Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk.

Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake.

Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.

The role, in a nutshell:

We’re looking for a highly motivated strategic partner/business development professional (VARs) who has strong market knowledge, a cloud and security network, and enjoys building relationships with key decision makers to evangelize building secure and reliable software. Our sales team walks a mile in their customers shoes and wants our customers and prospects to see the immense value and expertise Chainguard’s solutions offer.

Duties and Responsibilities:

• Own and deliver partner-sourced and partner-influenced pipeline and revenue outcomes across a portfolio of assigned VARs and Regional System Integrators, with clear accountability for contribution to overall bookings.
• Drive consistent pipeline creation through joint prospecting, partner-led opportunity identification, and co-selling motions with aligned field sales teams.
• Improve partner attach rates by enabling partners to position Chainguard as a core component of their security, cloud-native, and modernization offerings.
• Accelerate deal velocity and win rates by ensuring partners are effectively enabled, engaged early in the sales cycle, and aligned to customer use cases.
• Identify, recruit, and prioritize high-performing partners that demonstrate sustained investment in Chainguard through sales focus, technical enablement, and go-to-market execution.
• Execute joint business planning with partners, including pipeline targets, solution focus areas, enablement milestones, and marketing initiatives, and track progress through quarterly and annual business reviews.
• Drive measurable progress in partner readiness metrics, including certifications, solution validation, demo capability, and delivery confidence.
• Increase partner-driven demand generation impact through joint regional marketing campaigns, events, and field activities, with clear attribution to pipeline creation and opportunity progression.
• Maintain strong forecast accuracy and pipeline hygiene by managing partner opportunities in SFDC and related tools, ensuring visibility into sourced, influenced, and co-sell deals.
• Partner cross-functionally with sales, solution engineering, marketing, and partner operations to remove friction, improve execution efficiency, and scale partner success.

Required Skills / Experience:

• 5+ years of Software Channel Manager experience required.
• Experience working with and through VARs.
• Successful sales background required having carried and overachieved quota.
• Startup experience a plus.
• Entrepreneurial self-starter, who knows how to structure and breakdown ambiguous problems into executable steps.
• Strong verbal and written communication including high level of comfort with public speaking and excellent presentation skills.
• Excellent interpersonal skills with the ability to build rapport with a variety of groups.
• Team player and ability to work independently.
• Strong technical aptitude.
• Data, metric-driven.

About Us

We live and breathe our company values:

• We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better.
• We have a bias for intentional action — We prioritize, plan, try things, and fail fast.
• We don’t take ourselves too seriously (but we do serious work) — We are solving an important problem which takes focus, but we also like to enjoy the journey.
• We trust each other and assume good intentions — We’re transparent with decisions to empower team members to make well informed decisions.

A few of the benefits we offer:

• Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
• Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).
• 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.
• ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.
• 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child’s first year.

If your experience is close but doesn’t fulfill all requirements, please apply. We’re building the best team in technology and are focused on hiring “Chainguardians” with unique backgrounds, perspectives, and experiences.

Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.

By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with Chainguard’s Global Candidate Privacy Notice.

©2026 Chainguard. All Rights Reserved.

Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk.

Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake.

Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.

The role, in a nutshell:

As a Solutions Architect, you will be part of the Professional Services team within Customer Success, working in direct partnership with our customers. In this role, you will lead implementations and empower customers to use Chainguard in order to build secure software.  You will embody our company value, “We are customer obsessed” by ensuring the customers are our top priority in the implementation and onboarding lifecycle. As the closest technical team member in contact with our customers, you not only are the “face of Chainguard” to our end users, you will have an opportunity to directly collaborate and innovate with the product and engineering team to ensure we are supporting and continuing to build solutions that our customers love.

What you’ll do:

• Lead technical implementations and drive adoption of Chainguard images, helping customers build securely with open source software across their organization
• Partner with the account team (AEs, SEs, CSMs, and Support) to understand customer vision, pain points, and proposed solution in order to drive account level strategies, value realization, and retention/growth
• Ensure Chainguard Images are of highest quality - acting as “customer zero” - testing, documenting, and ensuring a smooth customer onboarding experience
• Partner with our Product and Engineering teams to convey customer requirements and determine the right prioritization for image build
• Maintain appropriate account level architecture and share best practices and lessons learned across the organization
• Be a team player - collaborate, teach, and learn from the Chainguard team

What we’re looking for:

