About the Role

Abnormal AI is looking for a Director of Renewals to own the strategy, performance, and operating model for our global renewals function. Reporting to the VP of Customer Success, you will lead the renewals organization and own revenue retention across Abnormal’s multi-product behavioral security platform. You will build the renewals engine that makes retention and cross-product expansion predictable at scale, set the standard for how Abnormal renews and expands its customers, and turn customer obsession into measurable retention outcomes.

What you will do

• Own Abnormal’s renewals strategy and operating model end to end: define the renewal motion, the segmentation approach, the playbooks, and the systems that enable the function to scale ahead with company growth.
• Lead, mentor, and develop a high-performing team of Renewal Managers/Specialists, setting clear goals and KPIs for renewal bookings, gross renewal retention, Upsell, and forecast accuracy.
• Manage and improve the full renewal lifecycle: engage early, negotiate terms, secure commitments, and collaborate with cross-functional teams (Customer Success, Sales, Ops, Finance) to ensure contract execution.
• Drive a data-driven renewal process: monitor pipeline health, identify at-risk accounts, implement preservation strategies, and report on renewal metrics (retention rates, forecast variance, etc.).
• Partner with Customer Success and Sales to identify expansion opportunities during renewal engagements and align on a joint renewal-and-expand motion.
• Develop and mature forecasting models for renewal bookings, churn, and NARR, presenting updates to senior leadership and driving improvements in predictability.
• Manage escalations and high-visibility renewal situations; support Renewal Managers/Specialists in complex negotiations or large-scale renewals.
• Stay current with SaaS licensing, pricing models, contract terms, and market trends in the email security / cybersecurity industry to ensure competitiveness and contract health.

Must Haves

• 10+ years of experience in renewals, post-sales, or account management within a B2B SaaS environment; preferably with 4+ years managing direct reports.
• Proven track of owning gross retention as a top-line commitment at scale, with demonstrable improvement in retention and forecast accuracy across a full function
• Experience building or substantially maturing a renewals function: motion design, segmentation, playbooks, tooling, and the operating cadence behind them.
• Executive presence and influence: able to shape strategy with C-level internal peers and lead the highest-stakes customer negotiations.
• Strong quantitative and operational judgment: fluent in the forecasting models, retention economics, and systems (Salesforce, Gainsight) that run a modern renewals org.
• Strong communication and leadership skills with the ability to develop, motivate and retain a team.
• Strategic thinker who can improve and scale processes in a dynamic, high-growth environment.
• Experience building and operationalizing AI tools to improve renewals and post sales processes.

Nice to Have

• Experience in email security, cybersecurity, or other highly regulated SaaS industries.
• Experience working in a high-volume renewal environment or managing large renewal books.
• Exposure to international renewal / multi-regional contract management.

#LI-LM3

Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.

In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Base salary range:

$210,800—$248,000 USD

A note on AI in our process: Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore. They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI’s policies relevant to our security and privacy standards.

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.

About the Role

Abnormal AI is seeking a seasoned sales leader to oversee and grow a team within our Enterprise Sales organization.You will be responsible for building and leading a high-performing team of Enterprise sellers focused on landing and expanding strategic accounts. You will serve as the regional sales leader, setting the vision, driving execution, and enabling your team to succeed through disciplined process, collaboration, and strong go-to-market alignment.

The ideal candidate for this role will be based in the Northeast regionand bring the following skillset:

• Team builder and talent magnet with a track record of hiring, onboarding, and developing high-performing enterprise sellers on time and within budget.
• Metrics-driven leader skilled at defining, tracking, and managing seller productivity KPIs and aligning them with revenue milestones.
• Pipeline architect experienced in building robust pipelines by activating all demand channels: AE prospecting, SDRs, marketing, partners, and customer advocates.
• Strategic seller who partners with sellers on account planning, opportunity strategy, and C-level engagement to drive consistent execution across the region.
• Pre-sales collaborator adept at working with Sales Engineering to deliver tailored, compelling demos and scalable proof-of-concept processes.
• Customer expansion champion focused on delivering value realization, retention, and upsell growth through trusted executive relationships.
• Forecasting expert with a disciplined, methodical approach to pipeline inspection and forecasting — grounded in frameworks like MEDDICC.
• Channel strategist who knows how to build, activate, and grow partnerships to complement direct sales and expand market reach.
• Performance optimizer who runs crisp, actionable QBRs to evaluate sales performance, measure progress, and drive continuous improvement.
• Hands-on closer with the ability to engage and close complex enterprise deals at the CISO/CIO/CTO level, leading from the front when needed.

What you will do

• Recruit and hire a world class team of enterprise sellers, on time and on budget
• Clearly articulate, manage and enable enterprise sellers to hit all key productivity metrics and milestones of growth
• Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business.
• Develop an overall account strategy for the region resulting in strong execution and collaborative team selling.
• Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program.
• Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals.
• Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology.
• Develop strategic relationships with existing channel partners and the development of new channel partners.
• Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives.
• Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory.

Must Haves

• 10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions
• 3+ years leading a sales team focused on growing new business and new logos
• Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline
• A winner, someone who holds themselves accountable to consistent over-achievement
• Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories.
• Experience managing and closing deals of $200K+ as well high value transactions above $1m+
• Experience establishing and fostering strong relationships with potential partners and customers at executive levels
• Strong presentation and communications skills, competent translating technical features into business value
• Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)
• Outstanding verbal, written, and presentation skills
• Comfortable working in a highly fast-paced environment

#LI-LB2

Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.

In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Base salary range:

$197,650—$232,500 USD

A note on AI in our process: Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore. They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI’s policies relevant to our security and privacy standards.

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.

About the Role

Abnormal AI is seeking a seasoned sales leader to oversee and grow a team within our Enterprise Sales organization. You will be responsible for building and leading a high-performing team of Enterprise sellers focused on landing and expanding strategic accounts. You will serve as the regional sales leader, setting the vision, driving execution, and enabling your team to succeed through disciplined process, collaboration, and strong go-to-market alignment.

The ideal candidate for this role will be located in the Bay Area and bring the following skillset:

• Team builder and talent magnet with a track record of hiring, onboarding, and developing high-performing enterprise sellers on time and within budget.
• Metrics-driven leader skilled at defining, tracking, and managing seller productivity KPIs and aligning them with revenue milestones.
• Pipeline architect experienced in building robust pipelines by activating all demand channels: AE prospecting, SDRs, marketing, partners, and customer advocates.
• Strategic seller who partners with sellers on account planning, opportunity strategy, and C-level engagement to drive consistent execution across the region.
• Pre-sales collaborator adept at working with Sales Engineering to deliver tailored, compelling demos and scalable proof-of-concept processes.
• Customer expansion champion focused on delivering value realization, retention, and upsell growth through trusted executive relationships.
• Forecasting expert with a disciplined, methodical approach to pipeline inspection and forecasting — grounded in frameworks like MEDDICC.
• Channel strategist who knows how to build, activate, and grow partnerships to complement direct sales and expand market reach.
• Performance optimizer who runs crisp, actionable QBRs to evaluate sales performance, measure progress, and drive continuous improvement.
• Hands-on closer with the ability to engage and close complex enterprise deals at the CISO/CIO/CTO level, leading from the front when needed.

What you will do

• Recruit and hire a world class team of enterprise sellers, on time and on budget
• Clearly articulate, manage and enable enterprise sellers to hit all key productivity metrics and milestones of growth
• Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business.
• Develop an overall account strategy for the region resulting in strong execution and collaborative team selling.
• Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program.
• Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals.
• Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology.
• Develop strategic relationships with existing channel partners and the development of new channel partners.
• Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives.
• Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory.

