\nAbout The Role\n\n\nYard Stick is looking for a Director of Business Development to help us fight climate change with soil.\nTo date, two-ish people have done the bulk of Yard Stick’s customer discovery, business development, commercial strategy-setting, and selling: Chris Tolles (CEO)  and Kelsey Chan (Head of Growth + Partnerships). To accomplish our ambitious climate impact and commercial revenue goals, Yard Stick must transition from being primarily a founder-led sales effort to one with dedicated team members and expertise 100% focused on growing the company’s top line. We have demonstrated incredible early traction and are ready to accelerate our efforts to win more and bigger contracts for work in our wheelhouse, namely soil C stock quantification on row crop and grazing agricultural soils in the US. \n\n\nWe’re looking for a biz dev powerhouse to build on our existing foundation and take commercial growth to the next level. This person will get inside the heads and hearts of our customers, build trust with prospects (often over months and longer!), iterate on our marketing/messaging for maximum resonance, craft home-run proposals, and generally sell the shit out of our offering.\n\n\nThis role must both be the type to knock down a door driving toward a signed contract, and be incredibly curious and empathetic in the way they collaborate with other Yard Stick stakeholders, both external and internal. It will start as a 100% IC role with potential to grow into a team lead for the right person, but the most compelling candidate must be thrilled if it doesn’t become a management role for even a few years.\n\n\nThis full-time remote role will report to Kelsey Chan, starting ASAP in 2025. To get specific, we have an all-company onsite planned for Feb 25-27, so ideally this role starts on Feb 25. 😳\n\n\nIf you have expertise in this domain, thrive in a high growth startup environment, and are ready to advance our soil carbon mission, read on!\n\n\n\n\nAbout Yard Stick PBC\n\n\nYard Stick is a remote-first climate tech startup with a hardware lab in Oakland, CA and team members all over the US. We are on a mission to reverse climate change with agriculture. Scientists and farmers alike know that climate-friendly agricultural practices have the potential to remove atmospheric CO2 at gigaton/year scale. When these practices are adopted, more carbon is stored in soils, improving soil health and fighting climate change. But significant measurement challenges have held soil carbon efforts back - until now.\n\n\nBy reducing the cost of soil carbon measurement by 70-90%, Yard Stick will dramatically expand the opportunities for evidence-based regenerative practices to simultaneously improve ecosystem health, increase farmer income, and combat climate change. \n\n\nCurrent soil carbon measurement technologies are slow, expensive, and cumbersome, relying on conventional soil cores and labs to quantify carbon stocks. In contrast, Yard Stick is fast and cheap - without sacrificing accuracy. As a testament to our technology’s potential, alongside our scientific collaborators, we were awarded $18M across six USDA Climate-Smart Commodities projects, and we have additional grant financing from ARPA-E, NSF, CDFA, and other discerning grant-makers. We’ve also raised another nearly $18M from top climate VCs, including Toyota Climate Venture Fund, Lowercarbon Capital, Breakthrough Energy Ventures (Bill Gates’ climate fund), Microsoft Climate Innovation Fund, The Nature Conservancy, Extania, Pillar VC, MCJ Collective… the list goes on!\n\n\nFor more background, check out some coverage of Yard Stick in TechCrunch, Fast Company, and AgFunder, and see this snazzy Microsoft-produced video as well.\n\n\nWe offer competitive salary and equity (benchmarked to 75th percentile of high-growth US tech compensation), health/dental/vision insurance, a 401k, and home-office reimbursements. We have many team members with young families and have a strong track record of creative, flexible approaches to hours and communication expectations which let folks feel great about their commitments both to Yard Stick and their lives outside of work. \n\n\nWe’re also a PBC, or public benefit corporation, which is an alternative corporate structure which protects our ability to prioritize climate impact over profits if the two are in conflict. You can read more about PBCs in this article which also specifically features Yard Stick.\n\n\n\nResponsibilities\n* Sell large, well-fit projects: Sales at Yard Stick is a more-complex process of understanding customer requirements, educating prospects regarding options, and iterating on pricing and project format in a collaborative mode. That said, the #1 KPI for this role is revenue signed, so with the right raw materials (e.g. tech maturity, basic market assets, strategic clarity), which you’ll help create and refine, you’ll win big soil carbon measurement contracts for the company quickly and consistently. You’ll identify the right customer targets, create account and customer segment strategies, plan outreach, present demos and proposals, negotiate contracts, and assist in smooth handoff to our Customer Success team as projects kick off. \n* Build and own a healthy sales pipeline: You know the company goals and will execute effective inbound and outbound sales strategies to meet them. You will identify and qualify high quality leads and will prioritize and manage this pipeline in HubSpot with meticulous data hygiene and reporting used on the reg for all-team alignment. \n* Inform overall commercial and product strategy: Since you’re the tip of the spear with customer prospects all day, you’ll understand the market in unique ways. Your insights will help refine the company’s ideal customer personas, define segment-specific commercial strategies, and inform new customer experiments we’ll want to run to build a lean, successful commercial organization. You will prioritize and execute high value partnerships when a straight selling approach isn’t ideal. You’ll also serve as a key internal voice of the customer to ensure our actual offering is well-aligned to market needs. \n* Tell the company story: This is primarily a revenue-focused role rather than brand marketing, but guess what… we don’t have any dedicated marketing people! 