• Minimum 4+ years experience in a post-sales role supporting clients
• 8+ years of experience developing high performance multi-tier applications. Strong experience in Kubernetes and Containers
• Ability to communicate technical information in highly technical and non-technical ways depending on the audience, which includes various personas, such as engineers to executives
• Continuous learner who has a strong intellectual drive for excellence and the desire to develop solutions to complex problems
• At least a Bachelor’s Degree with a focus in Computer Science, Software Engineering, Information Technology
• Strong working experience with software development processes, practices, and software engineering design concepts
• Ability to work effectively with cross-functional engineering teams and business partners
• Excellent written and verbal communication skills
• Ability to travel up to 15% of the time
• Located in the Eastern Time Zone

Compensation: up to $195,000 base salary + bonus + equity

About Us

We live and breathe our company values:

• We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better.
• We have a bias for intentional action — We prioritize, plan, try things, and fail fast.
• We don’t take ourselves too seriously (but we do serious work) — We are solving an important problem which takes focus, but we also like to enjoy the journey.
• We trust each other and assume good intentions — We’re transparent with decisions to empower team members to make well informed decisions.

A few of the benefits we offer:

• Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
• Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).
• 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.
• ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.
• 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child’s first year.

If your experience is close but doesn’t fulfill all requirements, please apply. We’re building the best team in technology and are focused on hiring “Chainguardians” with unique backgrounds, perspectives, and experiences.

Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.

By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with Chainguard’s Global Candidate Privacy Notice.

©2026 Chainguard. All Rights Reserved.

About Keyfactor

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

Title: Enterprise Sales Account Executive, East (formal title is Sales Director, East)

Location: United States; Remote, East Region - FL, NC, or SC

Experience: Senior Level

Job Function: Sales

Employment Type: Full-time

Industry: Computer and Network Security

About the position

The Regional Sales Director leverages advanced sales techniques and market analysis to maximize revenue and achieve sales targets across the region.

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

Responsibilities

• Understands and contributes to contract negotiations.

• Delivers reliable forecasts and accurate reporting for the territory.

• Collaborates with marketing to build out the go-to-market (GTM) strategy.

• Manages pipeline over long sales cycles.

• Develops new accounts while maintaining and sustaining successful long-term relationships with key decision-makers up to and including the C-level.

• Contributes to the development of product, market, and competitor knowledge.

• Participates in events and tradeshows.

• Maintains a commitment to the company’s sales processes, values, and target visions.

Minimum Qualifications, Education, and Skills

• Bachelor’s degree in Business Administration, Technology, or equivalent experience.

• Strong understanding of IT security, PKI, and certificate lifecycle management.

• In-depth knowledge of market dynamics and competitor strategies.

• Familiarity with regulatory requirements in the IT Security industry.

• Experience with and knowledge of MEDDPICC, Solution Selling, and SPIN Selling.

• Ability to develop and execute strategic direction aligned with company goals.

• Proficient in using advanced sales tools and technologies.

• Ability to identify and develop opportunities for future business growth, including strategically important partnerships and key customers.

• Ability to coach others and share knowledge, insights, and skills with the broader team.

• Ability to influence stakeholders at all levels of the organization.

Compensation

Salary will be commensurate with experience.

Culture, Career Opportunities and Benefits

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

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

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

Our Core Values

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

Trust is paramount.

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

Customers are core.

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

Innovation never stops, it only accelerates.

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

We deliver with agility .

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

United by respect .

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

Teams make “it” happen.

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

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

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

Keyfactor Privacy Notice

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud’s actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.

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

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

The Opportunity:

Grafana Labs is looking for Senior Commercial Account Executive who will be responsible for prospecting and growing existing business across the Central region. You will identify, nurture and close opportunities with existing customers. You will manage forecasts and track customer data. We’re strong proponents of a consultative sales approach - learn about the customer’s needs first before talking about our products. Your expertise will be critical in helping articulate the value of our products.

What You’ll Be Doing:

• Identify new opportunities to expand Grafana usage within a set of current customers

• Meet and exceed individual quarterly and annual sales goals

• Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations and account management)

• Cultivate sales through outbound prospecting and inbound leads

• Be able to understand and convey the value of both Grafana Cloud and Grafana Enterprise

• Become an expert in managing your sales pipeline in Salesforce

• Manage quote creation, order processing, and day-to-day customer requests

What Makes You a Great Fit:

• 3+ Years of Experience in Infrastructure Technology Sales
• Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer)
• Energetic, upbeat, entrepreneurial, tenacious team player
• You will need to be an excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually
• Adaptable and with demonstrable experience in high velocity technology companies
• Experience using Salesforce

Bonus Points For:

• Familiarity with open source technology is a significant advantage
• Experience using Command of the Message and MEDD(P)ICC is ideal

Compensation & Rewards:

In the United States, the OTE (On-Target Earnings) compensation range for this role is $200,000 - $220,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs’ success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.

