities.</li>
</ul>
What You'll Bring to the Table
<ul>
<li>Proven track record as an exceptional hunter in digital advertising, media, or tech sales, with demonstrated mastery of cold calling, outbound lead generation, and meeting acquisition.</li>
<li>Strong preference for experience selling into commerce, retail, or DTC brands; however, candidates with strong sales capability from other verticals who hold an established network of brand marketing executives are strongly encouraged to apply.</li>
<li>A self-starter mentality with the ability to thrive in a fast-paced, evolving environment focused on building new product offerings in the market.</li>
<li>Experience in developing and implementing go-to-market plans, including defining Ideal Customer Profiles (ICPs) and segmentation frameworks.</li>
<li>Ability to grasp and communicate complex technical concepts and platform-based knowledge to diverse audiences, including marketing executives.</li>
<li>Proficiency in utilizing CRM tools (Salesforce) to manage pipelines, forecast sales, and drive operational rigor.</li>
<li>Experience building strong client relationships and driving consistent top-line revenue growth through new logo acquisition.</li>
<li>Willingness to travel occasionally to meet with clients within their region as needed.</li>
<li>Tenacity and resilience required to navigate complex org charts, overcome objections, and break ground with hard-to-reach prospects.</li>
<li>Strong practical proficiency with AI tools, with demonstrated experience using AI to improve sales productivity, account planning, prospecting, pipeline management and strategic decision-making.</li>
<li>Embedding practical AI workflows that improve seller productivity, preparation and overall sales execution.</li>
</ul>
The compensation range listed for this role reflects the expected base salary for candidates located in the posting country based on a global rate. It is informed by market data and the approved budget for this position. StackAdapt maintains different compensation ranges for roles across other countries and regions, and final offers will be aligned to the candidate’s current location. We do not ask candidates about current or prior salary history, and we will not use such information, if volunteered, in setting an offer.
This range represents base salary only. Depending on the role, candidates may also be eligible for additional compensation such as annual bonuses, commissions, equity awards, and a comprehensive benefits package.
Factors Influencing Final Compensation:
<ul>
<li>The final compensation offer will be determined by a variety of factors, which may include, but are not limited to: the candidate's specific experience, technical skills, knowledge, abilities, and relevant education, licensure, and certifications.</li>
<li>Other business factors, such as organizational needs and budget alignment, may also be considered in the final offer.</li>
</ul>
Base Salary Band
$150,298—$206,659 AUD
<h3>StackAdapter's Enjoy:</h3>
<ul>
<li>Highly competitive salary</li>
<li>Retirement/ 401K/ Pension Savings globally</li>
<li>Competitive Paid time off packages including birthday's off!</li>
<li>Access to a comprehensive mental health care program</li>
<li>Health benefits from day one of employment</li>
<li>Work from home reimbursements</li>
<li>Optional global WeWork membership for those who want a change from their home office and hubs in London and Toronto</li>
<li>Robust training and onboarding program</li>
<li>Coverage and support of personal development initiatives (conferences, courses, books etc)</li>
<li>Access to StackAdapt programmatic courses and certifications to support continuous learning</li>
<li>An awesome parental leave program</li>
<li>A friendly, welcoming, and supportive culture</li>
<li>Our social and team events!</li>
</ul>
Please note: Benefits and perks may vary depending on your country of employment and the nature of your engagement. In locations where StackAdapt does not have a legal entity, employment and benefits are administered in accordance with local regulations and partner policies.
StackAdapt is a diverse and inclusive team of collaborative, hardworking individuals trying to make a dent in the universe. No matter who you are, where you are from, who you love, follow in faith, disability, superpower status, ethnicity, or the gender you identify with (if you’re comfortable, let us know your pronouns), you are welcome at StackAdapt. 
StackAdapt is committed to providing an inclusive and accessible recruitment process. Accommodations are available upon request for candidates taking part in all aspects of the selection process. If you require an accommodation, please let us know.
We use artificial intelligence (AI) to streamline the resume reviews of candidates and assess their fit based on the criteria outlined in the job posting. We do not use AI to make any final hiring or interview decisions.
About StackAdapt
We've been recognized for our diverse and supportive workplace, high performing campaigns, award-winning customer service, and innovation. We've been awarded:
<a href="https://www.stackadapt.com/resources/blog/g2-2026-best-software-awards" rel="nofollow ugc noopener" target="_blank">G2 Top Software for 2026</a> <a href="https://www.greatplacetowork.ca/en/bestworkplaces/best-workplaces-for-young-talent/2026" rel="nofollow ugc noopener" target="_blank">2026 Best Workplaces™ for Young Talent</a> and <a href="https://www.stackadapt.com/resources/blog/great-place-to-work-best-workplaces-canada-2026" rel="nofollow ugc noopener" target="_blank">in Canada</a> by Great Place to Work® <a href="https://www.stackadapt.com/resources/blog/best-cross-channel-advertising-platform" rel="nofollow ugc noopener" target="_blank">#1 DSP on G2 and leader in a number of categories including Cross-Channel Advertising</a>
<a href="https://www.stackadapt.com/resources/blog/adweek-tech-stack-awards-2026" rel="nofollow ugc noopener" target="_blank">2026 Winner in the (CTV/OTT) Product/Platform category for the 2026 ADWEEK Tech Stack Awards</a>
To learn more about our privacy practices, please see our <a href="https://www.stackadapt.com/legal-document-centre/website-and-platform-user-privacy-policy" rel="nofollow ugc noopener" target="_blank">Privacy Policy</a>.
#LI-REMOTE

Account Director, Vertical Sales

<a href="https://jobicy.com/company/canonical-ltd" target="_blank" rel="noopener">Canonical</a> is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1000+ colleagues in 70+ countries and very few roles based in offices. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.The company is founder led, profitable and growing.We are hiring an Ubuntu Pro Sales Engineer to help global companies embrace the latest and greatest Linux and open source applications. Our team applies expert insights to real-world customer problems, enabling the enterprise adoption of Ubuntu Pro, OpenStack and Canonical Microcloud, Kubernetes and a wide range of associated technology. The people who love this role are software engineers who enjoy customer conversations and solving customer problems during the presales cycle. Ubuntu is used by pretty much every enterprise in the world, in every industry. This is a fantastic opportunity to learn about the open source technology landscape and develop your business technology insights. You will see first hand in various industries how Linux - and Ubuntu in particular - is shaping innovation and changing the world for the better.This role is particularly suited to candidates with a technical background who are business minded and driven by commercial success. This role is on our global Field Engineering team and will work closely with enterprise sales leads.Location: Most of our colleagues work from home. We are growing teams in EMEA, Americas and APAC time zones, so can accommodate candidates from almost any country.<h2>What your day will look like</h2>The Ubuntu Pro Sales Engineer is a key player in our efforts to facilitate and drive the adoption of Ubuntu Pro in the very large Ubuntu enterprise user base.<ul>
<li>Collect customer business requirements and advise them on Ubuntu and relevant open source applications</li>
<li>Identify customer challenges with open source and articulate how Ubuntu Pro could help solve them</li>
<li>Deliver presentations and demonstrations of Ubuntu Pro to prospective and current clients</li>
<li>Liaise with product teams to give them feedback on requirements to influence roadmap</li>
<li>Work collaboratively with your sales team to reach our common targets</li>
<li>Global travel up to 25% of time for internal and external events and 25% to customer meetings</li>
</ul><h2>What we are looking for in you</h2><ul>
<li>Exceptional academic track record from both high school and university</li>
<li>Undergraduate degree in a technical subject or a compelling narrative about your alternative chosen path</li>
<li>Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation</li>
<li>Track record of going above-and-beyond expectations to achieve outstanding results</li>
<li>Demonstrated personal interest in continuous learning and development</li>
<li>Practical knowledge of Linux, virtualisation, containers and networking</li>
<li>Business-minded technology thinker and problem solver</li>
<li>Knowledge of cloud computing concepts &amp; leaders, such as Kubernetes, AWS, Azure, GCP</li>
<li>Interest in large-scale enterprise open source - private clouds, machine learning and AI, data and analytics</li>
<li>Intermediate level Python programming skills</li>
<li>Passion for technology evidenced by personal projects and initiatives</li>
<li>The work ethic and confidence to shine alongside motivated colleagues</li>
<li>Professional written and spoken English with excellent presentation skills</li>
<li>Experience with Linux (Debian or Ubuntu preferred) </li>
<li>Excellent interpersonal skills, curiosity, flexibility, and accountability</li>
<li>A dynamic person who loves to jump in new projects and interact with people</li>
<li>Appreciative of diversity, polite and effective in a multi-cultural, multi-national organisation</li>
<li>Thoughtfulness and self-motivation </li>
<li>Result-oriented, with a personal drive to follow up and meet commitments </li>
<li>Ability to travel internationally, for company events up to two weeks long, and customer or industry meetings</li>
</ul><h2>What we offer colleagues</h2>We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.<ul>
<li>Distributed work environment with twice-yearly team sprints in person</li>
<li>Personal learning and development budget of USD 2,000 per year</li>
<li>Annual compensation review</li>
<li>Recognition rewards</li>
<li>Annual holiday leave</li>
<li>Maternity and paternity leave</li>
<li>Employee Assistance Programme</li>
<li>Opportunity to travel to new locations to meet colleagues</li>
<li>Priority Pass, and travel upgrades for long haul company events</li>
</ul><h2>About Canonical</h2>Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its inception in 2004.​ Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.Canonical is an equal opportunity employerWe are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. <a href="https://canonical.com/careers/diversity/identity" rel="nofollow ugc noopener" target="_blank">Whatever your identity, we will give your application fair consideration.</a>#LI-remote