😛 Where appropriate, you’ll attend industry conferences for prospect development, contribute to Yard Stick brand awareness in earned media and speaking opportunities, follow and guide market trends, influence key non-customer stakeholders, and broadly participate in the soil carbon sector with authority. \n* Partner for success: Yard Stick’s offering spans hardware, software, soil science, and many other disciplines. You’ll partner with these folks to inform future product features/direction/tech priorities and to accurately scope the technical details of proposals with unique characteristics. This role will focus on scaling our “known” business of soil C stock quantification in row crop and grazing lands in the US, but you’ll allocate a reasonable % of your time to emergent commercial opportunities such as international work, which will require even closer collaboration with Chris, Kelsey, and members of the tech team who best understand what a new project context means for Yard Stick’s technical readiness and feasibility. \n\n\n\nQualifications (Must Have)\n* Demonstrable expertise leading relevant enterprise biz dev, GTM, or early sales efforts. People call this work different things - we don’t particularly care about vocabulary, but we care enormously about expertise. Put simply, you’ve done this job before. You’ve been given an early-stage thing to sell and have successfully sold it at the scale of many millions of dollars. “Relevant” in this case could include various kinds of overall with Yard Stick’s offerings: Services offerings, IRL “field”-based offerings, offerings sold it/to big ag companies, climate offerings, science-y/highly technical offerings, time-based offerings (e.g. something which is inherently recurring like measurement over time or “tracking” offerings), and/or offerings in regulated industries where “standards” and “protocol alignment” are important. You love relational business development where you must get “in the head” of your customer to educate, build trust, and get to yes. You’re not intimidated by education, proposal, and sales processes which can last months (or sometimes years!). You are hungry. You will run through a brick wall to hit your number. \n* Comfort selling in emerging tech risk/complexity contexts. Yard Stick is literally the first company in the history of the world to deploy our technologies commercially. There are significant unknowns (Can we do almonds? What about peat?!?!?) but you can handle that. You will thread the needle with customers regarding what is known vs. not while all the while building trust. You won’t overpromise which risks under-delivery… nor will you get freaked out that we’re naturally building the airplane while we’re flying it. You deftly balance the key goal of getting a customer to “yes” while also being crystal clear about our technology’s more- and less-mature aspects.\n* Excellent management of complex pricing and contracting processes. Offerings like ours which are priced uniquely on a per-customer basis don’t freak you out. You’ll gather the required details, operate and manage internal pricing/scoping tools, and figure out pricing which satisfies both customer willingness to pay and company ops/capacity/financial targets. A 12-page services agreement doesn’t faze you. You’re not a lawyer, but you understand how contracts work and will carefully and patiently trade edits until all parties are happy, pulling in expert support when necessary. Bespoke “enterprise” offerings which are larger in dollar value and smaller in number of deals is your happy place. \n* Flawless organization of complex information. Since you’ll often be the only person with a specific piece of customer/GTM information, documenting, interpreting, and sharing it well is paramount. Doubly so since Yard Stick is a remote-first company. You’re a little obsessive with folder organization and file naming conventions, and you love setting up lightweight systems to make sure everybody can see the right stuff at the right time without always asking you for help. You’ll have to keep track of dozens of leads at varying stages of maturity, and that’s fine - you’ll just design a process to keep it all under control (fwiw we’re spun up on HubSpot already). Notion or similar is your love language. You’re encouraged to learn that Yard Stick has a 10-page internal communication norms document. You write very well. \n* Strong personal independence and entrepreneurial autonomy. You beg forgiveness rather than ask permission. You don’t sit around waiting for the CEO to answer your question, but rather get it done one way or another with what you’ve got. You assess the situation, consider solutions, make a plan, and execute. You tend to get way out ahead of everybody else and anticipate others’ needs well. Ownership and (appropriate) autonomy are key to your fulfillment. Nonetheless, you understand and respect what’s your job and what’s not, and you collaborate deeply and effectively with other teams at Yard Stick. \n* Personal, durable enthusiasm for the challenge of climate change. It matters to you that you’re working on a problem of existential significance. You get fired up by the fact that your work can help avoid others’ suffering. You’re briefly overwhelmed by the scale of the problem... and then you’re right back in the ring doing your part. \n\n\n\nQualifications (Nice To Have)\n* Can start FAST. As mentioned above, we have our twice-annual all-company onsite starting Feb 25, and that’s the ideal start date for this role so they can make all the friends. The right person is much more important than the fast person, but all things equal a candidate who can start sooner (e.g. on Feb 25!) will be more competitive. \n* Prior experience at a high-growth start-up. Yard Stick is a small, young, ambitious company. We move very quickly and have big goals. You understand the pace of early-stage tech startups and can move at a similar pace yourself. Note this is not about work hours per se - most people at Yard Stick work “normal” work hours. An appetite for growth means you know what a high-growth company feels like and expects, and you’re signing up for that experience. \n* Prior experience and/or relationships in agriculture, soil science, carbon markets, land use, MRV, and similar. This isn’t required, but it’d obviously be super helpful to accelerate your time-to-impact at the company. If you already know people who need soil C MRV services, you will be way more attractive as a candidate! \n* Comfort with any aspects of enterprise marketing. Can you write legit sales