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

Why You’ll Thrive at Grafana Labs:

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

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

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

#LI-Remote

For information about how your personal data is used once you’ve applied to a job, check out our privacy policy.

About Keyfactor

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

Title: Enterprise Sales Account Executive, East (formal title is Sales Director, East)

Location: United States; Remote, East Region - FL, NC, or SC

Experience: Senior Level

Job Function: Sales

Employment Type: Full-time

Industry: Computer and Network Security

About the position

The Regional Sales Director leverages advanced sales techniques and market analysis to maximize revenue and achieve sales targets across the region.

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

Responsibilities

• Understands and contributes to contract negotiations.

• Delivers reliable forecasts and accurate reporting for the territory.

• Collaborates with marketing to build out the go-to-market (GTM) strategy.

• Manages pipeline over long sales cycles.

• Develops new accounts while maintaining and sustaining successful long-term relationships with key decision-makers up to and including the C-level.

• Contributes to the development of product, market, and competitor knowledge.

• Participates in events and tradeshows.

• Maintains a commitment to the company’s sales processes, values, and target visions.

Minimum Qualifications, Education, and Skills

• Bachelor’s degree in Business Administration, Technology, or equivalent experience.

• Strong understanding of IT security, PKI, and certificate lifecycle management.

• In-depth knowledge of market dynamics and competitor strategies.

• Familiarity with regulatory requirements in the IT Security industry.

• Experience with and knowledge of MEDDPICC, Solution Selling, and SPIN Selling.

• Ability to develop and execute strategic direction aligned with company goals.

• Proficient in using advanced sales tools and technologies.

• Ability to identify and develop opportunities for future business growth, including strategically important partnerships and key customers.

• Ability to coach others and share knowledge, insights, and skills with the broader team.

• Ability to influence stakeholders at all levels of the organization.

Compensation

Salary will be commensurate with experience.

Culture, Career Opportunities and Benefits

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

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

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

Our Core Values

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

Trust is paramount.

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

Customers are core.

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

Innovation never stops, it only accelerates.

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

We deliver with agility .

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

United by respect .

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

Teams make “it” happen.

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

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

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

Keyfactor Privacy Notice

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture.

About Remote Remote is solving modern organizations’ biggest challenge – navigating global employment compliantly with ease. We make it possible for businesses of all sizes to recruit, pay, and manage...

About Remote Remote is solving modern organizations’ biggest challenge – navigating global employment compliantly with ease. We make it possible for businesses of all sizes to recruit, pay, and manage...

About Remote Remote is solving modern organizations’ biggest challenge – navigating global employment compliantly with ease. We make it possible for businesses of all sizes to recruit, pay, and manage...

Company DescriptionAt ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways...

Company DescriptionAt ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways...

About us

OpenZeppelin is the security standard onchain finance is built on. Founded in 2015, our mission is to accelerate the world’s transition to an open financial system, built on open standards and secured by rigorous research.

Our open-source Contract Libraries have facilitated over $35 trillion in onchain value and are used by 10 of the top 10 tokenized money market funds and 9 of the top 10 stablecoins by market cap.

We combine AI-native security tooling with deep research and a decade of audit expertise to support leading institutions and crypto-native teams shaping the next generation of digital assets like DTCC, Fidelity, Coinbase, Uniswap, Aave, the Ethereum Foundation, and many more across the full secure development lifecycle.

Please note: Always refer to OpenZeppelin’s official job page for the most accurate information about our open roles, as we have seen multiple third party job sites posting inaccurate information.

The Ecosystems Team

OpenZeppelin’s libraries and standards are the trusted foundation of onchain development across Ethereum, Stellar, Canton and beyond, powering the majority of the world’s most valuable protocols and a new generation of institutional-grade financial infrastructure. The Ecosystems team builds the long-term partnerships behind that position: we work directly with L1 and L2 foundations, protocol teams and technology providers on security audits, secure development, reference implementations and strategic open-source programs that help entire ecosystems grow securely. As tokenization and institutional adoption accelerate, the team sits at the center of some of the most consequential projects in the industry. You will report to our Ecosystem Development Lead and work alongside senior sellers, our CTO office, and our solutions and delivery teams.

What you’ll be doing

You will own a portfolio of ecosystem accounts and be responsible for growing it. This is a senior, full-cycle sales role for someone who is technical enough to lead discovery and scoping conversations with CTOs and core developers directly. You will deepen relationships with some of the most important foundations and protocol teams in the industry, and open doors to new ones.