Must Haves

• 10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions
• 3+ years leading a sales team focused on growing new business and new logos
• Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline
• A winner, someone who holds themselves accountable to consistent over-achievement
• Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories.
• Experience managing and closing deals of $200K+ as well high value transactions above $1m+
• Experience establishing and fostering strong relationships with potential partners and customers at executive levels
• Strong presentation and communications skills, competent translating technical features into business value
• Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)
• Outstanding verbal, written, and presentation skills
• Comfortable working in a highly fast-paced environment

#LI-ML2

Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.

In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Base salary range:

$197,650—$232,500 USD

A note on AI in our process: Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore. They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI’s policies relevant to our security and privacy standards.

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.

Our Commitment to Our Team

At Pipe17, our values aren’t just words on a wall. They’re how we operate every day.

We are a high-performance team built around ownership, urgency, curiosity, and a strong bias for action.

We set bold goals, hold ourselves accountable, and move fast to solve customer problems. Every team member owns their decisions and drives outcomes. No one waits for permission.

We operate with urgency, but not recklessly. We focus on what matters most, take initiative, and course-correct quickly when needed. We value people who speak up, follow through, and take pride in their work.

Curiosity is how we get better. We ask questions, challenge assumptions, and stay open to new ideas. We don’t default to “how it’s always been done.” We explore, test, and learn. That mindset helps us adapt quickly, solve harder problems, and continuously raise the bar.

We also embrace AI as a force multiplier. We believe great operators don’t compete with AI - they partner with it. We use AI to move faster, think deeper, and remove friction from our work, while still applying human juådgåment, creativity, and context where it matters most. Thoughtful use of AI is part of how we scale ourselves and our impact.

Finally, teamwork is at our core. We win together, support each other, and celebrate our shared victories. Collaboration across functions is a daily practice, not just something we talk about. We learn from each other, improve constantly, and rally around our mission: unify commerce after the buy button.

If these values resonate with how you like to work, you’ll fit right in.

THE OPPORTUNITY

Pipe17 is the modern commerce operations platform connecting orders, inventory, and fulfillment across every channel and 3PL. We are opening the UK and this is the first hire on the ground. A builder who will stand up the market from scratch.

This is a dual mandate. You will sell directly to brands and 3PLs across the UK post-order ecosystem while simultaneously building the partner program with the SIs and ISVs in our ICP. You will help hire the local Solutions Engineer who supports your accounts and partners technically, and over time grow into leading the UK team. This is a market-owner role for someone with an entrepreneurial, never-give-up mindset: a builder, not an operator.

WHAT YOU’LL DO

• Own direct new-logo sales into brands and 3PLs across the UK, running a complex, consultative, self-generated sales cycle from discovery through close.
• Build the UK partner program: develop and activate partnerships with the key SIs and ISVs that sit within our ICP as a source of pipeline and reach.
• Build pipeline: through outbound, partner motions and Marketing.
• Sell into operations, supply chain, and ecommerce leadership with a value-based approach. Using discovery to surface quantified pain and tie it to Pipe17’s differentiators.
• Qualify rigorously against our ICP:  focus energy on the right accounts and walk away from the wrong ones.
• Apply a named methodology (MEDDIC/MEDDPICC, value-based selling, Challenger, or equivalent) to qualify and advance opportunities and forecast accurately.
• Help hire the UK Solutions Engineer and partner closely with them on technical discovery and demos.
• Lay the foundation to hire and lead the UK team as the market scales.

MUST-HAVE QUALIFICATIONS

✓ 8+ years of sales experience with a track record of closing complex, consultative deals.

✓ Demonstrated experience opening / building a market from scratch ideally for a US-based SaaS company.

✓ Background in the post-order ecosystem: ecommerce, OMS / order management, fulfillment, PIM, or channel connectivity / channel expansion.

✓ Proven self-generated pipeline motion: you build a pipeline without relying solely on inbound.

✓ Fluency in value-based selling: you lead with quantified business impact, not features or demos.

✓ Strong understanding of a named sales methodology (MEDDIC/MEDDPICC, VBS, Challenger, or equivalent).

✓ Disciplined qualification: clear logic for what fits the ICP and what does not.

✓ Based in London / Greater London or the surrounding area.

✓ Entrepreneurial builder profile: creative, gritty, comfortable operating with ambiguity and no infrastructure.

STRONG DIFFERENTIATORS

• Experience building a partner / channel program (SIs, ISVs) in parallel with a direct sales role.
• Managerial or team-leadership experience not required, but a plus given the leadership trajectory.
• Existing network of brand, agency, 3PL, or partner relationships in the UK commerce ecosystem.
• Experience selling an OMS or integration platform into brands, 3PLs, or marketplace operators.
• Prior experience as the first commercial hire in a new region for a US-headquartered company.
• Ability to use AI to work more efficiently and sharpen your sales process.

About Us

Pipe17 is the AI-native Enterprise Order Operations Platform for brands and 3PLs. We replace the fragmented stack of iPaaS, middleware, and legacy OMS with one unified operational layer that manages orders, inventory, products, fulfillment, and exceptions across every channel and partner.

With 300+ managed connectors, AI-powered workflows, and an industry-first MCP Server for agentic commerce, Pipe17 lets brands go live in weeks, scale into new channels in days, and run post-checkout operations without developer dependency or systems integrators.

Our customers reduce operational costs by up to 85%, cut fulfillment errors by 99%, and launch new channels in days instead of months. Pipe17 is trusted by enterprise brands including Estée Lauder, Allbirds, e.l.f. Beauty, Made In Cookware, Wyze, Olly, Black Rifle Coffee Company, and Dude Wipes, as well as leading 3PLs including Ryder, FedEx, and Barrett Distribution.

Pipe17 is a venture-funded software company headquartered in Seattle, WA with a significant presence in the San Francisco Bay Area. The company is backed by GLP Capital Partners, a leading investor in ecommerce logistics, and with Series A funding.

Why Thunderbird?

Thunderbird is one of the world’s most trusted open-source email applications, empowering more than 20 million people globally. At MZLA, the team behind Thunderbird, we build privacy-respecting communication and productivity tools that help people manage their digital lives while staying in control of their data.

We are open source by design. Our products are developed transparently and in collaboration with a global community of contributors, and that same spirit shapes how we work: collaboratively, inclusively, and with a shared commitment to putting users first.

We are a small but growing company of 60+ people distributed across seven countries. As Thunderbird evolves beyond a single desktop application, we are expanding across desktop, mobile, paid services, and new product experiences that help people and organizations work more effectively without giving up control to big tech ecosystems.

Our revenue model combines user donations, which help keep Thunderbird’s apps freely available, with paid services that cover the costs of hosted offerings while supporting long-term sustainability and continued innovation.

A note about MZLA and Mozilla: MZLA Technologies Corporation is the nonprofit-owned company behind Thunderbird and part of the Mozilla family. MZLA is separate from Mozilla Corporation and has its own compensation programs, benefits, and employment policies.

To learn more, visit www.thunderbird.net and www.thunderbolt.io

The opportunity

MZLA is entering a new phase of growth as we bring Thunderbird, Thunderbolt, and other current and future products and services into the enterprise market. Our enterprise approach will be partner-led, with external partners leading sales, implementation, and ongoing customer relationships while MZLA provides the products, technical expertise, and subject-matter knowledge needed for success.

Our move into the enterprise market is being shaped in part by growing interest in digital sovereignty, particularly in Europe, where enterprises and public-sector organizations are placing greater emphasis on control over data and infrastructure, deployment flexibility, privacy, security, interoperability, and reduced vendor dependence.