copy? Design a world-class pitch deck? Give a banger of a keynote? We’d love to know! To be clear, this role will not currently be supported by a marketing person, so you’ll have to do a bunch of this whether you’re an expert or not. You must be “passable” in these domains, but if you’re actually exceptional in any, please say so since that will significantly improve your attractiveness as a candidate. \n* Familiarity with CRM/pipeline systems (e.g. HubSpot). Again not required, but if you don’t have experience with these tools, we’ll need to see evidence of prior work on similar software and would need confidence that you can get up to speed with HubSpot very quickly, since our working assumption is that switching CRM providers is not important in the early days of this role. \n\n\n\n\n\n$170,000 - $250,000 a year• Market salary and equity commensurate with expertise. Directionally, we expect a salary in the range of $170-250k. Bottom end of that range for somebody who’s less experienced but demonstrably hungry and high-growth, higher end for somebody who’s obviously done all this before. We benchmark to 75th percentile of high-growth US tech compensation via Pave, the single largest compensation benchmarking database in the world. Note this is a 100% salary role - no commission. \n• We offer health, dental, and vision insurance via Justworks, our benefits and payroll provider. We contribute 80% of base healthcare plan premiums (regardless of employee plan type (e.g. single vs. family) and 50% of a base dental plan, as well as offer additional contributions to HSAs for employees who select eligible high-deductible plans. \n• We provide unlimited PTO, unlimited sick leave, 6 weeks paid primary caregiver leave, and 4 weeks paid secondary caregiver leave (flexible as to format, eligibility includes surrogacy and adoptive contexts). \n• We offer to extend post-termination exercise periods to 10 years when you leave the company so you don’t get screwed out of your options. \n• Travel expectations are a 3-day all-company onsite twice per year (typically Feb and Sept) plus 2-3 day sector conferences about four times per year. This may change significantly (in either direction) as this role identifies the most valuable ways to show up to conferences to advance the company’s commercial goals.\n• We’ll buy you a computer and provide a work-from-home reimbursement to use how you please. \n• Additional benefits include One Medical, Health Advocate, and Talkspace memberships and a company-sponsored 401k. \n• This role must work primarily in one of the continental US time zones. We have no specific working hours except to “collaborate excellently” within teams - that typically requires overlapping with your teammates at least a few hours per day. \n• We prioritize candidates living in the US. If you live in the US, existing work authorization is required. If you live outside the US, we will consider your application with sincerity, but our very strong preference is US-based team members. \n\nOur Commitment to Diversity, Equity, and Inclusion\n\n\nYard Stick’s impact goals go well beyond climate science. Why? Our company operates primarily in the US agricultural sector, which is predicated on centuries of mass land theft and disenfranchisement of Native and Black people. This harm continues today. If we’re going to work in this sector, we need to leave it better than we found it.\n\n\nConsistent with our core value of “Pursue Justice,” we talk about these issues publicly, including when it’s uncomfortable, and we also put significant effort into ensuring that our own internal practices are Pursue Justice-aligned:\n\n\n• We standardize our interview process and questions to reduce “likeability” bias when hiring. We benchmark salaries against industry databases to ensure fair pay for all, and we utilize tools like the Gender Decoder to ensure everyone feels welcome to apply. \n\n\n• We work to create an environment where everyone feels confident sharing their ideas, problem-solving happens openly and collaboratively, and where mistake-making is welcomed. We evaluate ourselves against our core values twice-annually and discuss opportunities for improvement candidly as a whole team. Team members are evaluated formally once per year, and executive evaluations are done “360”-style.\n\n\n• Great management is critical in this domain. We’ve formalized our expectations of high-performance management to ensure managers can be held accountable for healthy teams.\n\n\n• We organize lunchtime all-team discussions on issues like labor equity in Florida produce, Pigford v. Glickman (the largest US civil rights settlement in history), whether carbon offsets are “good or bad,” and other contemporary moral concerns in agriculture and climate change.\n\n\nClimate change is arguably the most complex challenge ever faced by humanity - we need all of humanity activated to fight back, and that motivates us to build a diverse, engaged, healthy, supported team. \n\n#Salary and compensation\n No salary data published by company so we estimated salary based on similar jobs related to Design, Marketing and Sales jobs that are similar:\n\n $30,000 — $55,000/year\n
\n\n#Benefits\n 💰 401(k)\n\n🌎 Distributed team\n\n⏰ Async\n\n🤓 Vision insurance\n\n🦷 Dental insurance\n\n🚑 Medical insurance\n\n🏖 Unlimited vacation\n\n🏖 Paid time off\n\n📆 4 day workweek\n\n💰 401k matching\n\n🏔 Company retreats\n\n🏬 Coworking budget\n\n📚 Learning budget\n\n💪 Free gym membership\n\n🧘 Mental wellness budget\n\n🖥 Home office budget\n\n🥧 Pay in crypto\n\n🥸 Pseudonymous\n\n💰 Profit sharing\n\n💰 Equity compensation\n\n⬜️ No whiteboard interview\n\n👀 No monitoring system\n\n🚫 No politics at work\n\n🎅 We hire old (and young)\n\n
\n\n#Location\nCambridge, MA