Ubuntu Sales Engineer (Entry-Level)

<a href="https://jobicy.com/company/canonical-ltd" target="_blank" rel="noopener">Canonical</a> is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.The company is founder-led, profitable, and growing.Canonical is globally expanding its Embedded Devices Software Solution Sales team, hiring managers, directors, and account managers to broaden reach in mission-critical industries. The successful candidates will focus on our Ubuntu product portfolio, which is already widely used in connected devices and industrial PCs. Our newer offering, Ubuntu Core for IoT, provides state-of-the-art security and resilience for high-end appliances and equipment, serving global brands in consumer, industrial electronics, automotive, and robotics. We are continually enhancing this portfolio with features like real-time Linux capability and pursuing various certifications, representing Linux reinvented for optimal reliability, security, developer productivity, and footprint. We seek technically skilled professionals familiar with embedded Linux and RTOS.This is a high-energy role focused on prospecting sales and strategic account development, demanding ambition and focus. You will be responsible for carrying an annual bookings quota and must be comfortable positioning and selling a range of open source, services, and software solutions. Leveraging Ubuntu's market adoption, the work requires actively building trusted and profitable commercial relationships, developing the potential of your territory beyond managing inbound interest. This involves prospecting new business, maintaining existing relationships, and working with colleagues on account strategy. Candidates must be effective in selling complex technical solutions, including enterprise software, cloud, virtualization, and container technologies, to senior levels of the enterprise and departments focused on embedded software and IoT devices. Professional practice, clear account planning, continuous pipeline reporting, and the ability to travel regionally for client engagement and internationally for company events twice a year are expected.Location: We are growing our sales reach with remote roles in all regions - EMEA, APAC, and Americas; and office based roles in Taipei, Taiwan.<h2>The role entails</h2><ul>
<li>Building and executing a territory sales plan to prioritize leading security-focused brands and manufacturers</li>
<li>Working with marketing to promote our brand and increase market awareness in prioritized accounts</li>
<li>Developing pipeline through outreach, prospecting, local marketing, and industry events</li>
<li>Closing contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives</li>
<li>Managing customer relationships and interactions through all stages of the sales cycle</li>
<li>Working with Field Engineers to understand customer requirements and ensure customer satisfaction</li>
<li>Maintaining accurate data and forecasts within Salesforce</li>
<li>Establishing productive professional relationships with key influencers and decision-makers</li>
<li>Coordinating with colleagues, including support, delivery, and management</li>
</ul><h2>What we are looking for in you</h2><ul>
<li>Exceptional academic track record from both high school and university</li>
<li>Undergraduate degree in a technical subject</li>
<li>Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation</li>
<li>Track record of going above-and-beyond expectations to achieve outstanding results</li>
<li>Field sales experience in embedded Linux, embedded software, or enterprise software</li>
<li>Track record of achievement of sales targets and large account wins</li>
<li>Professional written and spoken English with excellent presentation skills</li>
<li>Experience with Linux (Debian or Ubuntu preferred)</li>
<li>Excellent interpersonal skills, curiosity, flexibility, and accountability</li>
<li>Result-oriented, with a personal drive to meet commitments</li>
<li>Ability to travel internationally twice a year, for company events up to two weeks long</li>
<li>Willingness to travel up to 50% for customer meetings and industry events</li>
<li>Detail oriented with effective follow-up</li>
</ul><h2>What we offer colleagues</h2>We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.<ul>
<li>Distributed work environment with twice-yearly team sprints in person</li>
<li>Personal learning and development budget of USD 2,000 per year</li>
<li>Annual compensation review</li>
<li>Recognition rewards</li>
<li>Annual holiday leave</li>
<li>Maternity and paternity leave</li>
<li>Team Member Assistance Program &amp; Wellness Platform</li>
<li>Opportunity to travel to new locations to meet colleagues</li>
<li>Priority Pass and travel upgrades for long-haul company events</li>
</ul><h2>About Canonical</h2>Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.<h2>Canonical is an equal opportunity employer</h2>We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. <a href="https://canonical.com/careers/diversity/identity" rel="nofollow ugc noopener" target="_blank">Whatever your identity, we will give your application fair consideration.</a>#LI-remote

Embedded Devices Software Solution Sales - All Roles

About Ping Identity: 
At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it. 
Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear. 
While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture. <a href="https://www.pingidentity.com/en/company/championing-every-identity.html" rel="nofollow ugc noopener" target="_blank">We champion every identity.</a> One of our core values, Respect Individuality, reminds us to celebrate differences so you are empowered to bring your authentic self to work. 
We're headquartered in Denver, Colorado and we have offices and employees around the globe. We serve the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. At Ping Identity, we're changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management. 
The Director, Sales (Asia) is a strategic regional leadership role responsible for driving revenue growth, customer acquisition, market expansion, and overall business performance for Ping Identity across Singapore, Hong Kong, Indonesia &amp; Malaysia.
As the senior commercial leader for the region, the Director, Sales will lead a high-performing sales organization, and build strategic relationships with enterprise customers, partners, and technology leaders. The role will be responsible for strengthening Ping Identity's position as a leader in identity security, workforce and customer identity, and the emerging Identity for AI market.
A critical priority for this role will be to identify and capitalize on the market's shift toward Identity for AI. As organizations rapidly adopt AI agents, autonomous systems, and AI-powered applications, traditional approaches to identity and access are evolving. The Director, Sales will help position Ping Identity at the forefront of this transformation, working with customers to address emerging requirements around AI agent identity, machine identity, authentication, authorization, governance, and secure access for AI-driven environments.
Main Responsibilities
<ul>
<li>Lead the regional team in achieving and exceeding revenue, bookings, pipeline, customer acquisition, retention, and expansion targets.</li>
<li>Establish a clear regional strategy that balances the growth of Ping Identity's core Customer Identity, Workforce Identity, and Identity Security businesses with emerging opportunities in Identity for AI.</li>
<li>Lead the regional pivot toward Identity for AI, developing market strategies that position Ping Identity as a strategic partner for organizations securing AI agents, AI applications, machine identities, and autonomous digital systems.</li>
<li>Educate customers, partners, analysts, and internal stakeholders on the evolving role of identity in the AI era and translate emerging market requirements into commercial opportunities.</li>
<li>Identify priority industries, market segments, customer profiles, and use cases across Singapore, Hong Kong, Indonesia &amp; Malaysia where identity security and Identity for AI represent significant growth opportunities.</li>
<li>Lead, manage, and develop a high-performing regional sales team, creating a culture of accountability, collaboration, customer-centricity, and continuous performance improvement.</li>
<li>Serve as a trusted advisor to C-suite executives and senior technology, security, digital, and business leaders on identity transformation and the security implications of AI adoption.</li>
<li>Drive new customer acquisition through strategic prospecting, demand generation, pipeline development, and disciplined opportunity management.</li>
<li>Expand existing customer relationships by identifying opportunities across workforce identity, customer identity, access management, identity security, and emerging AI-related identity requirements.</li>
<li>Develop and execute strategic account plans for key enterprise customers and target accounts across the region.</li>
<li>Partner closely with Marketing, Product, Customer Success, Professional Services, Finance, Legal, and other functions to ensure regional strategies reflect customer needs and market dynamics.</li>
<li>Establish strong regional sales processes, operating rhythms, forecasting discipline, and performance management practices.</li>
<li>Monitor regional sales performance, pipeline coverage, forecast accuracy, bookings, customer acquisition, retention, and expansion metrics, providing actionable insights to executive leadership.</li>
<li>Maintain a strong understanding of competitive dynamics across the identity, cybersecurity, cloud, AI, and enterprise technology markets.</li>
<li>Identify emerging market trends and translate them into actionable strategies for Ping Identity's regional growth.</li>
<li>Build and manage relationships with strategic channel partners, resellers, distributors, systems integrators, cloud providers, and technology alliances.</li>
<li>Develop joint go-to-market strategies with strategic partners to expand Ping Identity's reach across Singapore, Hong Kong, Indonesia &amp; Malaysia</li>
<li>Develop an ecosystem strategy around Identity for AI, identifying partnerships and alliances that can accelerate adoption and strengthen Ping Identity's position in the emerging market.</li>
<li>Represent Ping Identity at major industry events, conferences, customer forums, executive briefings, and partner engagements across the region.</li>
<li>Act as the primary regional advocate for customer and market requirements, influencing product strategy and investment priorities through market intelligence and customer feedback.</li>
<li>Foster a culture of innovation, continuous learning, professional development, and customer success across the regional organization.</li>
</ul>
Required Skills &amp; Qualifications
<ul>
<li>A minimum of 5 years experience of leading enterprise cybersecurity/SaaS sales teams in with responsibility for regional revenue, teams, and business performance.</li>
<li>Proven track record of driving revenue growth, customer acquisition, market expansion, and strategic account development across Singapore, Hong Kong, Indonesia &amp; Malaysia </li>
<li>Demonstrated ability to develop and execute multi-country go-to-market strategies.</li>
<li>Strong understanding of enterprise technology sales, complex sales cycles, account management, forecasting, pipeline management, and value-based selling.</li>
<li>Experience selling to senior executives, including CIOs, CISOs, CTOs, and other technology and business leaders.</li>
<li>Exceptional executive communication, negotiation, presentation, and relationship-building skills.</li>
<li>Demonstrated ability to build, lead, coach, and develop high-performing sales teams</li>
<li>Strong commercial and analytical capabilities, including the ability to interpret market trends, competitive intelligence, customer requirements, and sales performance data.</li>
<li>Ability to operate effectively across diverse cultures, markets, and business environments.</li>
<li>Strong understanding of cybersecurity, identity, cloud, digital transformation, and emerging AI security trends.</li>
<li>Bachelor's or Master's degree in Business, Marketing, Technology, or a related field.</li>
<li>Eligibility to work in Singapore</li>
</ul>
Preferred Skills &amp; Qualifications
<ul>
<li>Experience in Identity and Access Management (IAM), Identity Security, Customer Identity, Workforce Identity, cybersecurity, SaaS, or enterprise software.</li>
<li>Understanding of the evolving Identity for AI landscape and the security challenges associated with AI agents, autonomous systems, and non-human identities.</li>
<li>Experience developing new markets or establishing technology companies as market leaders within the defined region</li>
<li>Strong relationships with systems integrators, distributors, resellers, cloud providers, technology partners, and strategic alliances.</li>
<li>Familiarity with CRM, sales enablement, analytics, forecasting, and revenue operations platforms.</li>
<li>Strong understanding of the regulatory, competitive, economic, and technology environment across the defined region</li>
<li>Experience participating in industry forums and representing a technology company as a senior executive and market leader.</li>
</ul>
Life at Ping:
We believe in and facilitate a flexible, collaborative work environment. We’re growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that’s who we want to succeed with every day. 
Here are just a few of the things that make Ping special:
<ul>
<li>A company culture that empowers you to do your best work.</li>
<li>Employee Resource Groups that create a sense of belonging for everyone.</li>
<li>Regular company and team bonding events.</li>
<li>Competitive benefits and perks.</li>
<li>Global volunteering and community initiatives</li>
</ul>
Our Benefits: 
<ul>
<li>Generous PTO &amp; Holiday Schedule </li>
<li>Parental Leave</li>
<li>Progressive Healthcare Options</li>
<li>Retirement Programs</li>
<li>Opportunity for Education Reimbursement </li>
<li>Commuter Offset (Specific locations) </li>
</ul>
Ping is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone’s individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.
We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