We are looking for a Senior Lead, Enterprise Partnerships & Strategy to add dedicated partnership and commercial expertise to work already underway. You will partner closely with the CEO, senior leadership, and cross-functional teams to shape MZLA’s enterprise strategy, evaluate opportunities, develop partnership and commercial models, shape pricing and packaging, and advance a cohesive enterprise offering across our products and services.

This is a hands-on role in a lean environment. Success will require someone who can operate credibly with senior leaders and external partners while remaining closely involved in the analysis, preparation, coordination, negotiation, and follow-through needed to move opportunities forward and build a more repeatable enterprise approach.

This role requires regular working-hour overlap with colleagues in North American time zones, as well as flexibility to meet with partners and stakeholders across Europe. This role will also include periodic travel, including international, to meet with partners, prospective customers and represent MZLA at relevant industry events.

What you’ll do

• Help define and execute an enterprise strategy across MZLA’s products and services.
• Translate digital sovereignty priorities into clear enterprise and partnership requirements.
• Identify, evaluate, and advance enterprise opportunities and strategic partnerships, particularly in Europe and other sovereignty-focused markets.
• Work with stakeholders to clarify roles across MZLA, external partners, and other Mozilla entities.
• Develop pricing, packaging, licensing, reseller, revenue-sharing, support, implementation, and other commercial models.
• Lead or support partner negotiations and senior-level commercial discussions.
• Work closely with product and engineering teams to understand capabilities, deployment options, integrations, security and privacy considerations, support requirements, and roadmap dependencies.
• Translate technical capabilities into clear enterprise propositions and partner plans.
• Build practical processes and decision frameworks that support repeatable execution and help ensure external commitments remain realistic and supportable.

What you bring

• 15+ years of relevant professional experience, including substantial experience in product or strategic partnerships, enterprise strategy, commercial strategy, or technical business development.
• Experience building a new partnership, enterprise, platform, or commercial capability in a partner-led environment.
• Experience working with European enterprises, public-sector organizations, regulated institutions, technology partners, or similarly complex stakeholders.
• Strong understanding of digital sovereignty and the commercial, technical, regulatory, legal, and procurement considerations shaping technology decisions in Europe.
• Experience working through resellers, systems integrators, implementation partners, or similar partner-led enterprise models.
• Demonstrated experience developing and negotiating pricing, packaging, licensing, reseller, revenue-sharing, implementation, support, or similar commercial models, with strong judgment around enterprise buying processes, deal economics, negotiation strategy, and complex procurement.
• Experience with technically complex software products, platforms, infrastructure, AI-enabled systems, communications technology, security, or privacy technology, with the technical and product fluency to work credibly with engineering, product, partner, and enterprise stakeholders.
• Strong executive communication, relationship-management, facilitation, and negotiation skills.
• Ability to bring structure to ambiguous opportunities and move comfortably between strategy and detailed execution.
• A collaborative, low-ego working style and the ability to influence without formal authority.
• Strong alignment with Mozilla’s mission and values, including openness, privacy, user agency, trust, and long-term sustainability.
• Ability and willingness to travel periodically, including internationally.

Bonus points for

• Experience with on-premises, self-hosted, private-cloud, in-region, or other customer-controlled deployment models.
• Experience with open-source software, open standards, or open technology ecosystems.
• Familiarity with AI-enabled software, enterprise search, knowledge systems, communications platforms, productivity tools, or privacy-oriented technology.
• Experience building partnerships or enterprise initiatives in an early-stage company, new business unit, or newly established function.
• Experience coordinating partnerships across affiliated organizations or a portfolio of related products.

About you

You are a strategic thinker who is equally comfortable working in the details. You know that successful partnerships depend on more than strong relationships: they require sound product judgment, clear commercial models, technical credibility, and disciplined execution.

You understand that enterprise technology decisions are shaped not only by features and price, but also by control, jurisdiction, trust, interoperability, and long-term technology dependence. You can translate those considerations into practical enterprise and partnership strategies without overstating what a product or organization can deliver.

You are comfortable representing an organization in senior external conversations while remaining hands-on with pricing, preparation, technical dependencies, coordination, and follow-through. You are motivated by building a durable enterprise capability in a lean environment rather than inheriting a mature program or immediately building a large team.

Work environment

This is a full-time, fully remote position. You’ll work with colleagues, partners, and customers across multiple countries and time zones, so strong communication and documentation skills are essential.

Compensation & benefits

We benchmark our base salaries to local markets and target the 60th percentile of the peer market. The salary ranges for this role are:

• US: $175,000–$220,000 USD
• Canada: $140,000-$180,000 CAD

This is a salaried, non-commissioned role and is eligible for MZLA’s annual discretionary bonus program.

The salary range shown reflects the intended level and scope of the position. We may consider candidates with strong relevant skills but less experience, in which case title, level, and compensation may be adjusted accordingly.

In addition to competitive salaries, we offer a comprehensive benefits package designed to support your whole self.

Work & career

• Fully remote work & schedule flexibility
• Company-provided laptop
• Annual bonus program
• Monthly remote work stipend
• Annual professional development stipend
• Access toCoursera learning platform
• Industry conferences
• Company all-hands and team gatherings

Rest & play

• 24 days PTO per year (prorated)
• Your birthday
• Year-end company shutdown
• 9 wellbeing days
• Public holidays
• Other paid leave
• Quarterly wellbeing stipend for personal / family activities

Health & family

• 401(k) / RRSP contributions
• Health, dental, & vision insurance
• Disability insurance
• Life insurance
• Employee assistance program
• Paid parental leave
• Paid sick days

Work eligibility

Applicants must reside in and have permanent work authorization for the country location(s) specified in the posting. We are unable to consider applicants outside of these markets at this time. And, we do not provide visa sponsorship.

How to apply

Please apply directly through our career page. We carefully review every cover letter and screening question, so take the time to answer each fully.We value authentic, thoughtful responses that reflect your own experience and perspective. It is fine to use AI tools to polish your writing, but your answers should be your own. Candidates who submit generic or unoriginal AI-generated responses may be disqualified from further consideration.

Our commitment to diversity, equity, and inclusion

MZLA believes in the value of diverse creative practices and forms of knowledge, and knows diversity, equity and inclusion are crucial to and enrich the company’s core mission. We encourage applications from everyone, including members of all equity-seeking communities, such as (but not limited to) women, racialized and Indigenous persons, persons with disabilities, persons of all sexual orientations, gender identities and expressions.

We are an equal opportunity employer. We do not discriminate on the basis of race (including hairstyle and texture), religion (including religious grooming and dress practices), gender, gender identity, gender expression, color, national origin, pregnancy, ancestry, domestic partner status, disability, sexual orientation, age, genetic predisposition, medical condition, marital status, citizenship status, military or veteran status, or any other basis covered by applicable laws. MZLA will not tolerate discrimination or harassment based on any of these characteristics or any other unlawful behavior, conduct, or purpose.

We will ensure that qualified individuals with disabilities are provided reasonable accommodations to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment, as appropriate. Please contact us at hiringaccommodations@thunderbird.net to request accommodation.

#LI-DNI

WHY DEPT®?

We are pioneers at heart. What this means, is that we are always leaning forward, thinking of what we can create tomorrow that does not exist today. We were born digital and we are a new model of agency, with a deep skillset in tech and marketing. That’s why we hire curious, self-driven, talented people who never stop innovating.

Our culture is big enough to cope and small enough to care. Meaning, that with people across 20+ countries, we’re big enough to provide you with the best tools, global opportunities, and benefits that help you thrive. While acting small by investing in you, your growth, your team, and giving you the autonomy to solve our clients’ problems, no matter where you are in the world.