The Challenge\n\nWe are looking for a Director of Product for Consent and Preference Management to lead the team building our portfolio of market-leading consent management solutions. The individual will work closely with engineering, marketing, and business strategy executives to drive our business and team forward to its next phase of development and growth. Success in this role depends on expertise and strong skills in product management, leadership, and communication, and a desire to work in a dynamic and fast paced environment.\nYour Mission\n\n\n* Lead a team of product managers to build consent management products that customers love, and the industry recognizes as the best in the market.  \n\n* Never stop innovating. We are moving to the next phase of consent management and building the tools enabling its evolution. Don’t settle with copying the old way of doing things. Think differently. \n\n* Lead the team to build the right things with a sense of urgency to continuously deliver real value for our customers. \n\n* Cultivate a cadre of loyal customers, trusted and leaned-in to help vet and inform your roadmap priorities. Listen well without bias. \n\n* Be a tireless evangelist for your product portfolio. Speak at events, motivate the internal team, and constantly advocate for the success of our customers. If you don’t love your product, who else should?\n\n* Develop a tight partnership with counterparts in business strategy, marketing, services, and across the business, to ensure ongoing alignment to priorities and coordination in ongoing rollout and go to market activity.\n\n* Continuously manage and communicate your roadmap to all relevant stakeholders inside the company and with customers.\n\n* Work closely with our user experience team and architecture teams during the ideation and design phases to ensure we are building the right thing the first time.\n\n* Truly own your product line. Be proactive and resolve issues that are impacting the performance of your product, whether it be sales, engineering, marketing, or customer success.   \n\n\n\nYou Are\n\nA subject matter expert with expert knowledge in the product offering and the functional domain. You can effectively build and communicate strategy within your offering and with engineering teams. Someone who recruits leads and manages direct reports for productivity and performance.\nYour Experience Includes\n\n\n* Bachelor’s degree in Computer Science, Engineering or related technical or business field  \n\n* 16+ years of relevant experience in an enterprise software development environment \n\n* 6+ years managing multiple direct reports\n\n* 12+ years of experience as a Product Manager\n\n* Experience managing product roadmaps and document goals and themes, for an entire product offering\n\n* Proven ability to develop product strategies and effectively communicate recommendations to executive management\n\n* Proven track record of managing multiple direct reports and successfully coaching and mentoring teams\n\n* Experience planning for “end of life” in product and leading EOL processes across stakeholders\n\n* Experience contributing to technical debt planning and automation backlog\n\n* Strong knowledge in platform and integrations\n\n* Experience collaborating with and receiving buy in from leadership/executive teams\n\n* Skilled at working effectively with cross functional teams, and influencing conversations to drive positive outcomes for the product and the business\n\n* Excellent written and verbal communication skills \n\n* Skilled in using tools including Jira, Aha!, Figma and/or similar product management tools. \n\n* Willing to travel up to 25% for speaking events, analyst sessions, customer meetings and company offsites. \n\n\n\nExtra Awesome\n\n\n* Experience with ad tech technologies serving publishers – you don’t just know what RTB, TCF, PMPs, and UID 2.0 mean, you know how they are implemented and integrated in browsers and across the ecosystem.\n\n* Strong knowledge and understanding identity tracking and resolution technologies.\n\n* Strong knowledge or experience in similar field, including digital publisher technology and AdTech.\n\n* Previous experience in a B2B environment with multiple parties involved and/or impacted by product changes.\n\n* Experience with data privacy and CIPP/E or CIPM certification\n\n\n \n\n#Salary and compensation\n No salary data published by company so we estimated salary based on similar jobs related to Design and Design jobs that are similar:\n\n $35,000 — $60,000/year\n
\n\n#Benefits\n 💰 401(k)\n\n🌎 Distributed team\n\n⏰ Async\n\n🤓 Vision insurance\n\n🦷 Dental insurance\n\n🚑 Medical insurance\n\n🏖 Unlimited vacation\n\n🏖 Paid time off\n\n📆 4 day workweek\n\n💰 401k matching\n\n🏔 Company retreats\n\n🏬 Coworking budget\n\n📚 Learning budget\n\n💪 Free gym membership\n\n🧘 Mental wellness budget\n\n🖥 Home office budget\n\n🥧 Pay in crypto\n\n🥸 Pseudonymous\n\n💰 Profit sharing\n\n💰 Equity compensation\n\n⬜️ No whiteboard interview\n\n👀 No monitoring system\n\n🚫 No politics at work\n\n🎅 We hire old (and young)\n\n
\n\n#Location\nAtlanta, Georgia, United States

\nYour Role:Tenable seeks a Director of Global Strategic Partner sales to work with Global System Integrators and large, global MSSP & MDR providers.  This person is responsible for developing and executing our Go To Market plan for a set of Global Strategic partners.  We’re growing and seek a seasoned, high-energy, and driven Senior Sales Executive / Leader with strong knowledge of and experience with: Exposure Management / Network Security / Cloud Security / EDR/MDR, and / or enterprise-wide security software technologies. This will be a role with direct exposure and visibility to senior Tenable Executives with an opportunity to help shape overall strategy.We're seeking someone experienced in complex selling situations to both very technical partners as well as C-Level and other decision makers as security projects are increasingly becoming board level issues.   The candidate will be selling an advanced exposure management security solution that empower organizations to solve mission critical security problems by managing, understanding, and reducing risk across the modern converged attack surface. \nYour Opportunity:\n* Manage all facets of a few Global Strategic Partnerships as a strategic route to market to accelerate the growth of Tenable\n* Embed Tenable technology into partner’s service offerings\n* Build and executive a global account plan with assigned Global Strategic Partnerships\n* Creatively design and implement “unique” value added programs, contract terms, and pricing models to maximize Tenable’s revenue and margin with these partners\n* Assist the field with all “sell-through” activities, pipeline generation, and bookings growth\n* Develop, manage, and accelerate account pipeline within assigned Global Strategic Partnerships\n* Achieve assigned quarterly and annual sales goals and other regional objectives\n* Develop pipeline and grow revenues through targeted marketing, sales activities and networking\n* Work closely with marketing, Product Management, Sales