Director, Sales (Asia)

<div class="content-intro">Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at <a href="http://grafana.com" target="_blank">grafana.com</a> and follow us on <a href="https://www.linkedin.com/company/grafana-labs/" target="_blank">LinkedIn</a> and <a href="https://twitter.com/grafana" target="_blank">X</a>.
We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.</div><div class="section page-centered">
<h3 class="p-rich_text_section">The Opportunity</h3>
<div class="p-rich_text_section">Grafana Labs is looking for a&nbsp;Regional Sales Director, Growth who will be responsible for leading a team of Growth Account Executives across France. As the RSD you will be asked to drive revenue growth, retain and attract new talent, and grow your customer base within your assigned territory. You will be recognised as a sales leader throughout the company – setting the tone and pace for your specified region. We are looking for an entrepreneurial sales leader - someone who thrives in a fast-paced, ever-evolving environment. You’ll spend your time developing and executing sales strategies, mentoring your team, and strategically partnering with groups across the organisation.You will guide your team through a consultative sales approach where you will learn about your prospect’s needs and then dive into the potential fit. Your expertise will be critical in helping articulate the value of our products and building strong relationships between the prospect and the Grafana sales team.</div>
<div class="p-rich_text_section">&nbsp;</div>
<div class="p-rich_text_section">Ideally, you come from a technical background and have sold visualisation, application performance management, or cloud-based tooling before. If you have worked with open-source software before, that’s even better. This is a critical hire for the company and you’ll be working closely with the rest of the GTM leadership team. We are looking for someone who wants to sign up for that challenge and build something great.</div>
<h3 class="p-rich_text_section">What You’ll Be Doing</h3>
<ul class="p-rich_text_list p-rich_text_list__bullet p-rich_text_list--nested" data-stringify-type="unordered-list" data-list-tree="true" data-indent="0" data-border="0">
<li data-stringify-indent="0" data-stringify-border="0">Develop and mentor your sales team</li>
<li data-stringify-indent="0" data-stringify-border="0">Develop a pipeline to help over-achieve revenue targets</li>
<li data-stringify-indent="0" data-stringify-border="0">Direct sales activities by establishing sales territories, quotas, and goals</li>
<li data-stringify-indent="0" data-stringify-border="0">Build and maintain an annual sales plan (goals) in support of our organisational strategy and objectives</li>
<li data-stringify-indent="0" data-stringify-border="0">Meet with prospects and strategise with sales representatives to help close deals</li>
<li data-stringify-indent="0" data-stringify-border="0">Help the team prepare for QBRs and HBRs</li>
<li data-stringify-indent="0" data-stringify-border="0">Develop long-term, strategic relationships with key contacts within their account base&nbsp;</li>
<li data-stringify-indent="0" data-stringify-border="0">Strategically partner with Marketing, Solution Engineers, R&amp;D, Customer Support and other functional teams</li>
</ul>
<h3 class="p-rich_text_section">What Makes You a Great Fit:</h3>
<ul class="p-rich_text_list p-rich_text_list__bullet p-rich_text_list--nested" data-stringify-type="unordered-list" data-list-tree="true" data-indent="0" data-border="0">
<li data-stringify-indent="0" data-stringify-border="0">Minimum 2 years of leading successful sales teams</li>
<li data-stringify-indent="0" data-stringify-border="0">Minimum 8 years of successful direct sales experience</li>
<li data-stringify-indent="0" data-stringify-border="0">Experience navigating complex sales cycles</li>
<li data-stringify-indent="0" data-stringify-border="0">Excellent communication (written, oral) and presentation skills (in-person, virtual)</li>
<li data-stringify-indent="0" data-stringify-border="0">Comfort working closely and building relationships with C-Level executives</li>
<li data-stringify-indent="0" data-stringify-border="0">Consistent track record in shaping strategic seven-figure deals</li>
<li data-stringify-indent="0" data-stringify-border="0">MEDDPICC expertise</li>
<li data-stringify-indent="0" data-stringify-border="0">Experience working with ROI and cost modeling to educate and assist potential buyers</li>
<li data-stringify-indent="0" data-stringify-border="0">Excellent organisational, prioritisation, and time management skills</li>
<li data-stringify-indent="0" data-stringify-border="0">Unwavering dedication to integrity and professionalism</li>
<li data-stringify-indent="0" data-stringify-border="0">Fluent in English and French</li>
</ul>
<h3 class="p-rich_text_section">Bonus Points For:</h3>
<ul class="p-rich_text_list p-rich_text_list__bullet p-rich_text_list--nested" data-stringify-type="unordered-list" data-list-tree="true" data-indent="0" data-border="0">
<li data-stringify-indent="0" data-stringify-border="0">Background in technical applications, familiarity with OSS is a big plus</li>
<li>Experience leading AEs landing new logos and expanding existing clients&nbsp;</li>
<li data-stringify-indent="0" data-stringify-border="0">Previous experience as an Account Executive in the French region</li>
</ul>
</div>
<div class="section page-centered">
<h3>Compensation &amp; Rewards</h3>
<div>In France, the OTE compensation range for this role is EUR 237,000 - EUR 340,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.</div>
</div><div class="content-conclusion"><div>
*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range &amp; benefits at the beginning of the process.
Why You’ll Thrive at Grafana Labs:
<ul>
<li>100% Remote, Global Culture -&nbsp;As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.</li>
<li>Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.</li>
<li>Transparent Communication – Expect open decision-making and regular company-wide updates.</li>
<li>Innovation-Driven – Autonomy and support to ship great work and try new things.</li>
<li>Open Source Roots – Built on community-driven values that shape how we work.</li>
<li>Empowered Teams – High trust, low ego culture that values outcomes over optics.</li>
<li>Career Growth Pathways – Defined opportunities to grow and develop your career.</li>
<li>Approachable Leadership – Transparent execs who are involved, visible, and human.</li>
<li>Passionate People – Join a team of smart, supportive folks who care deeply about what they do.</li>
<li>In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.&nbsp;</li>
<li>Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.</li>
</ul>
Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
#LI-Remote
</div>
<div>For information about how your personal data is used once you’ve applied to a job, check out our <a href="https://grafana.com/legal/applicant-and-candidate-privacy-policy/" target="_blank">privacy policy</a>.&nbsp;</div>
<div>&nbsp;</div></div>