About You

Our Freelance Associate Director, Programmatic is responsible for leading successful Programmatic campaigns through media buying sophistication and operational excellence within our retail vertical. This position is responsible for leading and mentoring a team of Account Managers and Coordinators.

While DEPT® is a remote-first company, this role requires candidates to be located in either the Mountain or Pacific time zones.

JOB RESPONSIBILITIES

• Own and manage campaign performance across key Retail Media Networks including Amazon DSP, Walmart DSP, and Target DSP
• Hands-on campaign trading and optimization with a high level of efficiency and attention to detail
• Manage reporting and performance tracking through Q4 and key promotional periods
• Monitor and optimize and build upon currently active retail DSP program, ensuring Q4 performance goals are met
• Strong problem-solving skills with the ability to work independently in a lean environment
• A self-starter who takes full ownership of their book of business with minimal oversight
• Collaborate with internal teams to provide data-driven recommendations and programmatic insights

QUALIFICATIONS

• 5+ years of Programmatic media experience, in Display/Video Programmatic trading expertise in retail DSPs that include Amazon, Walmart, Target and Best Buy
• Deep experience in Amazon DSP, Walmart Connect, Target Roundel and other retail ad tech
• Fluent in a variety of DSPs (TTD & DV360 preferred)
• Strong problem solving, strategic mindset and communication skills
• Cross functional experience interfacing with planning, adops and data analytics teams
• While DEPT® is a remote-first company, this role requires candidates to be located in either the Mountain or Pacific time zones.
• Standard reporting and insight writing

The anticipated hourly rate for this position is $120.00 - $130.00. Hourly range is based on a number of factors that include relevant experience, expertise, physical location, and organizational impact. This is based on a 40-hour workweek and leveling. Keep in mind, we’re flexible.

WE SUPPORT YOU BEING YOU:

DEPT® is an equal opportunity employer (EOE). We believe our work is its best when our people feel safe and free to be themselves. We’re committed to an inclusive and barrier-free recruitment and selection process and workplace, regardless of anyone’s identity, background, beliefs, lifestyle or disabilities. So tell us about any accommodations you need. It’s totally confidential and only used to make sure you feel fully supported at every step.

DEPT® participates in E-Verify, meaning your Form I-9 information will be sent to the federal government to confirm you are authorized to work in the U.S.

We are a B Corp-certified company passionate about purpose-driven work.  Our hope is that you can feel good about the contributions DEPT® is making to the world and we always have an open door for your ideas in making the world a better place.

DEPT® is a pioneering technology and marketing services company that creates integrated end-to-end digital experiences for brands such as Google, KFC, Philips, Audi, Twitch, Patagonia, eBay and more. Its team of 2,500+ digital specialists across 30+ locations on 5 continents delivers pioneering work on a global scale with a boutique culture.

Learn more about DEPT®

DIVERSITY, EQUITY, & INCLUSION

At DEPT®, we take pride in creating an inclusive workplace where everyone has an equal opportunity to thrive. We actively seek to recruit, develop, nurture, and retain talented individuals from diverse backgrounds, with varying skills and perspectives.

Not sure you meet all qualifications? Apply, and let us decide! Research shows that women and members of underrepresented groups tend not to apply for jobs when they think they may not meet every requirement, when in fact they do. We believe in giving everyone a fair chance to shine.

We also encourage you  to reach out to us and discuss any reasonable adjustments we can make to support you throughout the recruitment process and your time with us.

Want to know more about our dedication to diversity, equity, and inclusion? Check out our efforts here.

#LI-remote

The anticipated salary range for this position is listed below. Salary is based on a range of factors that include relevant experience, expertise, physical location, and organizational impact. This is based on a 40-hour workweek and leveling. Keep in mind, we’re flexible.

US Remote Range

$110—$130 USD

Why Thunderbird?

Thunderbird is one of the world’s most trusted open-source email applications, empowering more than 20 million people globally. At MZLA, the team behind Thunderbird, we build privacy-respecting communication and productivity tools that help people manage their digital lives while staying in control of their data.

We are open source by design. Our products are developed transparently and in collaboration with a global community of contributors, and that same spirit shapes how we work: collaboratively, inclusively, and with a shared commitment to putting users first.

We are a small but growing company of 60+ people distributed across seven countries. As Thunderbird evolves beyond a single desktop application, we are expanding across desktop, mobile, paid services, and new product experiences that help people and organizations work more effectively without giving up control to big tech ecosystems.

Our revenue model combines user donations, which help keep Thunderbird’s apps freely available, with paid services that cover the costs of hosted offerings while supporting long-term sustainability and continued innovation.

A note about MZLA and Mozilla: MZLA Technologies Corporation is the nonprofit-owned company behind Thunderbird and part of the Mozilla family. MZLA is separate from Mozilla Corporation and has its own compensation programs, benefits, and employment policies.

To learn more, visit www.thunderbird.net and www.thunderbolt.io

The opportunity

MZLA is entering a new phase of growth as we bring Thunderbird, Thunderbolt, and other current and future products and services into the enterprise market. Our enterprise approach will be partner-led, with external partners leading sales, implementation, and ongoing customer relationships while MZLA provides the products, technical expertise, and subject-matter knowledge needed for success.

Our move into the enterprise market is being shaped in part by growing interest in digital sovereignty, particularly in Europe, where enterprises and public-sector organizations are placing greater emphasis on control over data and infrastructure, deployment flexibility, privacy, security, interoperability, and reduced vendor dependence.

We are looking for a Senior Lead, Enterprise Partnerships & Strategy to add dedicated partnership and commercial expertise to work already underway. You will partner closely with the CEO, senior leadership, and cross-functional teams to shape MZLA’s enterprise strategy, evaluate opportunities, develop partnership and commercial models, shape pricing and packaging, and advance a cohesive enterprise offering across our products and services.

This is a hands-on role in a lean environment. Success will require someone who can operate credibly with senior leaders and external partners while remaining closely involved in the analysis, preparation, coordination, negotiation, and follow-through needed to move opportunities forward and build a more repeatable enterprise approach.

This role requires regular working-hour overlap with colleagues in North American time zones, as well as flexibility to meet with partners and stakeholders across Europe. This role will also include periodic travel, including international, to meet with partners, prospective customers and represent MZLA at relevant industry events.

What you’ll do

• Help define and execute an enterprise strategy across MZLA’s products and services.
• Translate digital sovereignty priorities into clear enterprise and partnership requirements.
• Identify, evaluate, and advance enterprise opportunities and strategic partnerships, particularly in Europe and other sovereignty-focused markets.
• Work with stakeholders to clarify roles across MZLA, external partners, and other Mozilla entities.
• Develop pricing, packaging, licensing, reseller, revenue-sharing, support, implementation, and other commercial models.
• Lead or support partner negotiations and senior-level commercial discussions.
• Work closely with product and engineering teams to understand capabilities, deployment options, integrations, security and privacy considerations, support requirements, and roadmap dependencies.
• Translate technical capabilities into clear enterprise propositions and partner plans.
• Build practical processes and decision frameworks that support repeatable execution and help ensure external commitments remain realistic and supportable.