Engineering, and Engineering, and other stakeholders to facilitate closure of opportunities and new partnerships\n* Deliver presentations / demonstrations highlighting the benefits, key features and functions of the Tenable solutions\n* Maintain an understanding of key industry trends and competitive issues and products\n* Practice effective, excellent communication with management, customers and support staff\n* Travel to customer and partner locations as needed in support of sales efforts\n* Provide regular reporting of pipeline and accurate forecasts through salesforce.com\n\n\n What You'll Need:\n*  10+ years experience (With 4+ year company track records) selling security software and exceeding quotas\n* Strong working knowledge of the Big 4 Accounting/Advisory firms, working on large complex partnership agreements\n* Demonstrated success in working with GSIs & Advisory Firms in a sales or business development capacity\n* Experience selling emerging technologies, winning new logos, and building territories\n* Experience with the process of selling to Global 1000 customers and/or direct enterprise sales experience is a plus\n* Must embrace working in a team environment.  Teaming is critical to our success.\n* Must be willing to travel to customers and prospects globally as needed to achieve our objectives\n\n\nAnd Ideally:\n* Cyber Security in your “DNA”\n* A rolodex and flawless reputation with partners in this territory\n* Strong ethics, self-directed and resourcefulness\n* Ability to thrive in a fast moving, dynamic environment\n* Strong written and verbal communications skills\n* Strong negotiation skills\n* Positive attitude, ambitious, and a passion for building a valuable business\n* Technically savvy with strength in communicating business value\n* Strength in working in small teams as well as independently\n* Expertise in nurturing and building relationships\n* Working knowledge of SF.COM & Microsoft Office Suite\n\n\n\n#LI-MF1\n#LI-Remote \n\n#Salary and compensation\n No salary data published by company so we estimated salary based on similar jobs related to Design, Travel, Cloud, Senior and Sales jobs that are similar:\n\n $55,000 — $120,000/year\n
\n\n#Benefits\n 💰 401(k)\n\n🌎 Distributed team\n\n⏰ Async\n\n🤓 Vision insurance\n\n🦷 Dental insurance\n\n🚑 Medical insurance\n\n🏖 Unlimited vacation\n\n🏖 Paid time off\n\n📆 4 day workweek\n\n💰 401k matching\n\n🏔 Company retreats\n\n🏬 Coworking budget\n\n📚 Learning budget\n\n💪 Free gym membership\n\n🧘 Mental wellness budget\n\n🖥 Home office budget\n\n🥧 Pay in crypto\n\n🥸 Pseudonymous\n\n💰 Profit sharing\n\n💰 Equity compensation\n\n⬜️ No whiteboard interview\n\n👀 No monitoring system\n\n🚫 No politics at work\n\n🎅 We hire old (and young)\n\n

\n \n\nAirbyte is the open-source standard for EL(T). We enable data teams to replicate data from applications, APIs, and databases to data warehouses, lakes, and other destinations. We believe only an open-source approach can solve the problem of data integration, as it enables us to cover the long tail of integrations while enabling teams to adapt pre-built connectors to their needs.\n \nSo far, we've built over 350 connectors and have had 35,000+ companies replicating data with us. We've raised $181M from some of the world's top investors (Benchmark, Accel, Altimeter, Coatue, Y Combinator, etc.) and believe in product-led growth, where we build something awesome and let our product bring the users, rather than an outbound sales engine with cold calls.\n \nAirbyte is remote friendly, with most of the team still based in Silicon Valley. We’re fully transparent as a company. Our company handbook, core values, methodology, strategy and roadmap are open to all.\n \nIf you find this role exciting, we encourage you to apply even if you think you don’t meet all requirements.\n \n\n\n\n\nOpportunity\n\nWe are looking for a passionate and visionary Director of Developer Relations to lead our efforts in engaging and expanding our developer community. This role is crucial for promoting Airbyte’s platform adoption and fostering an engaging environment for our developers. Our goal is to make Airbyte the standard way to move data for all practitioners, with ubiquity measured in daily active users as a company goal. \n\nThis is a unique opportunity to build and grow our DevRel organization. You will be part of the executive team and report directly to the co-founder.\n\nThe ideal candidate will have a robust technical background with a great understanding of the data & AI ecosystem, excellent communication & team management skills, and a proven track record in building and managing developer communities.\n\nWhat You'll Do\n\n\n* Own, develop and implement strategies to engage and grow the Airbyte developer community.\n\n* Lead and expand the team responsible for developer relations and community engagement.\n\n* Partner closely with product and engineering to funnel product feedback from the community and support our feature launches. \n\n* Own and develop our meetup program and collaborate closely with partners to bring high value content to our meetup group “Data Bytes”. We will host a monthly practitioner-focused meetup on either data engineering or AI engineering. \n\n* Engage with developer communities and Partners to collaborate on content, events, code contribution, talks, anything to drive adoption of Airbyte.\n\n\n\n\nWhat You'll Need\n\n\n* You have 5+ years in developer advocacy roles\n\n* You have 5+ years of experience in software/data engineering\n\n* You have strong management skills and can lead a high performing team.\n\n* You have a working knowledge of databases, data platforms and developer tools\n\n* You can write code, demos, and tutorials.\n\n* You are scrappy and have a mindset that done is better than perfect. \n\n* You have crystal clear communication and you can make complex topics simple and elegant.\n\n* You can go above and beyond to ensure the success of your projects.\n\n* You share our values\n\n\n\n\nLocation(s)\n\n\n* Remote (USA)\n\n\n\n\n\n\n\nWe provide\n\n\n* Relocation - should you be applying to a San Francisco based role, Airbyte will assist with U.S. relocation to make this a seamless transition and compensate you well.\n\n* Unlimited Paid Time Off - we need you at your best at all times. Our expected minimum time off of 25 PTO days per year lets you schedule your work around your life.