Regional Sales Director, Growth | France | Remote

<div class="content-intro">Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at <a href="http://grafana.com" target="_blank">grafana.com</a> and follow us on <a href="https://www.linkedin.com/company/grafana-labs/" target="_blank">LinkedIn</a> and <a href="https://twitter.com/grafana" target="_blank">X</a>.
We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.</div><div class="section page-centered">
<h3 class="p-rich_text_section">The Opportunity</h3>
<div class="p-rich_text_section">Grafana Labs is looking for a&nbsp;Regional Sales Director, Enterprise Acquisition&nbsp;who will be responsible for leading a team of Enterprise Acquisition Account Executives across&nbsp;Iberia, Italy and the Middle East. As the RSD you will be asked to drive new revenue growth, retain and attract new talent, and grow Grafana's footprint within your assigned territory. You will be recognised as a sales leader throughout the company – setting the tone and pace for your specified region. We are looking for an entrepreneurial sales leader - someone who thrives in a fast-paced, ever-evolving environment. You’ll spend your time developing and executing sales strategies, mentoring your team, and strategically partnering with groups across the organisation.</div>
<div class="p-rich_text_section">&nbsp;</div>
<div class="p-rich_text_section">You will guide your team through a consultative sales approach where you will learn about your prospect’s needs and then dive into the potential fit. Your expertise will be critical in helping articulate the value of our products and building strong relationships between the prospect and the Grafana sales team. Ideally, you come from a technical background and have sold visualisation, application performance management, or cloud-based tooling before. If you have worked with open-source software before, that’s even better. This is a critical hire for the company and you’ll be working closely with the rest of the GTM leadership team. We are looking for someone who wants to sign up for that challenge and build something great.</div>
<h3 class="p-rich_text_section">What You’ll Be Doing</h3>
<ul class="p-rich_text_list p-rich_text_list__bullet p-rich_text_list--nested" data-stringify-type="unordered-list" data-list-tree="true" data-indent="0" data-border="0">
<li data-stringify-indent="0" data-stringify-border="0">Develop and mentor your sales team</li>
<li data-stringify-indent="0" data-stringify-border="0">Develop a pipeline to help over-achieve revenue targets</li>
<li data-stringify-indent="0" data-stringify-border="0">Direct sales activities by establishing sales territories, quotas, and goals</li>
<li data-stringify-indent="0" data-stringify-border="0">Build and maintain an annual sales plan (goals) in support of our organisational strategy and objectives</li>
<li data-stringify-indent="0" data-stringify-border="0">Meet with prospects and strategise with sales representatives to help close deals</li>
<li data-stringify-indent="0" data-stringify-border="0">Help the team prepare for QBRs and HBRs</li>
<li data-stringify-indent="0" data-stringify-border="0">Develop long-term, strategic relationships with key contacts within their account base&nbsp;</li>
<li data-stringify-indent="0" data-stringify-border="0">Strategically partner with Marketing, Solution Engineers, R&amp;D, Customer Support and other functional teams</li>
</ul>
<h3 class="p-rich_text_section">What Makes You a Great Fit:</h3>
<ul class="p-rich_text_list p-rich_text_list__bullet p-rich_text_list--nested" data-stringify-type="unordered-list" data-list-tree="true" data-indent="0" data-border="0">
<li data-stringify-indent="0" data-stringify-border="0">Minimum 2 years of leading successful sales teams</li>
<li data-stringify-indent="0" data-stringify-border="0">Minimum 8 years of successful direct sales experience</li>
<li data-stringify-indent="0" data-stringify-border="0">Experience navigating complex sales cycles</li>
<li data-stringify-indent="0" data-stringify-border="0">Excellent communication (written, oral) and presentation skills (in-person, virtual)</li>
<li data-stringify-indent="0" data-stringify-border="0">Comfort working closely and building relationships with C-Level executives</li>
<li data-stringify-indent="0" data-stringify-border="0">Consistent track record in shaping strategic seven-figure deals</li>
<li data-stringify-indent="0" data-stringify-border="0">MEDDPICC expertise</li>
<li data-stringify-indent="0" data-stringify-border="0">Experience working with ROI and cost modeling to educate and assist potential buyers</li>
<li data-stringify-indent="0" data-stringify-border="0">Excellent organisational, prioritisation, and time management skills</li>
<li data-stringify-indent="0" data-stringify-border="0">Unwavering dedication to integrity and professionalism</li>
<li>Experience leading an new logo hunting team in the across Iberia &amp; Italy</li>
<li data-stringify-indent="0" data-stringify-border="0">Fluent in English and Spanish</li>
</ul>
<h3 class="p-rich_text_section">Bonus Points For:</h3>
<ul class="p-rich_text_list p-rich_text_list__bullet p-rich_text_list--nested" data-stringify-type="unordered-list" data-list-tree="true" data-indent="0" data-border="0">
<li data-stringify-indent="0" data-stringify-border="0">Background in technical applications, familiarity with OSS is a big plus</li>
<li data-stringify-indent="0" data-stringify-border="0">Previous experience as an Account Executive in the Souther Europe region</li>
<li>Experience leading an new logo hunting team in the across Southern Europe and the Middle East</li>
<li data-stringify-indent="0" data-stringify-border="0">Fluent in Italian</li>
</ul>
</div>
<div class="section page-centered">
<h3>Compensation &amp; Rewards</h3>
<div>In Spain, the OTE compensation range for this role is EUR 262,750 - EUR 300,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.</div>
</div><div class="content-conclusion"><div>
*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range &amp; benefits at the beginning of the process.
Why You’ll Thrive at Grafana Labs:
<ul>
<li>100% Remote, Global Culture -&nbsp;As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.</li>
<li>Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.</li>
<li>Transparent Communication – Expect open decision-making and regular company-wide updates.</li>
<li>Innovation-Driven – Autonomy and support to ship great work and try new things.</li>
<li>Open Source Roots – Built on community-driven values that shape how we work.</li>
<li>Empowered Teams – High trust, low ego culture that values outcomes over optics.</li>
<li>Career Growth Pathways – Defined opportunities to grow and develop your career.</li>
<li>Approachable Leadership – Transparent execs who are involved, visible, and human.</li>
<li>Passionate People – Join a team of smart, supportive folks who care deeply about what they do.</li>
<li>In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.&nbsp;</li>
<li>Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.</li>
</ul>
Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
#LI-Remote
</div>
<div>For information about how your personal data is used once you’ve applied to a job, check out our <a href="https://grafana.com/legal/applicant-and-candidate-privacy-policy/" target="_blank">privacy policy</a>.&nbsp;</div>
<div>&nbsp;</div></div>

Regional Sales Director, Enterprise Acquisition | Spain | Remote

<h3>The Mission</h3>We need an "Alliance Architect" who knows how to navigate high-stakes digital economies and lock down massive, market-shifting relationships. Your job is to engineer strategic partnerships, spearhead brand collaborations, and unlock massive distribution opportunities with surgical precision. This is a remote, high-availability role for a master negotiator who views the entire internet ecosystem as a network of strategic leverage and is comfortable operating at the absolute forefront of the Web3 economy.We value the ability to build massive institutional and cultural leverage. Whether you are a battle-tested dealmaker or a rising business development powerhouse with an elite network, we care about your ability to move the needle. If you have the surgical precision to identify undervalued distribution channels and the relentless communication skills to close tier-one players, we will give you the platform and resources to dominate.<h3>Key Responsibilities</h3><ul>
<li>Strategic Partnerships: Design and execute the overarching partnership framework, identifying and securing high-impact alignments that exponentially scale our ecosystem.</li>
<li>Business Development: Proactively hunt for and originate high-value opportunities, translating raw market alignment into long-term commercial assets.</li>
<li>Brand Collaborations: Orchestrate elite cross-brand initiatives and cultural integrations, ensuring <a href="https://himalayas.app/companies/partyhat">Partyhat</a> remains at the center of the modern digital conversation.</li>
<li>Distribution Opportunities: Scout, unlock, and weaponize non-traditional distribution channels to massively amplify our product reach and user acquisition velocity.</li>
<li>Partnership Negotiations: Command complex, high-stakes commercial negotiations, structuring agreements that maximize our strategic upside and ecosystem ROI.</li>
<li>Relationship Management: Build and nurture deep, long-term connections with key external stakeholders, acting as their primary point of contact and our brand's elite advocate.</li>
</ul><h3>The Requirements</h3><ul>
<li>The "Networker": Proven track record of closing high-impact B2B partnerships, distribution deals, or commercial alliances in a fast-moving digital space.</li>
<li>Analytical Rigor: You don't build partnerships based on "clout" or gut feeling. You look at hard numbers, audience demographics, and predictive metrics to make cold, calculated business decisions.</li>
<li>Hyper-Availability: This isn't a 9-to-5. High-stakes deals happen across global time zones and require rapid, real-time coordination. You must be available 7 days a week to lock down momentum and support partners.</li>
<li>Web3 Literacy: You possess a native fluency in the Web3 landscape. You understand decentralized communities, digital asset logistics, and the unique psychology of crypto-native brands.</li>
<li>Operational Excellence: Self-motivated and highly organized; you can orchestrate a massive matrix of active negotiations and partnership pipelines without losing track of a single detail.</li>
</ul><h3>Operational Details</h3><ul>
<li>Location: Fully Remote.</li>
<li>Schedule: On-call 7 days a week (Requires high flexibility to handle global negotiations and 24/7 market cycles).</li>
<li>Payment: All compensation is processed in digital assets (USDC/USDT).</li>
</ul><h3>Why Join Us?</h3>We offer more than just a business development role; we offer the chance to architect the global footprint of a powerhouse ecosystem.<ul>
<li>Extreme Autonomy: We value results over red tape. You will have the ultimate freedom to pitch, negotiate, and execute your alliance vision within a high-speed environment.</li>
<li>Uncapped Leverage: Bring your network and deal-making skills to an engine that has the technical capability, budget, and speed to execute instantly.</li>
<li>A Culture of Momentum: Join a team that moves at the speed of light. You will be constantly building, closing, and scaling fresh market integrations.</li>
<li>High-Growth Upside: We value "potential over pedigree." For a partnerships leader who consistently unlocks elite distribution channels, there is a clear, unrestricted runway to shape the future of the entire organization.</li>
</ul>Originally posted on <a href="https://himalayas.app">Himalayas</a>