What you bring

• 15+ years of relevant professional experience, including substantial experience in product or strategic partnerships, enterprise strategy, commercial strategy, or technical business development.
• Experience building a new partnership, enterprise, platform, or commercial capability in a partner-led environment.
• Experience working with European enterprises, public-sector organizations, regulated institutions, technology partners, or similarly complex stakeholders.
• Strong understanding of digital sovereignty and the commercial, technical, regulatory, legal, and procurement considerations shaping technology decisions in Europe.
• Experience working through resellers, systems integrators, implementation partners, or similar partner-led enterprise models.
• Demonstrated experience developing and negotiating pricing, packaging, licensing, reseller, revenue-sharing, implementation, support, or similar commercial models, with strong judgment around enterprise buying processes, deal economics, negotiation strategy, and complex procurement.
• Experience with technically complex software products, platforms, infrastructure, AI-enabled systems, communications technology, security, or privacy technology, with the technical and product fluency to work credibly with engineering, product, partner, and enterprise stakeholders.
• Strong executive communication, relationship-management, facilitation, and negotiation skills.
• Ability to bring structure to ambiguous opportunities and move comfortably between strategy and detailed execution.
• A collaborative, low-ego working style and the ability to influence without formal authority.
• Strong alignment with Mozilla’s mission and values, including openness, privacy, user agency, trust, and long-term sustainability.
• Ability and willingness to travel periodically, including internationally.

Bonus points for

• Experience with on-premises, self-hosted, private-cloud, in-region, or other customer-controlled deployment models.
• Experience with open-source software, open standards, or open technology ecosystems.
• Familiarity with AI-enabled software, enterprise search, knowledge systems, communications platforms, productivity tools, or privacy-oriented technology.
• Experience building partnerships or enterprise initiatives in an early-stage company, new business unit, or newly established function.
• Experience coordinating partnerships across affiliated organizations or a portfolio of related products.

About you

You are a strategic thinker who is equally comfortable working in the details. You know that successful partnerships depend on more than strong relationships: they require sound product judgment, clear commercial models, technical credibility, and disciplined execution.

You understand that enterprise technology decisions are shaped not only by features and price, but also by control, jurisdiction, trust, interoperability, and long-term technology dependence. You can translate those considerations into practical enterprise and partnership strategies without overstating what a product or organization can deliver.

You are comfortable representing an organization in senior external conversations while remaining hands-on with pricing, preparation, technical dependencies, coordination, and follow-through. You are motivated by building a durable enterprise capability in a lean environment rather than inheriting a mature program or immediately building a large team.

Work environment

This is a full-time, fully remote position. You’ll work with colleagues, partners, and customers across multiple countries and time zones, so strong communication and documentation skills are essential.

Compensation & benefits

We benchmark our base salaries to local markets and target the 60th percentile of the peer market. The salary ranges for this role are:

• US: $175,000–$220,000 USD
• Canada: $140,000-$180,000 CAD

This is a salaried, non-commissioned role and is eligible for MZLA’s annual discretionary bonus program.

The salary range shown reflects the intended level and scope of the position. We may consider candidates with strong relevant skills but less experience, in which case title, level, and compensation may be adjusted accordingly.

In addition to competitive salaries, we offer a comprehensive benefits package designed to support your whole self.

Work & career

• Fully remote work & schedule flexibility
• Company-provided laptop
• Annual bonus program
• Monthly remote work stipend
• Annual professional development stipend
• Access toCoursera learning platform
• Industry conferences
• Company all-hands and team gatherings

Rest & play

• 24 days PTO per year (prorated)
• Your birthday
• Year-end company shutdown
• 9 wellbeing days
• Public holidays
• Other paid leave
• Quarterly wellbeing stipend for personal / family activities

Health & family

• 401(k) / RRSP contributions
• Health, dental, & vision insurance
• Disability insurance
• Life insurance
• Employee assistance program
• Paid parental leave
• Paid sick days

Work eligibility

Applicants must reside in and have permanent work authorization for the country location(s) specified in the posting. We are unable to consider applicants outside of these markets at this time. And, we do not provide visa sponsorship.

How to apply

Please apply directly through our career page. We carefully review every cover letter and screening question, so take the time to answer each fully.We value authentic, thoughtful responses that reflect your own experience and perspective. It is fine to use AI tools to polish your writing, but your answers should be your own. Candidates who submit generic or unoriginal AI-generated responses may be disqualified from further consideration.

Our commitment to diversity, equity, and inclusion

MZLA believes in the value of diverse creative practices and forms of knowledge, and knows diversity, equity and inclusion are crucial to and enrich the company’s core mission. We encourage applications from everyone, including members of all equity-seeking communities, such as (but not limited to) women, racialized and Indigenous persons, persons with disabilities, persons of all sexual orientations, gender identities and expressions.

We are an equal opportunity employer. We do not discriminate on the basis of race (including hairstyle and texture), religion (including religious grooming and dress practices), gender, gender identity, gender expression, color, national origin, pregnancy, ancestry, domestic partner status, disability, sexual orientation, age, genetic predisposition, medical condition, marital status, citizenship status, military or veteran status, or any other basis covered by applicable laws. MZLA will not tolerate discrimination or harassment based on any of these characteristics or any other unlawful behavior, conduct, or purpose.

We will ensure that qualified individuals with disabilities are provided reasonable accommodations to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment, as appropriate. Please contact us at hiringaccommodations@thunderbird.net to request accommodation.

#LI-DNI

Our Commitment to Our Team

At Pipe17, our values aren’t just words on a wall. They’re how we operate every day.

We are a high-performance team built around ownership, urgency, curiosity, and a strong bias for action.

We set bold goals, hold ourselves accountable, and move fast to solve customer problems. Every team member owns their decisions and drives outcomes. No one waits for permission.

We operate with urgency, but not recklessly. We focus on what matters most, take initiative, and course-correct quickly when needed. We value people who speak up, follow through, and take pride in their work.

Curiosity is how we get better. We ask questions, challenge assumptions, and stay open to new ideas. We don’t default to “how it’s always been done.” We explore, test, and learn. That mindset helps us adapt quickly, solve harder problems, and continuously raise the bar.

We also embrace AI as a force multiplier. We believe great operators don’t compete with AI - they partner with it. We use AI to move faster, think deeper, and remove friction from our work, while still applying human juådgåment, creativity, and context where it matters most. Thoughtful use of AI is part of how we scale ourselves and our impact.

Finally, teamwork is at our core. We win together, support each other, and celebrate our shared victories. Collaboration across functions is a daily practice, not just something we talk about. We learn from each other, improve constantly, and rally around our mission: unify commerce after the buy button.

If these values resonate with how you like to work, you’ll fit right in.

THE OPPORTUNITY

Pipe17 is the modern commerce operations platform connecting orders, inventory, and fulfillment across every channel and 3PL. We are opening the UK and this is the first hire on the ground. A builder who will stand up the market from scratch.

This is a dual mandate. You will sell directly to brands and 3PLs across the UK post-order ecosystem while simultaneously building the partner program with the SIs and ISVs in our ICP. You will help hire the local Solutions Engineer who supports your accounts and partners technically, and over time grow into leading the UK team. This is a market-owner role for someone with an entrepreneurial, never-give-up mindset: a builder, not an operator.

WHAT YOU’LL DO

• Own direct new-logo sales into brands and 3PLs across the UK, running a complex, consultative, self-generated sales cycle from discovery through close.
• Build the UK partner program: develop and activate partnerships with the key SIs and ISVs that sit within our ICP as a source of pipeline and reach.
• Build pipeline: through outbound, partner motions and Marketing.
• Sell into operations, supply chain, and ecommerce leadership with a value-based approach. Using discovery to surface quantified pain and tie it to Pipe17’s differentiators.
• Qualify rigorously against our ICP:  focus energy on the right accounts and walk away from the wrong ones.
• Apply a named methodology (MEDDIC/MEDDPICC, value-based selling, Challenger, or equivalent) to qualify and advance opportunities and forecast accurately.
• Help hire the UK Solutions Engineer and partner closely with them on technical discovery and demos.
• Lay the foundation to hire and lead the UK team as the market scales.