• Own and grow a portfolio of ecosystem accounts (L1/L2 foundations, protocol teams, infrastructure providers) through renewals, expansion into new services, and multi-year partnerships.
• Win new business through targeted, research-driven outreach to foundations and protocol teams, typically six to seven-figure engagements.
• Lead the full sales cycle, including technical discovery: scoping security audits, secure development engagements and open-source partnership programs, and translating protocol roadmaps into compelling proposals.
• Build and maintain strategic account plans for your portfolio, staying close to your customers’ roadmaps and identifying opportunities early.
• Partner with our CTO office and solutions teams on strategic proposals, and help shape the institutional-grade solutions emerging from our largest partnerships.
• Represent OpenZeppelin at ecosystem conferences, technical workshops and community events worldwide.

You have

• 6+ years in sales or commercial roles, including 3+ years owning and exceeding revenue targets for technical products or services (Web3, security, developer tooling, or infrastructure).
• A track record of closing six and seven figure deals with blockchain foundations, protocol teams, or technology companies.
• Real technical fluency: you understand smart contract development, EVM architecture and blockchain infrastructure well enough to lead technical conversations, read documentation and EIPs/ERCs, and earn credibility with engineering audiences.
• Full-cycle ownership: you prospect, qualify, propose, negotiate and close, and you run your pipeline with discipline.
• An established network across blockchain ecosystems, foundations and protocol teams.
• Excellent proposal writing and communication skills.

Nice to have

• A background as a developer, solutions engineer or security researcher before moving into sales.
• Experience selling security audits or security services.
• Familiarity with ecosystem funding mechanics: foundation budgets, grant programs, treasury-funded partnerships.
• Exposure to financial institutions, tokenization or RWA projects.
• Experience with onchain analytics (Dune, Nansen, block explorers).

Logistics:

Our interview process takes place on Zoom and tends to consist of the following stages:

• Recruiter Call (30 minutes)
• Hiring Manager Call (60 minutes)
• Team Interview (45 minutes)
• Leadership Interview (30 minutes)
• Paid work test (up to 20 paid hours of work)
• Reference checks

Benefits

• Company in-person gatherings in different locations around the world 😎
• Fully remote work 🌎
• Flexible time off 🏝
• Paid parental leave 💙
• One time work-from-home equipment stipend of up to $500 USD 🪑
• Medical insurance coverage 🏥
• Learning & Development opportunities 🧠
• Work with a global team in a fast-growing industry 🚀

At OpenZeppelin, we are an equal opportunity employer and we value different perspectives. We are committed to building a diverse workforce. This includes but is not limited to gender, race, sexual orientation, religion, national origin and other characteristics that make each one of us unique. In this uniqueness, we find the most value. Come join us!

Use of AI as part of the recruiting process

As part of OpenZeppelin’s recruitment process, we may use automated tools, including artificial intelligence, to assist in reviewing applications and assessing candidate qualifications. These tools are used to support our People team by identifying relevant skills and experience, and are not used to make decisions solely by automated means. All hiring decisions involve human review. Any personal data provided as part of your application will be processed in accordance with OpenZeppelin’s Data Privacy Notice.

If you have questions about this recruitment process or would like to request human review of your application, please contact us at talent@openzeppelin.com.

We are looking for passionate technologists to join our Pre-Sales organization to ensure that our growth is grounded and guided by strong technical alignment with our platform and the needs of our customers.

MongoDB Pre-Sales Solution Architects are responsible for guiding our customers and users to design and build reliable, scalable systems using our data platform. Our team is made up of seasoned technical sales professionals, software architects, entrepreneurs, and developers who take direct responsibility for customer success, including the design of their software, deployment, and operations. You’ll work closely with our sales executives, helping customers solve business problems by leveraging our solutions, playing a key role in winning deals and driving the business forward. You’ll be a trusted advisor to a wide range of users from startups to the world’s largest enterprise IT organizations.

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

As an ideal candidate, you will have

• Ideally 8 to 11 years of related experience in a customer facing role, with 5 to 7 years of experience in pre-sales with enterprise software
• Minimum of 3 years experience with modern scripting languages (e.g. Python, Node.js, SQL) and/or popular programming languages (e.g. C/C++, Java, C#) in a professional capacity
• Experience designing with scalable and highly available distributed systems in the cloud and on-prem
• Demonstrated ability to work with customers to review complex architecture of existing applications, providing guidance on how to improve by leveraging technology
• Excellent presentation, communication, and interpersonal skills, with the ability to convey complex technical and business concepts in a clear and compelling manner to technology and business leadership
• Ability to strategize with sales teams and provide recommendations on how to drive a multi-threaded account strategy, aligning other MongoDB and ecosystem resources to move towards a mutually beneficial account plan
• The ability to travel up to 25%
• A Bachelor’s degree or equivalent work experience