Head of Partnerships

Job Title: Sales Development Representative - IT Services | Outbound SalesDepartment: SalesLocation: AustraliaEmployment Type: Full-Time/Part-TimeExperience Required: 1 to 3 yearsWorking Model: Remote (Applicants must be Australian citizens or permanent residents, and must currently reside in Australia) About Us:VT Digital helps businesses solve tech challenges through software, cloud, eCommerce, AI, and digital transformation. We work with clients across Australia, North America, and Europe. Role Summary:&#xA0;We&apos;re after a sharp, well-spoken BDR to drive outbound cold calling into the Australian market. No scripts to read from - you&apos;ll have real conversations with decision-makers, spark interest, and book qualified meetings for our senior sales and tech team. What You will do:<ul><li>Cold call Australian businesses and decision-makers using curated lists</li><li>Get across each campaign&apos;s pitch before you dial</li><li>Ask smart questions to suss out genuine opportunities</li><li>Handle objections using the playbooks we give you</li><li>Loop in a senior team member for deeper conversations</li><li>Book qualified meetings and follow up by phone, email, and LinkedIn</li><li>Keep the CRM up to date</li></ul> What you will Bring:<ul><li>1-3 years in B2B sales/SDR/BDR, with at least 1 year of hands-on cold calling</li><li>Experience selling IT services, software, cloud/SaaS, or similar</li><li>Confident, clear phone manner and strong listening skills</li><li>Comfortable handling pushback like &quot;not interested&quot; or &quot;no budget&quot;</li><li>Good commercial judgement; familiarity with a CRM (HubSpot, Salesforce, Zoho)</li></ul> Who you are:<ul><li>Good attitude, self-starter, works well solo or in a team, strong work ethic, takes and gives feedback well.</li><li>You must be an Australian citizen or permanent resident currently living in Australia.</li></ul> How we Support you:We provide researched prospect lists, call scripts, training, FAQs, templates, case studies, and senior/technical backup - you focus on the conversations. Why Join Us:<ul><li>Be Part of an International Tech Company - Represent an established global technology company and work with international clients.</li><li>Work on Quality, Well-Researched Campaigns - Connect with relevant prospects through targeted and well-planned outreach.</li><li>Build Technology Exposure - Gain exposure to exciting areas including Cloud, AI, eCommerce, and Digital Engineering.</li><li>Engage with Senior Decision-Makers - Build meaningful business conversations with founders, CXOs, and senior leaders.</li><li>Grow Your Career - Develop your sales skills and explore career paths into Business Development, Account Management, and broader sales roles.</li><li>Work Flexibly from Anywhere in Australia - Enjoy a flexible remote working environment while working with an international team.</li></ul>

Sales Development Representative – IT Services | Outbound Sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a GTM Manager / Head of GTM based in Australia. This is a hands-on commercial leadership opportunity at the intersection of AI, robotics, data, and model evaluation. You will own the development and execution of the go-to-market strategy, from defining target markets and customer profiles to building pipeline and closing revenue. Working directly with founders and closely with product, research, and engineering teams, you will translate complex technical capabilities into compelling commercial value. The role combines strategic GTM development with direct ownership of the full sales cycle. You will help turn early customer traction into repeatable acquisition, sales, and expansion processes. This is an early-stage environment offering significant autonomy, visibility, and influence over both commercial and product direction. Accountabilities <ul><li>Define and continuously refine the ideal customer profile, priority segments, buyer personas, target accounts, and market positioning across Physical AI and robotics. </li><li>Build and execute the go-to-market strategy, covering positioning, customer acquisition, sales channels, partnerships, and commercial development. </li><li>Generate qualified pipeline through targeted outbound prospecting, founder networks, strategic partnerships, industry events, and relevant inbound opportunities. </li><li>Own the full sales cycle, including prospecting, discovery, qualification, proposal development, negotiation, and closing. </li><li>Build relationships with technical decision-makers, budget owners, executive sponsors, and other stakeholders involved in complex purchasing decisions. </li><li>Understand customer data-generation and model-evaluation challenges, purchasing criteria, budgets, timelines, and decision-making processes. </li><li>Translate technical capabilities into clear business value, differentiated messaging, commercial materials, and compelling customer proposals. </li><li>Partner with technical teams to structure commercially viable pilots and proof-of-concept engagements with measurable success criteria and defined paths to paid adoption. </li><li>Support pricing and packaging decisions using customer feedback, willingness-to-pay signals, delivery economics, and market intelligence. </li><li>Convert pilots and early engagements into paid contracts, renewals, and opportunities for account expansion. </li><li>Identify and develop strategic partnerships that can create customer access and new revenue opportunities. </li><li>Maintain accurate pipeline data and provide realistic forecasts covering deal progress, priorities, risks, buying signals, and next steps. </li><li>Track key commercial metrics, including conversion rates, sales-cycle duration, deal value, and reasons for wins and losses. </li><li>Bring customer and market insights back to product, research, and engineering teams to inform positioning, offerings, and product direction. </li><li>Build repeatable sales processes, qualification frameworks, and commercial playbooks as the business scales. </li></ul>Requirements <ul><li>Demonstrated experience in B2B go-to-market, business development, or full-cycle sales for technical products or services. </li><li>Proven track record of personally generating pipeline and closing revenue rather than solely managing a sales team. </li><li>Experience selling to technical buyers and navigating complex, multi-stakeholder sales processes. </li><li>Strong discovery and consultative selling skills, with the ability to connect customer challenges to compelling value propositions. </li><li>Confidence leading commercial conversations, developing proposals, negotiating terms, and progressing opportunities toward decisions. </li><li>Ability to understand and credibly communicate technical concepts while collaborating effectively with subject-matter experts. </li><li>Experience defining target segments, developing market positioning, and testing customer-acquisition channels. </li><li>Strong commercial judgment and disciplined approaches to qualification, prioritization, pipeline management, forecasting, and deal execution. </li><li>High ownership, initiative, and comfort building processes from the ground up in an early-stage environment. </li><li>Strong communication, relationship-building, negotiation, and presentation skills. </li><li>Experience with AI, robotics, data platforms, infrastructure, developer tools, enterprise SaaS, or technical services is an asset. </li><li>Existing relationships within robotics companies, AI labs, or enterprise AI teams are a plus. </li><li>Experience transitioning founder-led sales into scalable and repeatable commercial processes is highly valued. </li><li>Experience structuring technical pilots or proof-of-concept engagements and converting them into paid contracts is an advantage. </li><li>Familiarity with pricing and packaging for software, data, or technical services is beneficial. </li><li>Experience developing revenue-generating partnerships or helping a new offering enter a market is a plus. </li><li>Genuine curiosity about AI, robotics, data, and emerging technologies, with the ability to engage credibly with technical stakeholders. </li></ul>Benefits <ul><li>Fully remote position. </li><li>Significant autonomy and ownership over the commercial function and go-to-market strategy. </li><li>Direct access to founders and close collaboration with product, research, and engineering leadership. </li><li>Opportunity to build a commercial engine and sales processes from an early stage rather than inheriting an established playbook. </li><li>Meaningful influence over revenue strategy, market positioning, customer development, and product direction. </li><li>Opportunity to work at the intersection of AI, robotics, data generation, and model evaluation. </li><li>High-impact environment with opportunities to shape repeatable acquisition, sales, partnership, and expansion processes. </li><li>Exposure to technical customers, emerging AI applications, and complex enterprise buying environments. </li></ul>How Jobgether Works We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role&apos;s core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best! Why Apply Through Jobgether? Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