MUST-HAVE QUALIFICATIONS

✓ 8+ years of sales experience with a track record of closing complex, consultative deals.

✓ Demonstrated experience opening / building a market from scratch ideally for a US-based SaaS company.

✓ Background in the post-order ecosystem: ecommerce, OMS / order management, fulfillment, PIM, or channel connectivity / channel expansion.

✓ Proven self-generated pipeline motion: you build a pipeline without relying solely on inbound.

✓ Fluency in value-based selling: you lead with quantified business impact, not features or demos.

✓ Strong understanding of a named sales methodology (MEDDIC/MEDDPICC, VBS, Challenger, or equivalent).

✓ Disciplined qualification: clear logic for what fits the ICP and what does not.

✓ Based in London / Greater London or the surrounding area.

✓ Entrepreneurial builder profile: creative, gritty, comfortable operating with ambiguity and no infrastructure.

STRONG DIFFERENTIATORS

• Experience building a partner / channel program (SIs, ISVs) in parallel with a direct sales role.
• Managerial or team-leadership experience not required, but a plus given the leadership trajectory.
• Existing network of brand, agency, 3PL, or partner relationships in the UK commerce ecosystem.
• Experience selling an OMS or integration platform into brands, 3PLs, or marketplace operators.
• Prior experience as the first commercial hire in a new region for a US-headquartered company.
• Ability to use AI to work more efficiently and sharpen your sales process.

About Us

Pipe17 is the AI-native Enterprise Order Operations Platform for brands and 3PLs. We replace the fragmented stack of iPaaS, middleware, and legacy OMS with one unified operational layer that manages orders, inventory, products, fulfillment, and exceptions across every channel and partner.

With 300+ managed connectors, AI-powered workflows, and an industry-first MCP Server for agentic commerce, Pipe17 lets brands go live in weeks, scale into new channels in days, and run post-checkout operations without developer dependency or systems integrators.

Our customers reduce operational costs by up to 85%, cut fulfillment errors by 99%, and launch new channels in days instead of months. Pipe17 is trusted by enterprise brands including Estée Lauder, Allbirds, e.l.f. Beauty, Made In Cookware, Wyze, Olly, Black Rifle Coffee Company, and Dude Wipes, as well as leading 3PLs including Ryder, FedEx, and Barrett Distribution.

Pipe17 is a venture-funded software company headquartered in Seattle, WA with a significant presence in the San Francisco Bay Area. The company is backed by GLP Capital Partners, a leading investor in ecommerce logistics, and with Series A funding.

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Through passion and deep industry expertise, MCA Connect helps manufacturers succeed by unlocking innovation with actionable business insights. Our strategic solutions, innovation, and industry intelligence help manufacturers gain visibility, improve profitability, and achieve a competitive edge.

Established in 2002, MCA Connect has grown into one of the largest US-based solution partners in Microsoft Business Applications and Azure Data & AI / Digital & App Innovation. Our Microsoft Specialties include Finance and Supply Chain, Analytics on Azure, Data Warehouse Migration, and Power Platform. We’re also a fifteen-time Microsoft Partner of the Year and three-time Inc. Best Workplaces award winner.

TitleDirector, Enterprise CE Presales Architect

Location Remote with travel up to 50%

Description

The Enterprise CE Presales Architect leads enterprise CRM/CX pursuits from qualification through sales-to-delivery handoff. This role shapes the client vision, solution narrative, scope, estimates, assumptions, risks, and delivery approach for strategic D365 CE and Power Platform opportunities, with a focus on winning larger, more complex transformation programs while protecting delivery quality and commercial integrity.

Core Responsibilities

• Lead CE/CX pursuit strategy for strategic opportunities, including qualification, discovery planning, executive narrative, solution storyboard, demo strategy, ROM estimate, proposal approach, and handoff readiness.

• Facilitate client discovery sessions with executives and functional leaders to clarify vision, business outcomes, pain areas, capability priorities, operating constraints, and success measures.

• Create compelling solution narratives across Dynamics 365 Sales, Customer Service, Field Service, Customer Insights, Power Platform, Copilot, analytics, integrations, data migration, adoption, and managed services considerations.

• Own or coordinate estimate development, assumptions, exclusions, delivery model, timeline, staffing plan, margin considerations, and risk review for CE/CX pursuits.

• Own large-deal pursuit quality for strategic CE opportunities, including commercial assumptions, delivery feasibility, margin awareness, implementation risks, and readiness for sales-to-delivery transition.

• Partner with sales, delivery, functional architects, technical architects, industry SMEs, Microsoft, and GT stakeholders to produce an integrated pursuit strategy.

• Build reusable presales assets including discovery guides, demo scripts, proposal sections, SOW building blocks, estimation drivers, assumptions libraries, case studies, and handoff templates.

• Implement lightweight presales governance including stage gates, pursuit review cadence, estimate QA, proposal QA, deal desk escalation, and sales-to-delivery handoff quality.

• Maintain selective billable involvement in strategic advisory, architecture validation, delivery mobilization, or executive design workshops so presales recommendations remain grounded in real delivery experience.

• Represent MCA Connect in executive-level client conversations, Microsoft co-sell motions, GT collaboration discussions, webinars, workshops, and strategic account planning.

Required Skills and Experience

• 12+ years’ experience in enterprise CRM/CX transformation across Microsoft Dynamics 365 CE, Power Platform, Dataverse, integrations, analytics, and business process modernization.

• Proven ability to shape complex pursuits, facilitate executive workshops, create solution vision, build estimates, write proposal/SOW content, and transition commitments into delivery.

• Understanding of manufacturing, distribution, field service, professional services, private equity/M&A integration, or related industries preferred.

• Ability to balance growth, delivery realism, commercial quality, scope discipline, risk management, and client relationship development.

• Exceptional executive communication, storytelling, commercial judgment, stakeholder management, and cross-functional leadership skills.

• Demonstrated ability to influence multi-million-dollar enterprise pursuits, guide executive discovery, and translate ambiguous client vision into practical scope, phased roadmap, and delivery approach.

• Recommended certifications: relevant D365 CE, Power Platform, and solution architecture credentials; Microsoft ecosystem fluency is required.

$185,000 - $210,000 a year

Plus additional bonus / commission

Why work for MCA Connect?

Our compensation plan offers one of the best bonus structures in the industry.  Along with this we also offer a generous benefit package:

·Work/Life Balance with Unlimited Paid Time Off (UPTO)

·401k Plan with Company Matching Contribution

·Monthly Stipend for Home Office Expenses

·Subsidized Medical, Dental and Vision Coverage

·Health Savings and Flexible Spending Accounts

·Company Paid Life and Disability Insurance

·Training, Certification and Continuing Education Support

MCA Connect offers limitless opportunities for personal and professional growth in a stimulating, challenging, and performance-oriented work culture where you can share your ideas and make impactful daily contributions. Our employees are highly motivated and talented individuals dedicated to developing, marketing, and selling products designed to deliver value for mid-market and enterprise-size manufacturing, distribution, and energy companies. We take the time to train our consultants so that they understand the industries we serve and can deliver best practices, proven methodologies, and ongoing industry expertise to our clients.

MCA Connect is an Equal Opportunity Employer. MCA Connect promotes equal employment opportunity to all employees and applicants and does not discriminate on the basis of race, religion, color, creed, national origin, sex, age, sexual/gender orientation, status as a protected disabled or Vietnam Era Veteran, disability, or any other legally protected status. We firmly believe our differences make us stronger!