You may also have

• Experience selling databases and/or deploying applications with any of the major cloud providers
• Experience with database programming and data models
• Experience in data engineering or AI/ML projects
• Experience in transforming legacy systems and platforms into modern, scalable, and efficient technology stacks
• Understanding of popular sales methodologies/ frameworks such as MEDDPICC/ Command of the Message
• A MongoDB Certification
• A Cloud Provider Certification

What you do at MongoDB

In this role, you will work on complex opportunities where analysis of situations or data requires an in-depth evaluation of various factors. You will:

• Design and Architect: Design scalable and performant applications, systems and infrastructure for large software projects leveraging MongoDB
• Customer Advising and Value Articulation: Guide customers on architecture patterns and optimisation strategies for MongoDB, while clearly communicating its business value to the relevant stakeholders
• Sales Partnership: Collaborate with the sales team to drive account success through account planning, opportunity prioritization/qualification and pipeline generation strategy, while taking ownership of the technical aspects (including but not limited to technical discovery, demos, proof of value, presentations, sizing and documentation)
• Demand Generation: Proactively generate demand within the sales territory through self-driven technical initiatives, participation in events such as industry trade shows and account-based marketing events
• Customer Success: Foster strong customer relationships, build champions and ensure customer success and satisfaction
• Innovation and Improvement: Continuously seek opportunities to innovate and improve MongoDB solutions and processes (e.g. by relaying field feedback to the product team), as well as proactively mentor other Solutions Consulting team members
• Personal Training and Development: Engage in ongoing training and professional development to stay abreast of MongoDB product suite as well as industry trends

What you will learn

MongoDB Product Suite Mastery

• Core Database Server: Master the fundamentals and advanced features of MongoDB’s core database
• Atlas and Advanced Services: Gain expertise in Atlas (fully managed cloud database service), Atlas Stream Processing, Atlas Data Lake, Atlas Full-Text Search, Atlas Vector Search, and Charts
• Relational Migrator: Learn to migrate from relational databases seamlessly

Market-Relevant Technologies

• Hyperscaler Ecosystem: Gain expertise in designing complex systems utilizing cloud services on hyperscaler platforms
• Complementary Technologies: Enhance your skills with partner and complementary technologies such as Apache Kafka and Kubernetes

Modern Architecture Design

• Design Patterns and Methodologies: Embrace best practices in microservices, DevOps, cloud, and security
• Cutting Edge RAG and AI Architectures: Help customers on their generative AI journeys and working with industry leading partners in the space

Sales Techniques and Soft Skills

• Effective Communication: Master presentations, demonstrations, and whiteboarding
• Client Interaction: Develop strategies for discovery and objection handling

Industry Insights

• Diverse Market Verticals: Gain exposure to a broad spectrum of interesting use cases across various industries

About MongoDB

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

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

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

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

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

MongoDB, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Req ID: 3273516744

MongoDB’s base salary range for this role is posted below. Compensation at the time of offer is unique to each candidate and based on a variety of factors such as skill set, experience, qualifications, and work location. Salary is one part of MongoDB’s total compensation and benefits package. Other benefits for eligible employees may include: equity, participation in the employee stock purchase program, flexible paid time off, 20 weeks fully-paid gender-neutral parental leave, fertility and adoption assistance, 401(k) plan, mental health counseling, access to transgender-inclusive health insurance coverage, and health benefits offerings. Please note, the base salary range listed below and the benefits in this paragraph are only applicable to U.S.-based candidates.

MongoDB’s base salary range for this role in the U.S. is:

$104,000—$204,000 USD

About the role

우리의 플랫폼에 대한 강력한 기술적 지지와 고객의 요구사항을 기반으로 MongoDB가 성장할 수 있도록 돕는 기술에 열정을 가진 인재들을 저희의 프리세일즈 조직에 모십니다.

MongoDB 프리세일즈 솔루션 아키텍트는 고객 및 사용자들이 MongoDB 데이터 플랫폼을 활용해 신뢰할 수 있고 확장 가능한 시스템을 설계하고 구축할 수 있도록 안내합니다. 이 팀은 숙련된 기술 영업 전문가, 소프트웨어 아키텍트, 기업가, 그리고 개발자로 구성되어 있으며, 고객의 성공을 직접적으로 책임지고 있습니다. 여기에는 소프트웨어 설계, 배포, 운영 등이 포함됩니다. 이 직무는 영업 전문가들과 긴밀히 협력하며, MongoDB 솔루션을 활용해 고객의 비즈니스 문제를 해결하고, 계약 성사 및 비즈니스 개발에 중요한 역할을 합니다. 스타트업부터 세계 최대 규모의 엔터프라이즈 IT 조직에 이르기까지 다양한 사용자들에게 신뢰받는 조언자가 되어주실 분을 찾고 있습니다.