GTM Manager / Head of GTM

<h3>About Halter</h3>
At Halter, we’re on a mission to enable farmers and graziers to run the most productive and sustainable operations. Our customers are using Halter to break free from the time-intensive constraints of conventional practices. Imagine watching 500 cattle stand up and walk calmly towards their next break? No quad bikes, no dogs, no fences. Just a group of cattle walking at their own pace. People say it looks like magic. Our customers are revolutionizing grazing with Halter. It's changing lives and transforming an industry. People join Halter to do meaningful work. By joining us you’ll be solving challenging problems within a talented team and a culture built for high performance. Our team out-think, out-work and out-care. We’re committed to delivering real change in the world - this isn’t easy, and in truth, we love that it’s hard. 
We’re backed to deliver on a mission that matters by Tier 1 investors including <a href="https://foundersfund.com" rel="nofollow ugc noopener" target="_blank">Founders Fund</a>, <a href="https://www.bvp.com/" rel="nofollow ugc noopener" target="_blank">Bessemer Venture Partners</a>, <a href="https://www.bondcap.com/" rel="nofollow ugc noopener" target="_blank">BOND,</a> <a href="https://www.dcvc.com/" rel="nofollow ugc noopener" target="_blank">DCVC</a>, <a href="https://www.blackbird.vc/" rel="nofollow ugc noopener" target="_blank">Blackbird</a>, <a href="https://www.promusventures.com/" rel="nofollow ugc noopener" target="_blank">Promus Ventures</a>, Rocket Lab’s Peter Beck and <a href="https://www.icehouseventures.co.nz/?utm_term=icehouse%20ventures&#038;utm_campaign=Brand+Keywords&#038;utm_source=adwords&#038;utm_medium=ppc&#038;hsa_acc=4064636360&#038;hsa_cam=16902737884&#038;hsa_grp=134004309485&#038;hsa_ad=592971340272&#038;hsa_src=g&#038;hsa_tgt=kwd-1082530126230&#038;hsa_kw=icehouse%20ventures&#038;hsa_mt=b&#038;hsa_net=adwords&#038;hsa_ver=3&#038;gclid=Cj0KCQjw2v-gBhC1ARIsAOQdKY0J0DepRVFDmjQlAkJPbZuQnLSA5UVzUzOXYiPxkjX-SeVa513_BhkaAr-MEALw_wcB" rel="nofollow ugc noopener" target="_blank">Icehouse ventures</a>.
To find out more, visit our <a href="https://www.linkedin.com/company/halter-limited" rel="nofollow ugc noopener" target="_blank">LinkedIn</a> &amp; <a href="https://www.instagram.com/lifeathalter/" rel="nofollow ugc noopener" target="_blank">Instagram</a>.

About the role:
We are searching for an Enterprise Sales Lead to work alongside and grow Halter’s Corporate accounts across Australia in both Beef and Dairy sectors. We’re looking for someone with commercial nous, creativity and the ability to overcome complex negotiations. Could be a bit of you?
You’ll be a hunter at heart, chasing and growing the largest accounts. When the pressure is on in the biggest moments, you’ll be someone that wants to be in the game. You might find yourself in a boardroom in Brisbane negotiating a multi-million dollar contract one day, reporting key KPI’s to a GM the next day, upskilling and training your team the next and in the stockyards by Friday. You’ll be exceptional at aligning a team around a strategy, in order to deliver undeniable results to customers, that makes future business a no-brainer. You’ll be at all levels of a farming org, able to masterfully share context and build trusting relationships.
This isn’t a typical role. This is a high stakes role, spearheading Halter’s growth into the corporate market segment. Aside from jumping on the Halter roller coaster, you will be making a real world impact, making farming more productive and sustainable. You will build relationships across Australia's most influential farming leaders, while working closely with senior leaders and the exec team within Halter.

<h3>What your day could look like:</h3>

<ul>
<li>
Hiring: Scale the NT Enterprise organisation, ensuring the right structure, talent density, and coaching infrastructure to support hypergrowth.
</li>
<li>
Training and Development:
<ul>
<li>
Spend significant time in the field (two to three days/week), modelling best practices, supporting managers, and staying close to customer needs and market dynamics.
</li>
<li>
Adapt Halter’s existing sales process to develop and implement training programs for the Enterprise Account team, ensuring continuous skill enhancement and alignment with company objectives. Foster a culture of knowledge sharing and collaboration within the sales organization.
</li>
<li>
Drive consistent execution through hands-on training, ride-alongs, deal reviews, and continuous improvement rhythms.
</li>
</ul>
</li>
<li>
Sales meetings: Understanding the business structure, needs and problems of large, multi dimensional businesses. Work with them to clearly communicate functionality, benefits and highlighting value relative to each enterprise, while working through complex sales cycles.
</li>
<li>
Strategic Sales Leadership:
<ul>
<li>
Run deep weekly reviews on pipeline health, forecast variance, territory performance, leading indicators, and productivity metrics.
</li>
<li>
Develop and execute a comprehensive Enterprise Accounts strategy aligned with Halter's expansion goals.
</li>
<li>
Use field insights to shape sales strategy, territory design, role clarity, and coaching priorities.
</li>
</ul>
</li>
<li>
Cross functional collaboration:
<ul>
<li>
Translate customer insights into clear product, engineering, onboarding, and go-to-market requirements that influence global priorities.
</li>
<li>
Work closely with product, customer support and Marketing teams to ensure exceptional results for enterprise accounts.
</li>
<li>
Build strong partnerships across Halter’s global organisation to ensure QLD Enterprise needs are understood, prioritised, and acted upon.
</li>
</ul>
</li>
<li>
Networking: Building and leveraging industry relationships to establish and maintain Halter's brand.
</li>
<li>
Forecasting: Work with the leadership team to enable monthly and quarterly forecasting of revenue.
</li>
<li>
Growth initiatives: Optimise and evolve the sales process to become faster, more efficient, and more predictable as the company scales.
</li>
<li>
Other duties as required from time to time.
</li>
</ul>
<h3></h3>

<h3>Our Benefits:</h3>
<ul>
<li>
Delicious snacks and drinks are available for your daily flow.
</li>
<li>
Healthy body, healthy mind. We're partnered with Southern Cross Health Insurance to support your well-being.
</li>
<li>
We offer 6 months of fully paid parental leave for primary caregivers, 4 weeks of fully paid secondary caregiver leave and many other parental benefits that support you and your family.
</li>
<li>
Our personal growth is important. Halter offers an annual $1000 self-development budget to be used for anything that fuels personal growth.
</li>
<li>
Our time to recharge is valued, we're offered wellness leave and unlimited paid annual leave.
</li>
<li>
Importantly, we offer an inclusive and attractive remuneration package made up of salary, benefits and an employee stock ownership plan.
</li>
</ul>
<h3></h3>

<h3>Halter in Australia:</h3>
Halter entered Tasmania two years ago and has rapidly expanded to now have 20% of the state's dairy herd with Halter - a thriving customer base managed by a talented, local team. Halter recently entered Queensland, Victoria and NSW, and now has a growing team and customer base across both states.
In Western Australia and South Australia, Halter is preparing to launch operations following recent regulatory approval for virtual fencing. In these states there is a groundswell of demand for Halter across thousands of farmers. In Australia, virtual fencing is regulated by individual states' animal welfare legislation. Until recently, several states had legislation that did not permit farmers to use high-quality virtual fencing technology. With NSW parliament's announcement regulating virtual fencing, and South Australia following suit, these barriers are now lifting.

<h3>Join our team</h3>
Halter is committed to promoting a diverse and inclusive workplace — a place where we can each be ourselves and do the best work of our lives. Research shows that while men apply to jobs when they meet an average of 60% of the requirements, women and under-represented groups of candidates tend to only apply when they meet every requirement. If you think you have what it takes but don’t necessarily tick every requirement on this job description, please still get in touch and apply to Halter. We’d love to chat to see if you’ll be an epic fit!
If this opportunity sounds like you, please apply below by sending through your cover letter explaining why you’re excited about this role and working at Halter, along with your CV, and we’ll be in touch!
Please also feel free to check out the <a href="https://www.halterhq.com/careers" rel="nofollow ugc noopener" target="_blank">careers page</a> for more information on working at Halter and don't forget to follow us on <a href="https://www.linkedin.com/company/halter-limited" rel="nofollow ugc noopener" target="_blank">LinkedIn</a> &amp; <a href="https://www.instagram.com/lifeathalter/" rel="nofollow ugc noopener" target="_blank">Instagram</a>.

<h3>Why our team loves working at Halter:</h3>
<ul>
<li>
Work that genuinely matters. Every now and again a company comes along that transforms an entire industry and leaves the world in a better place. Our team gets to be part of something truly meaningful, helping farmers improve their livelihoods, spend more time with their families, and build more sustainable operations.
</li>
<li>
Spectacular people solving hard problems. Our culture is designed for talented people to do work that changes lives. The team is filled with diverse, kind, and driven people who push each other to do their best work. You'll be thrown into the deep end, tackling complex challenges and building something tangible that solves real problems.
</li>
<li>
You'll grow here. Autonomy, mastery, and learning define how we work. You'll have the freedom to work on interesting problems, master new skills, and continuously develop yourself, both through your role and our $1,000 personal growth fund.
</li>
<li>
This isn't easy, and we love that it's hard. Working at Halter will be the most rewarding and the most challenging work of your life. We move fast, take bold bets, and work hard to reshape an entire industry. As one team member put it: "Joining Halter is a bit like strapping yourself to a rocket ship, but it's an epic journey to be a part of!"
</li>
</ul>

Enterprise Sales Lead (Northern Territory, Beef)