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.

We are a hybrid, remote-office company dedicated to growing our talent anywhere!

We have onsite locations in: Sioux Falls, SD,  Scottsdale, AZ,  Louisville, KY,  Troy, MI,  Franklin, TN,  Easton, PA.

At Pathward, we take tremendous pride in our purpose to create financial inclusion for all™. We are a financial empowerment company that works with innovators to increase financial availability, choice, and opportunity for all.  We strive to remove barriers that traditional institutions put in the way of financial access, and promote economic mobility by providing responsible, secure, high quality financial products.

We are a team of problem solvers and innovators who celebrate our differences and know that our unique perspectives make us stronger and well-positioned for success.  We celebrate, and embrace, our team members through our *HUMBLE*HUNGRY*SMART approach, and we believe that we are strongest when we embrace the voices of our employees, customers, partners, and the communities we serve.

About the Role:

Responsible for prospecting, qualifying, and closing new accounts for the company. Focuses on hunting and selling to new customers while building strong relationships within their territory for future business.

What You Will Do:

• Acquire and cultivate new business opportunities and analyzes market research data to guide sale efforts.
• Effectively present and explain financial products and value to prospective clients.
• Meet or exceed volume, margin, fee, and cross-sell targets as assigned.
• Establish and maintain a network of referral sources able to identify capital access needs not currently being addressed in the conventional market.
• Obtain required application and financial information from borrowers to facilitate underwriting and closing along with appropriately executed documents.
• Remain up to date on competitors and competitive products.
• Contribute to the company’s overall production, portfolio performance and reputation while striving to meet or exceed individual goals.
• Create, manage, and maintain a pipeline to active sales goals.
• Negotiate and maximize profitability on all new business.
• Partner and collaborate with other departments to maximize customer growth and retention.
• Assists in the implementation of company’s marketing plans as needed.
• Continually refine processes to stay in front of customers in relevant industries.
• Responsible to build and maintain new and current customers relationships.
• Other duties as assigned.

What You Will Need:

• Bachelor’s degree or equivalent education and work experience.
• 8+ years experience
• Experience in commercial finance including structured financing, working capital, equipment financing or insurance premium financing
• Detail-orientated, customer service-minded and comfortable working in a fast-paced environment
• Highly motivated and results driven
• Ability to multitask and stay organized is essential
• Excellent communication skills
• Demonstrated record of success providing professional, solutions-based sales over the phone
• Ability to work well under pressure to meet sales goals & deadlines
• Experience with high call volume (cold calling) is a plus
• Collaboration
• Attention to detail
• Analytical
• Understanding of financials accounting concepts and entries

The responsibilities listed above are not all inclusive and may be changed at any time.

Salary range: $104,000– $174,000

The salary range reflects the minimum and maximum target for a new hire in this role. Individual pay within the range will be determined by multiple factors which can include but are not limited to a candidate’s experience, qualifications, skills, and location. Your recruiter can share more about the specific salary for your location during the hiring process. Ranges may be modified in the future.

This role is also eligible for an annual performance-based incentive opportunity.  Pathward offers a comprehensive benefits package for eligible employees, including health insurance, 401(k) retirement benefits, life insurance, disability benefits, paid time off, and more.

#LI-Remote

Don’t have everything listed under qualifications? If you’re excited about this role but your experiences don’t match exactly to everything in the posting, we encourage you to apply anyway. You may be just the right candidate for this or other Pathward roles. Pathward is an equal employment opportunity employer and considers candidates for roles without regard to their race, sex, national origin, ethnicity, age, disability or any other category protected by law.

Who we are:

Our commitment to inclusion is woven into our DNA. We believe that we are strongest when we embrace the voices of our employees, customers, partners, and the communities we serve.

We provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, ethnicity, religion, sex, sexual orientation, gender identity, transgender status, pregnancy, national origin, age (age 40 and over), disability, genetic information, marital status, hair texture or hairstyle, ancestry, service in the uniformed services, protected veteran status, status as a victim of domestic violence or any other class protected by federal, state and local laws.

Please click here to learn more about our benefits and review information about our Privacy Policy, Affirmative Action Plan and other notices. Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and certain state or local laws. For assistance completing an application, please contact a Pathward People & Culture Representative by emailing – careers@pathward.com

Please click here to view Pathward’s Applicant Privacy Notice.

Applications will be accepted for a minimum of 3 days after posting, and there is no predetermined date by which applications should be submitted.

Knowingly submitting false information will result in disqualification for consideration of future positions, termination of employment and forfeiture of other rights.

Candidate Scam Warning

We encourage you to be cautious of hiring scams that impersonate Pathward. Copy and paste the following URL into your browser to learn more: https://www.pathward.com/about-us/people-culture/careers/

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Are you looking for a role that motivates and challenges you? Are you ready for an opportunity for growth? Do you want to work on teams where people roll up their sleeves to take on tough problems together, and regularly blow the doors off our clients with their outstanding teamwork? If you answered yes to those questions, 3Cloud might just be for you!

At 3Cloud, we hire people who aren’t afraid to experiment or fail. We hire people who are willing to give direct and candid feedback to their managers, leaders, and team members. We hire people who jump at those opportunities because they care about our collective growth and success. We hire people who challenge and hold each other accountable for living 3Cloud’s core values because they know that it will result in amazing experiences and solutions for our clients and each other.

Director, Applied AI & Machine Learning

Responsibilities:

Set direction as a technical evangelist and trusted advisor for clients, shaping early-stage AI and ML conversations into compelling solution visions built on the Microsoft platform.

· Partner closely with sales and account teams to drive opportunity qualification, solution strategy, and deal closure for AI and ML engagements.

· Take ownership of technical discoveries with clients to understand business priorities, decision criteria, and value drivers, translating them into winning Data & AI architectures.

· Be accountable for the design and present AI and ML solutions that clearly articulate business outcomes, technical feasibility, and ROI.

· Provide executive-level technical depth in Azure with depth in agentic architectures, machine learning, or AI to influence client stakeholders from practitioner to C-level.

· Own end-to-end technical credibility throughout the sales cycle, including whiteboarding sessions, architecture reviews, proposals, and executive presentations.

· Guide and mentor architects and data scientists to ensure solution consistency, technical excellence, and alignment with go-to-market strategy.

· Identify and be accountable for opportunities to expand pipeline through innovation workshops, POVs, and targeted thought leadership aligned to Microsoft Data & AI offerings.

· Ensure proposed solutions align with Microsoft best practices, security standards, and regulatory requirements.

· Stay current on Microsoft Data & AI roadmaps and industry trends to continuously sharpen competitive positioning and client impact.

· Lead the strategy and execution of relevant platform accelerators, reference architectures, and delivery playbooks.

· Mentor, develop and motivate your team to lead pre-sales and subsequent delivery advisory efforts independently.

Requirements:

· 10+ years of experience in Data Science, AI, Data, or Analytics roles, with significant exposure to enterprise client environments.

· Proven experience leading pre-sales or client-facing technical engagements, including discovery, solution design, and executive presentations.

· Deep hands-on expertise with Microsoft Data & AI in at least one of Azure Data Services, Azure AI, Synapse/Fabric, Databricks on Azure.

· Strong ability to translate complex technical capabilities into clear business value narratives that resonate with technical and non-technical stakeholders.

· Demonstrated 1M$+ deal success partnering with sales and account teams to influence pipeline progression and close deals.

· Executive presence with experience owning the C-suite engagement and lead the partnership with senior leaders as a trusted technical advisor.

· Strong architectural mindset with the ability to design end-to-end Data & AI solutions aligned to client objectives, security, and governance needs.