우리의 하이브리드 업무 방침에 따라 대한민국 서울 오피스로 출퇴근이 가능하신 분을 모시고자 합니다.

As an ideal candidate, you will have

• 12년 이상의 고객 대면 역할 관련 경험 (3년 이상의 엔터프라이즈 소프트웨어 프리세일즈 경험 우대)
• 3년 이상의 Python, Node.js, SQL과 같은 현대적인 스크립팅 언어 또는 C/C++, Java, C# 등 인기 있는 프로그래밍 언어를 전문적으로 다룬 경험
• 클라우드 및 온프레미스에서 확장 가능한 고가용성 분산 시스템 설계 경험
• 기존 애플리케이션의 복잡한 아키텍처를 검토하고 기술 활용을 통해 개선 방안을 제시한 경험
• 뛰어난 발표 및 커뮤니케이션 능력, 그리고 기술 및 비즈니스 리더십과 명확하고 설득력 있게 소통할 수 있는 능력
• 영업 팀과의 전략적 협업 및 다방면적 고객 전략 수립 능력
• 최대 25%의 출장이 가능하신 분
• 학사 학위 또는 이에 상응하는 경력

You may also have

• 데이터베이스 판매 및 주요 클라우드 공급자와의 애플리케이션 배포 경험
• 데이터베이스 프로그래밍 및 데이터 모델 경험
• 데이터 엔지니어링 또는 AI/ML 프로젝트 참여 경험
• 기존 시스템을 현대적이고 확장 가능하며 효율적인 기술 스택으로 전환한 경험
• MEDDPICC/Command of the Message와 같은 인기 있는 세일즈 방법론/프레임워크 이해
• MongoDB 및 클라우드 공급자 자격증 보유

What you do at MongoDB

이 직무는 상황이나 데이터를 심도 있게 분석해야 하는 복잡한 기회를 다룹니다.

• 설계 및 아키텍처: 대규모 소프트웨어 프로젝트를 위해 확장 가능하고 성능이 뛰어난 애플리케이션, 시스템, 인프라 설계
• 고객 조언 및 가치 전달: MongoDB의 아키텍처 패턴과 최적화 전략을 고객에게 안내하고, 관련 이해관계자에게 비즈니스 가치를 명확히 전달
• 영업 협업: 기술적 발견, 데모, 가치 검증, 프레젠테이션 등 영업 과정에서의 기술적 부분 담당
• 수요 창출: 산업 행사 및 고객 기반 마케팅 이벤트에 참여하여 기술적 이니셔티브를 통한 수요 창출
• 고객 성공: 강력한 고객 관계 구축, 고객 챔피언 육성, 성공 및 만족 보장
• 혁신 및 개선: 필드 피드백을 제품 팀에 전달하는 등 MongoDB 솔루션 및 프로세스 혁신 및 개선
• 교육 및 개발: MongoDB 제품군 및 산업 동향에 대한 지속적인 학습과 자기 개발

What you will learn

MongoDB 제품군

• 핵심 데이터베이스 서버: MongoDB 핵심 데이터베이스의 기본 및 고급 기능 숙달
• Atlas 및 고급 서비스: Atlas(완전 관리형 클라우드 데이터베이스 서비스), Atlas 스트림 처리, Atlas 데이터 레이크, Atlas 전체 텍스트 검색, Atlas 벡터 검색 및 차트에 대한 전문성 확보
• Relational Migrator: 관계형 데이터베이스의 원활한 마이그레이션 툴

시장 관련 기술

• 하이퍼스케일러 생태계: 하이퍼스케일러 플랫폼의 클라우드 서비스를 활용하여 복잡한 시스템 설계 전문성 확보
• 보완 기술: Apache Kafka, Kubernetes와 같은 파트너 및 보완 기술 전문성 강화

현대적 아키텍처 설계

• 설계 패턴 및 방법론: 마이크로서비스, DevOps, 클라우드 및 보안의 모범 사례 수용
• 최첨단 RAG 및 AI 아키텍처: 생성형 AI 여정에서 고객을 지원하고, 해당 분야의 선도적인 파트너와 협력