<a href="https://jobicy.com/company/canonical-ltd" target="_blank" rel="noopener">Canonical</a> is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.The company is founder-led, profitable, and growing.Canonical is growing its channel sales team to capitalize on rapidly growing demand from channel partners, leveraging their expertise and connections to bring open source technology to organizations across a multitude of industries. The Channel Partner Sales Executive, Japan role reports to the Director, APAC Channel Sales and requires a mix of both farming and hunting capabilities. The successful candidate will be responsible for achieving assigned annual growth quotas. They should be able to identify, prospect, and engage reseller and distributor partners to build and maintain relationships and grow Canonical’s business within the assigned territory.The successful candidate must be comfortable owning and leading initiatives in an unstructured, startup-like environment. This individual must be able to sell open source, cloud, virtualization, and technical software solutions.Although the role is focused primarily on reseller and distributor channel partners, the successful candidate must be capable of and comfortable with initial customer discovery calls and presentations as appropriate. Location: Japan<h2>The Role Entails</h2><ul>
<li>Develop and execute channel strategy for distributors and resellers within the assigned territory</li>
<li>Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models) </li>
<li>Identify and recruit new potential partners in assigned territory</li>
<li>Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already-successful relationships</li>
<li>Guide partners through onboarding and enablement </li>
<li>Develop mutually beneficial go-to-market plans and commitments with partners</li>
<li>Arrange and execute sales and pre sales trainings to these resellers</li>
<li>Drive and manage channel pipeline through recurring partner interactions</li>
<li>Support partner’s satisfaction and act as trusted advisor and point of contact</li>
<li>Maintain a regularity/frequency of contact with priority resellers and distributors. </li>
</ul><h2>What we are looking for in you</h2><ul>
<li>Bachelor's level degree, preferably in a technology field</li>
<li>Experience in software or technology sales from the specified market</li>
<li>Fluency in English</li>
<li>An understanding of open source, Linux and Ubuntu</li>
<li>A self starter with a proven track record of achieving sales targets</li>
<li>Detail oriented with strong follow-up skills</li>
<li>Effective negotiating skills with ability to close sales</li>
<li>Excellent interpersonal and presentation skills (written and verbal)</li>
<li>Productive in a globally distributed team through self-discipline and self-motivation</li>
<li>Mature approach to long-term relationship development with customers</li>
<li>The ability to represent the company at external events</li>
<li>Start-up experience would be an advantage</li>
</ul><h2>What we offer colleagues</h2><ul>
<li>
We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.
<ul>
<li>Distributed work environment with twice-yearly team sprints in person</li>
<li>Personal learning and development budget of USD 2,000 per year</li>
<li>Annual compensation review</li>
<li>Recognition rewards</li>
<li>Annual holiday leave</li>
<li>Maternity and paternity leave</li>
<li>Employee Assistance Programme</li>
<li>Opportunity to travel to new locations to meet colleagues</li>
<li>Priority Pass, and travel upgrades for long haul company events</li>
</ul>
<h2>About Canonical</h2>
Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since its inception in 2004.​ Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.
Canonical is an equal opportunity employer
We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. <a href="https://canonical.com/careers/diversity/identity" rel="nofollow ugc noopener" target="_blank">Whatever your identity, we will give your application fair consideration.</a>
#LI-remote
</li>
</ul>

Channel Partner Sales Executive, Japan

<div class="content-intro">Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. Built on open source and open standards and designed for interoperability across any stack, Grafana Cloud brings AI to observability and observability to AI, giving teams (and their agents) unified visibility so they can see, understand, and act on all their disparate data, wherever it lives, and move at the speed of their ambitions. Customers, including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce, rely on Grafana Labs. We are a 100% remote company with team members across 40+ countries, backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at <a href="http://grafana.com" target="_blank">grafana.com</a> and follow us on <a href="https://www.linkedin.com/company/grafana-labs/" target="_blank">LinkedIn</a> and <a href="https://twitter.com/grafana" target="_blank">X</a>.
We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.
You may not meet every requirement, and that’s okay. If this role excites you, we’d love you to raise your hand for what could be a truly career-defining opportunity.</div><h4>Make a difference.</h4>
The Solutions Engineering team are the customer facing product experts. The team enables Grafana Labs worldwide growth by educating potential and existing customers to ensure that they are happy and successful. We share our technical and product expertise with customers through demos, hands on enablement, presentations, technical evaluations and ongoing interaction. We partner closely with our Sales team to help qualify and close opportunities. The Solutions Engineering team is one of the primary routes of communication from our customers to the Product Management and Engineering teams.
A Solutions Engineer is able to really listen to a prospect or customer, understand their requirements, ask the right questions to extract as much information as required and translate all that into a solution with Grafana Labs technology. They are the bridge between the highly technical engineering folks here at Grafana Labs, our customers and our Sales team.
<h4>Your Impact:</h4>
<ul>
<li style="font-weight: 400;">Partner with our Sales team to articulate the overall Grafana value proposition, vision and strategy to customers</li>
<li style="font-weight: 400;">Own the technical engagement with customers and help close complex opportunities through advanced competitive knowledge, technical skill and credibility</li>
<li style="font-weight: 400;">Deliver product and technical presentations to potential and existing customers</li>
<li style="font-weight: 400;">Effectively communicate with customers and internal teams to provide feedback on our products and the competitive landscape</li>
<li style="font-weight: 400;">Drive product conversations based on need and problems with customers</li>
<li style="font-weight: 400;">Work with the team to enhance documentation, write blog posts, record videos, contribute knowledge base articles and create other public or private enablement material</li>
</ul>
<h4>What would make you a good fit for this role?</h4>
<ul>
<li style="font-weight: 400;">5+&nbsp;years of technical pre-sales experience, ideally with Open Source technologies, or in the Metrics/Monitoring space</li>
<li style="font-weight: 400;">Be open to various and complex assignments, this will require strong judgment, collaboration, and leadership</li>
<li style="font-weight: 400;">You will need first class written and oral communication skills to collaborate with our remote-first internal teams and with our worldwide customers. You will need to be able to skillfully articulate our value proposition and the technical advantages of our products</li>
<li style="font-weight: 400;">You love solving technical challenges and thrive on bringing creative solutions to our customers</li>
<li style="font-weight: 400;">You should have a technical mindset and a desire to grow technically</li>
<li style="font-weight: 400;">Ideally based in Mumbai, India.</li>
</ul>
In India, the OTE compensation range for this role is INR 7.4m - 9.8m OTE. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable) and other benefits listed <a href="https://grafana.com/about/careers/#jobs">here</a>.
*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range &amp; benefits at the beginning of the process.<div class="content-conclusion"><div>
*Compensation ranges are country specific. If you are applying for this role from a different location than listed above, your recruiter will discuss your specific market’s defined pay range &amp; benefits at the beginning of the process.
Why You’ll Thrive at Grafana Labs:
<ul>
<li>100% Remote, Global Culture -&nbsp;As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.</li>
<li>Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.</li>
<li>Transparent Communication – Expect open decision-making and regular company-wide updates.</li>
<li>Innovation-Driven – Autonomy and support to ship great work and try new things.</li>
<li>Open Source Roots – Built on community-driven values that shape how we work.</li>
<li>Empowered Teams – High trust, low ego culture that values outcomes over optics.</li>
<li>Career Growth Pathways – Defined opportunities to grow and develop your career.</li>
<li>Approachable Leadership – Transparent execs who are involved, visible, and human.</li>
<li>Passionate People – Join a team of smart, supportive folks who care deeply about what they do.</li>
<li>In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.&nbsp;</li>
<li>Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect. *We will comply with local legislation where applicable.</li>
</ul>
Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.
Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.
#LI-Remote
</div>
<div>For information about how your personal data is used once you’ve applied to a job, check out our <a href="https://grafana.com/legal/applicant-and-candidate-privacy-policy/" target="_blank">privacy policy</a>.&nbsp;</div>
<div>&nbsp;</div></div>

Senior Solutions Engineer | Preference for Mumbai, India

<h3>Who are we?</h3>
At UpGuard, we are replacing manual security bottlenecks with AI-driven precision. Fresh off a US$75M Series C, we are scaling our infrastructure to process 100 billion risk signals daily. This isn’t just growth; it’s a total reimagining of how the world manages cyber risk.
We build the Cyber Risk Posture Management (CRPM) platform that security teams actually love. By integrating security ratings, threat intel, and agentic AI, we empower organisations to stay ahead of an ever evolving attack surface.
We aren’t just building another tool; we’re defining a category. We provide the autonomy to ship world-class technology and the resources to do it at a global scale.