· Excellent communication skills, including whiteboarding, storytelling, and formal presentations.

· Ability to work in a fast-paced environment.

Don’t meet every single requirement? At 3Cloud we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway.

At this time, we cannot sponsor applicants for work visas.

3Cloud Total Rewards Highlights Include:

• Flexible work location with a virtual first approach to work!
• 401(K) with match up to 50% of your 6% contributions of eligible pay
• Generous PTO providing a minimum of 15 days in addition to 9 paid company holidays and 2 floating personal days
• Two medical plan options to allow you the choice to elect what works best for you!
• Option for vision and dental coverage
• 100% employer paid coverage for life and disability insurance
• Paid leave for birth parents and non-birth parents
• Option for Healthcare FSA, HSA, and Dependent Care FSA
• $67.00 monthly tech and home office allowance
• Utilization and/or discretionary bonus eligibility based on role
• Employee Assistance Program to help with everyday challenges

3Cloud offers competitive compensation. In addition to base pay employees are eligible to receive an annual discretionary/utilization bonus. If you are hired at 3Cloud your final base salary is based on factors such as skills, education, experience and/or geographic location. Please keep in mind that the range mentioned above includes the full base salary range for the role. It is not typical for offers to be made at or near the top of the range.

Base Salary Range

$168,400—$252,600 USD

Don’t meet every single requirement? At 3Cloud we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway.

At this time, we cannot sponsor applicants for work visas.

Affirm is reinventing credit to make it more honest and friendly, giving consumers the flexibility to buy now and pay later without any hidden fees or compounding interest.

About the Revenue team

The Revenue team drives Affirm’s top-line growth through strategic partnerships, pricing, and go-to-market execution. We acquire, retain, and expand merchant relationships across eCommerce, in-store, telesales, and the Affirm app. The team leads onboarding, relationship management, and performance optimisation to help partners succeed. We deliver value-added solutions, drive adoption, and support long-term business growth by connecting merchants and consumers through Affirm’s products.

About the role

We’re looking for a Director, Key & Enterprise Sales in the UK to lead this business and help shape Affirm’s long-term growth in retail. Reporting to the Head of International Sales, this leader will oversee 5 senior Account Executives and work with some of Affirm’s most strategic merchants across fashion, beauty, apparel, sporting goods, electronics, furniture, travel and other lifestyle categories in the UK and Europe.

This leader will evolve our UK Go To Market (GTM) strategy, build executive relationships, guide complex commercial opportunities, and turn strategy into measurable business results. They will lead a high-impact team and partner across the business to help Affirm win, launch, and grow strategic merchant relationships.

What you’ll do

• Lead and mentor a team of senior Account Executives, creating alignment, accountability, and consistent execution against regional and company priorities.

• Own executive stakeholder management for the region: set the narrative, surface risks early, recommend decisions, and drive resolution with senior leadership; lead executive-level negotiations with strategic partners.

• Partner with senior leadership to define and evolve the UK/Europe enterprise GTM strategy and operating model, including segmentation, coverage, merchant prioritization, deal governance, and standards for how Affirm wins, launches, and grows strategic partnerships.

• Influence broader commercial strategy by bringing market insights, merchant feedback, and competitive trends into business planning, prioritization, and investment decisions.

• Serve as the regional decision-maker for complex commercial opportunities, balancing merchant needs, risk considerations, operational constraints, and long-term business objectives to drive successful outcomes.

• Recruitment & Process Ownership: Own talent planning, hiring, and calibration processes for the region, building a high-performing organization and ensuring consistent leadership standards across the team.

• Bring structure and innovation to sales execution, pipeline management, and deal strategy, driving efficiency and effectiveness across the team.

• Own end-to-end outcomes from signature through launch and first-year expansion, including cross-channel, cross-geography, and multi-brand growth; hold cross-functional partners accountable to shared milestones, resolve escalations, and ensure delivery against commercial and customer experience objectives.

• Hold your team accountable for performance, providing immediate and thoughtful coaching to drive continuous improvement, and build a strong team culture aligned with Affirm’s values.

• Serve as a senior thought leader at industry events and conferences, advocating for our mission and strengthening our position in the market.

• Travel regularly to lead executive engagements to accelerate AE deal cycles, and facilitate team planning sessions and offsites.

What we look for

• 10+ years of solution selling experience, including 5+ years leading high-performing enterprise sales teams.

• A strategic and hands-on sales leader with a deep understanding of enterprise sales and complex deal structures.

• Experience shaping operating models, sales processes, or commercial strategies that scale beyond an individual team or territory.

• Experience setting regional/department strategy, translating it into operating rhythms, and scaling a team/org to deliver sustained results.

• Demonstrated ability to drive cross-functional execution across Product/Legal/Risk/CS for complex enterprise partnerships.

• Operational & Pipeline Rigor: Deep expertise and strict ownership of CRM/Salesforce hygiene, forecasting accuracy, and sales methodologies.

• Proven track record of selling into large, enterprise merchants across numerous industries, ideally with experience in Retail, Travel and/or the Credit and Payments landscape.

• Strong alignment with Affirm’s mission, with a passion for building financial products that improve lives. Ideally, you have used our product and understand its value to merchants and consumers.

• Strong executive presence and ability to build relationships with senior stakeholders internally and at major brands.

• An active networker who can broker warm leads and open doors to new opportunities.

• A structured, organized leader who brings new ways of thinking and managing to the team.

• A proactive, entrepreneurial mindset with the ability to navigate ambiguity and drive initiatives forward.

• A strong coach and mentor who holds the team accountable and provides real-time, constructive feedback to improve performance.

• Willingness to travel regularly to support deal acceleration, industry events, and team collaboration.

Base Pay Grade - N

Equity Grade - 7

Employees new to Affirm typically come in at the start of the pay range. Affirm focuses on providing a simple and transparent pay structure which is based on a variety of factors, including location, experience and job-related skills. For sales roles, the range provided is the role’s On Target Earnings (“OTE”) range, which includes the annual base pay and the sales incentive target.

Base pay is part of a total compensation package that may include monthly stipends for health, wellness and tech spending, and benefits (including 100% subsidised medical coverage, dental and vision for you and your dependents). In addition, the employees may be eligible for equity rewards offered by Affirm Holdings, Inc. (parent company).

GBR base pay range per year: £120,000 - £168,000

Location: UK Remote

#LI-Remote

Affirm is proud to be a remote-first company! The majority of our roles are remote and you can work almost anywhere within the country of employment. Affirmers in proximal roles have the flexibility to work remotely, but will occasionally be required to work out of their assigned Affirm office. A limited number of roles remain office-based due to the nature of their job responsibilities.

We’re extremely proud to offer competitive benefits that are anchored to our core value of people come first. Some key highlights of our benefits package include:

• Health care coverage - Affirm covers all premiums for all levels of coverage for you and your dependents
• Flexible Spending Wallets - generous stipends for spending on Technology, Food, various Lifestyle needs, and family forming expenses
• Time off - competitive vacation and holiday schedules allowing you to take time off to rest and recharge
• ESPP - An employee stock purchase plan enabling you to buy shares of Affirm at a discount

We believe It’s On Us to provide an inclusive interview experience for all, including people with disabilities. We are happy to provide reasonable accommodations to candidates in need of individualized support during the hiring process.

[For U.S. positions that could be performed in Los Angeles or San Francisco] Pursuant to the San Francisco Fair Chance Ordinance and Los Angeles Fair Chance Initiative for Hiring Ordinance, Affirm will consider for employment qualified applicants with arrest and conviction records.

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