영업 기술 및 소프트 스킬

• 효과적인 커뮤니케이션: 프레젠테이션, 데모 및 화이트보드 기술 숙달
• 고객 상호작용: 발견 및 이의 제기 처리 전략 개발

업계 통찰

• 다양한 시장 분야: 다양한 산업 전반의 흥미로운 사용 사례에 대한 경험

About MongoDB

MongoDB는 변화를 위해 만들어졌습니다. 우리는 고객과 구성원들이 시장의 속도에 맞춰 혁신할 수 있도록 지원합니다. 우리는 AI 시대를 위한 데이터 플랫폼을 새롭게 정의함으로써, 빌더들이 소프트웨어를 통해 산업을 창조하고, 변화시키며, 혁신할 수 있도록 돕고 있습니다. 시장에서 가장 폭넓게 제공되며 전 세계에 분산된 MongoDB의 통합 데이터 플랫폼은 조직이 레거시 워크로드를 현대화하고, 혁신을 수용하며, AI의 잠재력을 최대한 발휘할 수 있도록 지원합니다. 클라우드 네이티브 플랫폼인 MongoDB Atlas는 전 세계에 분산된 유일한 멀티클라우드 데이터 플랫폼으로, AWS, Google Cloud, Microsoft Azure 전반에서 사용할 수 있습니다.

전 세계에 오피스를 두고 있는 MongoDB는 67,000개 이상의 고객을 보유하고 있으며, 여기에는 포춘 100대 기업의 75%와 AI 네이티브 스타트업이 포함됩니다. 이들은 가장 중요한 애플리케이션을 MongoDB로 운영하고 있으며, 우리는 소프트웨어의 다음 시대를 이끌고 있습니다.

MongoDB에서 우리의 나침반은 Leadership Commitment입니다. 이는 우리가 어떻게, 그리고 왜 의사결정을 내리는지, 서로를 위해 어떻게 행동하는지, 그리고 어떻게 함께 성공하는지를 이끄는 기준입니다. 이것이 바로 MongoDB를 MongoDB답게 만드는 요소입니다.

우리는 모든 구성원의 개인적 성장과 비즈니스 영향력을 높이기 위해, 모든 사람에게 지지와 풍요로움을 제공하는 문화를 만드는 데 헌신하고 있습니다. 직원 커뮤니티(affinity groups)에서부터 난임 치료 지원, 그리고 넉넉한 부모 휴가 제도에 이르기까지, 우리는 구성원의 웰빙을 중요하게 여기며, 그들의 직업적·개인적 여정을 모든 단계에서 지원합니다. MongoDB에서 일하는 것이 어떤 경험인지 더 알아보고, 세상에 변화를 만드는 우리의 여정에 함께해 주세요!

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

MongoDB is an equal opportunities employer.

About the role

MongoDB Presales Solutions Architects are responsible for guiding our customers and users to design and build reliable, scalable systems using our data platform. Our team is made up of seasoned technical sales professionals, software architects, entrepreneurs, and developers who take direct responsibility for customer success, including the design of their software, deployment, and operations. You’ll work closely with our sales executives, helping customers solve business problems by leveraging our solutions, playing a key role in winning deals and driving the business forward. You’ll be a trusted advisor to a wide range of users from startups to the world’s largest enterprise IT organizations.

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

As an ideal candidate, you will have

• Ideally 12+ years of related experience in a customer facing role, minimum 3 years of experience in presales with enterprise software preferred
• Minimum of 3 years experience with modern scripting languages (e.g. Python, Node.js, SQL) and/or popular programming languages (e.g. C/C++, Java, C#) in a professional capacity
• Experience designing with scalable and highly available distributed systems in the cloud and on-prem
• Demonstrated ability to work with customers to review complex architecture of existing applications, providing guidance on how to improve by leveraging technology
• Excellent presentation, communication, and interpersonal skills, with the ability to convey complex technical and business concepts in a clear and compelling manner to technology and business leadership.
• Ability to strategize with sales teams and provide recommendations on how to drive a multi-threaded account strategy, aligning other MongoDB and ecosystem resources to move towards a mutually beneficial account plan
• The ability to travel up to 25%
• A Bachelor’s degree or equivalent work experience

You may also have

• Experience selling databases and/or deploying applications with any of the major cloud providers
• Experience with database programming and data models
• Experience in data engineering or AI/ML projects
• Experience in transforming legacy systems and platforms into modern, scalable, and efficient technology stacks
• Understanding of popular sales methodologies/ frameworks such as MEDDPICC/ Command of the Message
• A MongoDB Certification
• A Cloud Provider Certification

What you do at MongoDB

In this role, you will work on complex opportunities where analysis of situations or data requires an in-depth evaluation of various factors. You will