<h3>Where does this role fit in?</h3>
<ul>
<li>
GTM Engineering is an established practice at UpGuard and we are looking for someone to manage the function and its future strategy. 
</li>
<li>
Reporting to the VP of Revenue Operations, you will lead an existing team of 2 GTM Engineers. Unlike many other GTM Engineering roles, this one works across the funnel with the customer success function being a key area of focus and responsibility. 
</li>
<li>
This role is supported by Rev Ops’ existing GTM Systems team, allowing you to work more exclusively on more complex and custom builds that give us a competitive edge. As the team is small, there is plenty of time to roll up your sleeves and build; but it’s more important in this role to support the existing team and drive enablement, adoption of anything built.
</li>
</ul>
<h3>What will you do?</h3>
<ul>
<li>
Lead the GTM Engineering team
<ul>
<li>
You don’t need to always have all the right answers, but you should be comfortable and have experience with managing software engineers. UpGuard’s GTM Engineers come from a software engineering background and not a Revenue Operations one
</li>
<li>
Own the automation and AI roadmap for the GTM organisation. You are opinionated on what we should build versus buy and lead this conversation
</li>
</ul>
<h3>Supercharge the GTM Team with Automation &amp; AI</h3>
<ul>
<li>
Be the subject matter expert on all things automation and AI within GTM teams. You stay across new technologies and trends and are able to guide the improvement of the GTM organization through this period of significant innovation
</li>
<li>
You’re familiar with existing LLMs and their constant updates and are able to use them suitably depending on the desired outcome
</li>
<li>
Your fluent with automation platforms like n8n and can build production-level automations that serve large global workforces
</li>
<li>
You stay across new GTM technologies and can make measured decisions around what we might want to invest in or avoid.
</li>
<li>
You're constantly evaluating the automation you build and configuring its level of agency to match the current, appropriate need for a human in the loop.
</li>
</ul>
<h3>Collaboratively Innovate With the GTM organization</h3>
<ul>
<li>
Ensure that anything built is adopted and utilised in the field. You know that building is only half the effort and ensure users are happy and feedback loops are built.
</li>
<li>
Spot and centralize innovations the GTM team are already making on their own. You use your position of scale to be able to leverage shadow systems created into shared capabilities and help others benefit from what's already working.
</li>
<li>
Thoughtfully democratize automation and AI to the broader GTM organization. This includes documenting solutions, processes, and best practices to ensure knowledge sharing and enable scalability.
</li>
<li>
Contribute to the continued improvement of our Analytics capabilities. While you won't be directly responsible for our central data warehouse, your understanding of the semantic layer's importance will be crucial for bringing your GTM innovation initiatives to life
</li>
</ul>
</li>
</ul>
<h3>What will you bring?</h3>
<ul>
<li>
Education or significant practical experience with Computer Science, Engineering, Information Systems, or a related technical field.
</li>
<li>
Experience leading a team
</li>
<li>
5+ years of experience in a role such as GTM Engineer, Revenue Operations Engineer, Software Engineer, or a similar technical position with a strong focus on GTM, Sales, or Customer Success systems and processes.
</li>
<li>
Working fluency with LLM-based systems (prompting, agent design, evaluation) and applied ML concepts such as propensity/intent scoring.
</li>
<li>
Proven track record of successfully designing, building, and delivering complex technical solutions (e.g., custom applications, sophisticated integrations, advanced automation workflows) in a GTM or customer-facing context.
</li>
<li>
Someone comfortable with owning a number and being accountable for contributing to GTM metrics like pipeline for both new logo and expansion.
</li>
</ul>
<h3>What's in it for you?</h3>
<ul>
<li>
Monthly Lifestyle subsidy: Use this for financial, physical, and mental well-being
</li>
<li>
WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard
</li>
<li>
$1500 USD annual Learning &amp; Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance
</li>
<li>
Annual leave: PTO plus two additional UpGuardian leave days to give you time to recharge your batteries.
</li>
<li>
18 weeks paid Parental Leave: Irrespective of parenting role
</li>
<li>
Personal Leave Allowance: This includes sick &amp; carer’s leave
</li>
<li>
Fully remote working environment: While we have physical offices in Sydney &amp; Hobart, we do not mandate compulsory attendance
</li>
<li>
Top-spec hardware: All team members will be provided with top-spec laptops for their role
</li>
<li>
Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work
</li>
</ul>
<h3></h3>
UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work! Apply now to find out why!
As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.
Please Note: Not all roles can be performed from the United States. Please check your specific job listing to confirm its advertised location. If the role you are applying for is listed as based in the US, we are currently only able to support hiring in the following locations: CA, CO, FL, IL, LA, MA, MD, MO, OR, PA, TX, WA, and DC.
Before starting work with us, you will need to undertake a national police history check and reference checks. Also, please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.

Manager, GTM Engineering

What Makes Cloudbeds Unique At Cloudbeds, we're not just building software, we’re transforming hospitality. Our intelligently designed platform powers properties across 150 countries, processing billions in bookings annually. From independent properties to hotel groups, we help hoteliers transform operations and uplevel their commercial strategy through a unified platform that integrates with hundreds of partners. And we do it with a completely remote team. Imagine working alongside global innovators to build AI-powered solutions that solve hoteliers' biggest challenges. Since our founding in 2012, we've become the World's Best Hotel PMS Solutions Provider and landed on Deloitte's Technology Fast 500 again in 2024, but we're just getting started. 
How You'll Make an Impact: 
As Sales Director, you will play a pivotal role in Cloudbeds' growth, leveraging your extensive network and deep understanding of the mid-market hotel landscape to drive high-value ARR and expand our brand. Your expertise in hospitality technology will be essential as you build relationships, forge partnerships, and position Cloudbeds as the go-to solution for independent hotels. This is a hunter role focusing on acquiring new clients. 
What You Bring to the Team:
<ul>
<li>Build and execute a sales strategy targeting independent hotels and groups, identifying opportunities to drive revenue and expand Cloudbeds' presence.</li>
<li>Deliver on your sales forecasts to ensure that we hit our ambitious goals</li>
<li>Conduct exceptional virtual client presentations that clearly articulate Cloudbeds’ value proposition </li>
<li>Represent Cloudbeds at major industry events, serving as a brand ambassador and building connections with potential clients and influencers.</li>
<li>Provide valuable feedback from the field to sales leadership, product, and marketing teams.</li>
<li>Cultivate strong post-sale relationships (NOT Account Management, that’s another team) that lead to happy clients and fuel valuable referrals.</li>
</ul>
What Sets You Up for Success: 
<ul>
<li>5+ years of experience as a top-performing sales professional, using a highly consultative approach.</li>
<li>A deep understanding of the mid-market hotel ecosystem with a proven track record of successfully selling to independent hotels, groups and driving ARR growth</li>
<li>Expertise in hospitality technology, with a passion for helping hotels thrive through innovative solutions.</li>
<li>Strong business acumen, exceptional negotiation skills, and a consultative sales approach.</li>
<li>Proven success in building pipelines independently, without BDR/SDR support</li>
<li>Expertise in Salesforce CRM and experience with long-term pipeline management</li>
<li>Exceptional communication and listening skills</li>
<li>Alignment with Cloudbeds’ core values</li>
</ul>
Bonus Skills to Stand Out: 
<ul>
<li>Good knowledge of PMS technology</li>
<li>Multilingual capabilities</li>
<li>Experience in the hospitality or lodging industry.</li>
</ul>
#LI-JS1
What to Expect - Your Journey with Us Behind Cloudbeds' revolutionary technology is a team of redefining what's possible in hospitality. We're 650+ employees across 40+ countries, bringing together elite engineers, AI architects, world-class designers, and hospitality veterans to solve challenges others haven't dared to tackle. Our diverse team speaks 30+ languages, but we all share one language: a passion for innovation and travel. From pioneering breakthroughs in machine learning to revolutionizing how hotels operate, we're not just watching the future of hospitality unfold – we're coding it, designing it, writing it, and shipping it. If you're ready to work alongside some of the brightest minds in tech who are obsessed with using AI to transform a trillion-dollar industry, this is your chance to be part of something extraordinary.
Learn more online at <a href="https://www.cloudbeds.com/" rel="nofollow ugc noopener" target="_blank">cloudbeds.com</a> 
Company <a href="https://www.cloudbeds.com/press/?press_type=company-news&#038;news_category=awards" rel="nofollow ugc noopener" target="_blank">Awards</a>:
<ul>
<li>Best All-In-One Hotel Management System | HotelTechAwards (2025)</li>
<li>Overall 10 Best Places to Work | HotelTechAwards (2025)</li>
<li>Most Loved Workplace® Certified (2024)</li>
<li>Top 10 People’s Choice (2024)</li>
<li>Deloitte Technology Fast 500 (2024)</li>
</ul>
Discover our Benefits:
<ul>
<li>Remote First, Remote Always</li>
<li>PTO in accordance with local labor requirements</li>
<li>Monthly Wellness Fridays - enjoy an extra-long weekend every month</li>
<li>Fully Paid Parental Leave</li>
<li>Home office stipend based on country of residency</li>
<li>Professional development courses in Cloudbeds University</li>
<li>Access to professional development, including manager training, upskilling and knowledge transfer </li>
</ul>
Everyone is Welcome - A Culture of Inclusion 
Cloudbeds is proud to be an Equal Opportunity Employer that celebrates the diversity in our global team! We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
Cloudbeds is committed to the full inclusion of all qualified individuals. As part of this commitment, Cloudbeds will ensure that persons with disabilities are provided reasonable accommodations in the hiring process. We encourage deaf, hard-of-hearing, deaf-blind, and deaf-disabled individuals to apply. If reasonable accommodation is needed to participate in the job application or interview process or to perform essential job functions, please contact our HR team by phone at (858) 201-7832 or via email at <a href="mailto:accommodations@cloudbeds.com" rel="nofollow ugc noopener" target="_blank">accommodations@cloudbeds.com</a>. Cloudbeds will provide an American Sign Language (ASL) interpreter where needed as a reasonable accommodation for the hiring processes.
To all Staffing and Recruiting Agencies: Our Careers Site is only for individuals seeking a job at Cloudbeds. Staffing, recruiting agencies, and individuals being represented by an agency are not authorized to use this site or to submit applications, and any such submissions will be considered unsolicited. Cloudbeds does not accept unsolicited resumes or applications from agencies. Please do not forward resumes to our jobs alias, Cloudbeds employees, or any other company location. Cloudbeds is not responsible for any fees related to unsolicited resumes/applications.
#LI-REMOTE

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