\n\n* Parental leave (for both parents) - we offer 16 weeks of paid parental leave for all new parents so you have time to adjust to the new life (and work) schedule introduced by your new bundle of joy.\n\n* Open book policy - we will pay for books you purchase for your professional and career development. \n\n* Continuous learning/training policy - we sponsor you for the conferences and training programs you feel would add to your development in the company. \n\n* Competitive benefits package for US-based employees, including:\n\n\n\n\n\n* \n\n\n* Blue Shield or Kaiser Medical Insurance \n\n\n* Airbyte covers 100% for both employees and dependents\n\n\n\n\n\n* Dental (including child & adult ortho) & Vision Insurance\n\n\n* Airbyte covers 100% for both employees and dependents\n\n\n\n\n\n* Life and AD&D Insurance\n\n\n* Airbyte covers 100% for employees\n\n\n\n\n\n* Short-term Disability Insurance \n\n\n* Airbyte covers 100% for employees\n\n\n\n\n\n* Long-term Disability Insurance\n\n\n* Airbyte covers 100% for employees\n\n\n\n\n\n\n\n\n\n\n\n\n\n* Healthcare insurance stipend for those outside the US whose countries do not provide it for free.\n\n* 401k for US-based employees.\n\n* FSA (flexible spending account)\n\n* Work Visas We currently sponsor H1B Transfers, TN Visas, and Green Cards. All other Visa requests will be discussed on a case by case basis to determine if we can sponsor.\n\n\n\n\nSalary for this job- $217,000 - $250,000  + a generous equity package, and benefits listed above for US Market. \n \nAirbyte is an equal opportunity employer that does not discriminate on the basis of actual or perceived race, creed, color, religion, national origin, ancestry, age, physical or mental disability, pregnancy, genetic information, sex, sexual orientation, gender identity or expression, marital status, familial status, domestic violence victim status, veteran or military status, or any other legally recognized protected basis under federal, state or local laws. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. \nAirbyte is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. Please let us know if you need assistance or accommodation due to a disability.\n \n#LinkedInRemote\n \n \n\n#Salary and compensation\n No salary data published by company so we estimated salary based on similar jobs related to Sales and Sales jobs that are similar:\n\n $50,000 — $120,000/year\n
\n\n#Benefits\n 💰 401(k)\n\n🌎 Distributed team\n\n⏰ Async\n\n🤓 Vision insurance\n\n🦷 Dental insurance\n\n🚑 Medical insurance\n\n🏖 Unlimited vacation\n\n🏖 Paid time off\n\n📆 4 day workweek\n\n💰 401k matching\n\n🏔 Company retreats\n\n🏬 Coworking budget\n\n📚 Learning budget\n\n💪 Free gym membership\n\n🧘 Mental wellness budget\n\n🖥 Home office budget\n\n🥧 Pay in crypto\n\n🥸 Pseudonymous\n\n💰 Profit sharing\n\n💰 Equity compensation\n\n⬜️ No whiteboard interview\n\n👀 No monitoring system\n\n🚫 No politics at work\n\n🎅 We hire old (and young)\n\n

\nFIXED-TERM, FULL-TIME JOB VACANCY\nKenneth Roth Practitioner-In-Residence\nProgram or Advocacy Department \nMultiple Locations Considered\n\nApplication deadline: 3 July 2024\n\nThe Organization\n\nKenneth Roth was Human Rights Watch’s (HRW) longest-serving executive director (1993 – 2022). His ambitious vision for HRW’s role in influencing how governments deliver on their human rights obligations saw the organization grow to a staff representing roughly 70+ nationalities covering more than 100 countries.\n\nOur staff are country experts, lawyers, journalists, and others who work to protect the most at risk, from vulnerable minorities and civilians in wartime, to refugees and children in need. We direct our advocacy towards governments, armed groups and businesses, pushing them to change or enforce their laws, policies and practices. We are experts in using the media – both traditional and social media – to create and amplify pressure for human rights change. We partner with organizations large and small across the globe to protect embattled activists and to help hold abusers to account and bring justice to victims.\n\nThe Opportunity\n\nWith an established research, advocacy and communications platform to draw from, we are launching a mid-career opportunity open to human rights practitioners from around the world. The aim is to support emerging or established national leaders in the human rights movement and work together to advance ambitious human rights change.\n\nThe Practitioner-in-Residence will have the option to be placed in either our Program (research and investigations) or Advocacy departments. The Practitioner-in-Residence will work closely on a project around a priority area of work depending on the experience that the practitioner brings.\n\nThe residency is intended to be a full-time arrangement for one year. The Chief Programs Officer will oversee the Practitioner-in-Residence with additional management dependent on the placement of the successful candidate.\n\nThe successful candidate may have the option to work remotely and will preferably be based in one of HRW’s offices in Africa, Asia or Latin America, but other locations will be considered. We aim to be as flexible and supportive as possible in both the recruitment for and onboarding of this position.\n\nResponsibilities:\n\n* Research, monitor and document human rights abuses by collecting and analyzing information from a wide variety of sources including governments, local media, NGOs, journalists, diplomats, security forces and others in the field;\n\n* Assist in the development and implementation of local, regional, and international strategies to change abusive laws, policies, and practices;\n\n* Write and publicize reports, briefing papers, letters, news releases, op-eds, and submissions to international bodies based on the findings;\n\n* Collect and analyze supporting documents and materials such as photographs, videos, police reports, medical reports, legal/court documents, among others;\n\n* Collaborate with HRW´s media team in the production of audiovisual products;\n\n* Respond promptly to queries from the media, public, and colleagues in the human rights community and take initiative to project concerns in public debate;\n\n* Place abuses within the broader political, social and economic contexts and present human rights concerns to government officials, opinion leaders, partner organizations, inter-governmental agencies, donors and the media;  \n\n* Present human rights concerns to government officials, opinion leaders, inter-governmental agencies, and the media;\n\n* Work closely with colleagues, non-governmental organizations (NGOs) and other partners to ensure that the agreed-upon project/approach to human rights change complements and enhances their own work;\n\n* Liaise effectively with HRW staff located in multiple locations throughout the world to ensure effective coordination and delivery of activities;\n\n* Travel domestically and overseas, as required, to conduct and lead fact-finding missions or advocacy initiatives;\n\n* Deliver outputs in a timely manner and maintain consistency with the agreed strategy and priorities; and\n\n* Perform other duties as required.\n\n\n\nQualifications:\n\nEducation: A level of education that when combined with your professional experience as an emerging or established human rights leader will adequately show you have the capability, in this role, to work with HRW and contribute meaningfully to the human rights change identified.\n\nExperience: A minimum of three years of human rights research or advocacy experience and a track record of delivering human rights impact are required. The successful candidate should be a recognized expert in their country or thematic area who is consulted by policymakers, journalists, academics, activists, and others.\n\nRelated Skills and Knowledge:\n\n* Ability to identify and advise on strategies to conduct research or advocacy is required.\n\n* Ability and sensitivity to effectively communicate with a wide range of people, including victims and witnesses is required.\n\n* Ability to identify, research, analyze and effectively communicate important human rights developments in the area of specialty is required.\n\n* Ability to efficiently distil information about the country or thematic issue so as to focus time and effort on issues of greatest importance or issues that are most capable of being influenced is required.\n\n* Knowledge of and experience working in international human rights and familiarity with international human rights law is required.\n\n* Proficiency in another language in addition to English is strongly desired, as is familiarity with countries or regions where serious human rights violations occur. \n\n* Self-motivation, ability to multi-task effectively, including having good planning and organizing skills and ability to work under pressure are required. \n\n* Strong initiative and follow-through, the capacity to think creatively and strategically, excellent writing and editing skills, and a dynamic public speaking ability is desirable.\n\n* Strong interpersonal skills to work collaboratively within and outside of HRW are required.\n\n* Demonstrated awareness of and sensitivity to the needs and concerns of individuals from diverse cultures, backgrounds, and orientations are required. \n\n* Ability to make sound decisions consistent with functions is required.\n\n* Demonstrated ability to think strategically about the global and local media environments and how to use the media and electronic media to further advocacy goals is required.\n\n* Ability to multi-task effectively required, including having good planning and organizing skills and ability to work under pressure is desirable.\n\n* Knowledge of and experience working in international human rights and familiarity with international human rights law is required.\n\n* Excellent oral and written communication skills in English are required.\n\n\n\nOther: Candidates who are traditionally underrepresented in the human rights sector are enthusiastically encouraged to apply. Please consider applying even if you don’t meet all the requirements but think you could be successful in the role.\n\nSalary and Benefits: HRW seeks exceptional applicants and offers comprehensive compensation and benefits. If based in the United States, the salary range for this position will be 80,000 – 88,000 USD Salary ranges outside of the United States vary based on location. HRW offers a relocation assistance package and will assist employees in obtaining necessary work authorization, if required. Citizens of all nationalities are encouraged to apply. \n\nHow to Apply: Please apply by 3 July, 2024 by visiting our online job portal at careers.hrw.org. We are looking to support proposals that address and propose solutions to remedy structural or systemic human rights violations. The project proposal may be limited to the term of the position or be part of a larger body of work on the issue. Please include the following materials:\n\n* Resume no longer than 2 pages (preferably in PDF format); and\n\n* Project proposal (max 300 words for each answer, up to 900 words total, answering the following questions):\n\n\n\n          a) What is the human rights change you’re seeking?\n\n          b) What are your core advocacy targets, who are your potential partners and how would HRW’s platform enhance your influencing strategy?\n\n          c) How would access to HRW’s media platform and expertise help realize the change you’ve identified?\n\nNo calls or email inquiries, please. Only complete applications will be reviewed and only shortlisted candidates will be contacted. \n\nIf you are experiencing technical difficulties with your application submission, or if you require  a disability-related accommodation, please email [email protected]. Due to the large volume of responses, application submissions via email will not be accepted and inquiries regarding the status of applications will go unanswered.\n\nHuman Rights Watch is strong because it is diverse. We actively seek a diverse applicant pool and encourage candidates of all backgrounds to apply. Human Rights Watch does not discriminate on the basis of disability, age, gender identity and expression, national origin, race and ethnicity, religious beliefs, sexual orientation, or criminal record. We welcome all kinds of diversity. Our employees include people who are parents and nonparents, the self-taught and university educated, and from a wide span of socio-economic backgrounds and perspectives on the world. Human Rights Watch is an equal opportunity employer.\n\nHuman Rights Watch is an international human rights monitoring and advocacy organization known for its in-depth investigations, its incisive and timely reporting, its innovative and high-profile advocacy campaigns, and its success in changing the human rights-related policies and practices of influential governments and international institutions.
\n\n#Benefits\n 💰 401(k)\n\n🌎 Distributed team\n\n⏰ Async\n\n🤓 Vision insurance\n\n🦷 Dental insurance\n\n🚑 Medical insurance\n\n🏖 Unlimited vacation\n\n🏖 Paid time off\n\n📆 4 day workweek\n\n💰 401k matching\n\n🏔 Company retreats\n\n🏬 Coworking budget\n\n📚 Learning budget\n\n💪 Free gym membership\n\n🧘 Mental wellness budget\n\n🖥 Home office budget\n\n🥧 Pay in crypto\n\n🥸 Pseudonymous\n\n💰 Profit sharing\n\n💰 Equity compensation\n\n⬜️ No whiteboard interview\n\n👀 No monitoring system\n\n🚫 No politics at work\n\n🎅 We hire old (and young)\n\n
\n\n#Location\nJohannesburg, Gauteng, South Africa

\nPagerDuty is seeking a Majors Account Executive to join our new customer acquisition team! In this role, you will report to a Director of Enterprise Sales, and will be focused on acquiring new logo accounts in the Enterprise space.  Your target accounts will fit our ideal customer profile model in the +500 million in revenue space that will include approximately 200 “best fit” accounts. These accounts have been targeted as they have a higher propensity to buy and expand with PagerDuty.  Daily responsibilities include creating, developing, and managing net-new business deals with an emphasis on strategic planning, leveraging a team selling approach and engaging in proof of value / concept engagements with prospects to earn their business.  You will partner with our BDR’s (business development team), Marketing campaign team, Alliance team, Executives and others to support your efforts and help you drive success.\n\nDo you have a proven track record of success in a collaborative selling environment? Are you skilled in prospecting, organizing, and enjoy achieving victories? This is an exceptional opportunity for someone who is passionate about a progressive sales approach, has experience selling complex solutions, and enjoys thinking strategically and creatively in order to achieve a goal. If you possess excellent time management skills, enjoy working collaboratively with other Go To Market functions (Marketing, Alliances), and have a resilient and tenacious approach to selling, we would love to talk to you! \n\nKey Responsibilities:\n\nValue Selling - Focus on highlighting the unique PD value and benefit our products and services can provide to a customer. It goes beyond just features and price, emphasizing the impact and solutions that address the customer's specific needs or challenges\n\n\n* Understanding the problems and focus areas of your stakeholders and effectively communicating the technical wins and strategic business outcomes we can align to and drive with a PagerDuty partnership \n\n* Aligning use cases with the appropriate service offering / product\n\n* Ensuring complete buyer satisfaction in all interactions\n\n\n\n\nSales Effectiveness - Establishing, overseeing and maintaining genuine connections with customers\n\n\n* Negotiating positive business outcomes with new customers for PagerDuty with a view to long term partnership success\n\n* Strong presentation skills verbally and visually by customizing content and slides to an internal or external audience; shares information with customers to build credibility, show integrity, and highlight the value of PagerDuty; and tailors presentations to suit the audience's level and interests. \n\n* Encouraging positive conversations between new or potentially new customers and sales teams, leading to solutions aligned with the customer's strategic vision. \n\n\n\n\nSales Execution - Ensuring that one’s own and other’s work and information are complete and accurate; careful preparation for meetings and presentations; following up with others to ensure that agreements and commitments have been fulfilled to contribute to PagerDuty's long-term strategic initiatives\n\n\n* Planning - Mapping out your territory assignment, priority account targets and working with your greater support team to drive an effective territory strategy\n\n* Prospecting - leveraging our Marketing, Alliances, BDR programs to develop a point of view and approach to opening net new logo opportunities with a specific focus on Executive level alignment\n\n* Documenting key qualification details, including use case, purchase timeframes, and next steps (MEDDIC & COM Framework)\n\n* Closing and managing land-and-expand deals with the main focus on acquiring new customers\n\n\n\n\nBasic Qualifications\n\n\n* 5-8 years field sales experience, preferably in software sales / SaaS sales\n\n* 3-5 years New Logo Closing experience in a direct selling capacity (Can be in a hybrid expansion / new logo role)\n\n* Closed strategic new logo accounts in the Enterprise space (Accounts with over 1 Billion in Revenue)\n\n* Sold in a multi-product selling environment before\n\n* Permanent, unrestricted work authorization in the US, and based in Eastern time zone\n\n\n\n\nPreferred Qualifications:\n\n\n* Proven ability to quickly gain trust with senior leaders, internal and external\n\n* Highly organized with exceptional follow up skills\n\n* Thorough understanding of the back office within organizations and the challenges they face to execute on their roles\n\n* Previous Sales Methodology training (e.g. MEDDIC, SPIN, CoM, Challenger Sales)\n\n\n\n\n \n\nThe base salary range for this position is 105,000 - 115,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.\n\nOur base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.\n\nYour recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process. \n\n#Salary and compensation\n No salary data published by company so we estimated salary based on similar jobs related to SaaS, Senior, Marketing and Sales jobs that are similar:\n\n $60,000 — $130,000/year\n
\n\n#Benefits\n 💰 401(k)\n\n🌎 Distributed team\n\n⏰ Async\n\n🤓 Vision insurance\n\n🦷 Dental insurance\n\n🚑 Medical insurance\n\n🏖 Unlimited vacation\n\n🏖 Paid time off\n\n📆 4 day workweek\n\n💰 401k matching\n\n🏔 Company retreats\n\n🏬 Coworking budget\n\n📚 Learning budget\n\n💪 Free gym membership\n\n🧘 Mental wellness budget\n\n🖥 Home office budget\n\n🥧 Pay in crypto\n\n🥸 Pseudonymous\n\n💰 Profit sharing\n\n💰 Equity compensation\n\n⬜️ No whiteboard interview\n\n👀 No monitoring system\n\n🚫 No politics at work\n\n🎅 We hire old (and young)\n\n