• Design and Architect: Design scalable and performant applications, systems and infrastructure for large software projects leveraging MongoDB
• Customer Advising and Value Articulation: Guide customers on architecture patterns and optimisation strategies for MongoDB, while clearly communicating its business value to the relevant stakeholders
• Sales Partnership: Collaborate with the sales team to drive account success through account planning, opportunity prioritization/qualification and pipeline generation strategy, while taking ownership of the technical aspects (including but not limited to technical discovery, demos, proof of value, presentations, sizing and documentation)
• Demand Generation: Proactively generate demand within the sales territory through self-driven technical initiatives, participation in events such as industry trade shows and account-based marketing events
• Customer Success: Foster strong customer relationships, build champions and ensure customer success and satisfaction
• Innovation and Improvement: Continuously seek opportunities to innovate and improve MongoDB solutions and processes (e.g. by relaying field feedback to the product team), as well as proactively mentor other Solutions Consulting team members
• Personal Training and Development: Engage in ongoing training and professional development to stay abreast of MongoDB product suite as well as industry trends

What you will learn

MongoDB Product Suite Mastery

• Core Database Server: Master the fundamentals and advanced features of MongoDB’s core database
• Atlas and Advanced Services: Gain expertise in Atlas (fully managed cloud database service), Atlas Stream Processing, Atlas Data Lake, Atlas Full-Text Search, Atlas Vector Search, and Charts
• Relational Migrator: Learn to migrate from relational databases seamlessly

Market-Relevant Technologies

• Hyperscaler Ecosystem: Gain expertise in designing complex systems utilizing cloud services on hyperscaler platforms
• Complementary Technologies: Enhance your skills with partner and complementary technologies such as Apache Kafka and Kubernetes

Modern Architecture Design

• Design Patterns and Methodologies: Embrace best practices in microservices, DevOps, cloud, and security
• Cutting Edge RAG and AI Architectures: Help customers on their generative AI journeys and working with industry leading partners in the space

Sales Techniques and Soft Skills

• Effective Communication: Master presentations, demonstrations, and whiteboarding
• Client Interaction: Develop strategies for discovery and objection handling

Industry Insights

• Diverse Market Verticals: Gain exposure to a broad spectrum of interesting use cases across various industries.

About MongoDB

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

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

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

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

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

MongoDB is an equal opportunities employer.

Requisition ID 3273516745

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud’s actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.

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

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

Grafana Labs is looking for a Senior Enterprise Account Executive, Acquisition who will be responsible for prospecting and closing new business across the West region. You will identify, nurture and close opportunities with new customers, manage forecasts and track customer data. We’re strong proponents of a consultative sales approach - learn about the customer’s needs first before talking products. Your expertise will be critical in helping articulate the value of our products, work with the customer during the trial phase and hand off a strong relationship to our Growth team. Ideally, you come from a technical background and have sold technical products before.

Responsibilities

• Meet and exceed individual quarterly and annual sales goals
• Outbound prospecting into net-new customers
• Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, and negotiations)
• Cultivate sales through outbound prospecting and inbound leads
• Be able to understand and convey the value of both Grafana Cloud and Grafana Enterprise
• Become an expert in managing your sales pipeline in Salesforce
• Manage quote creation, order processing, and day-to-day customer requests

Requirements

• 5+ Years of Experience in Infrastructure Technology Sales
• Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer)
• Energetic, upbeat, entrepreneurial, tenacious team player
• Adaptable and with demonstrable experience in high velocity technology companies
• Familiarity with open source technology is a significant advantage
• You will need to be an excellent communicator in all channels (in person, online, in writing) and able to form strong working relationships both in person and virtually

Bonus Points For:

• Experience using Salesforce
• Experience using Command of the Message and MEDD(P)ICC is ideal

In the US, the OTE compensation range for this role is $260,000 - $300,000.  Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable) and other benefits listed here.

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

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

Why You’ll Thrive at Grafana Labs:

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

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

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

#LI-Remote

For information about how your personal data is used once you’ve applied to a job, check out our privacy policy.

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud’s actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.

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

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

The Opportunity:

Make a difference.

Are you looking for something new in your career? Enjoy a challenge? Love to innovate and learn? This is an exciting opportunity to join a technology startup in a high growth phase. Our Majors Solutions Engineering team are our in-house, customer-facing product experts. The Majors SE team enables Grafana Labs worldwide growth by educating potential and existing customers to ensure they are happy and successful.  We share our technical and product expertise with customers through demos, hands-on enablement, presentations, technical evaluations and ongoing interaction. We also partner closely with our Sales team to help qualify and close opportunities. The Majors SE team is also one of the primary routes of communication from our customers through into the Product Management and Engineering teams.

What You’ll Be Doing:

• Join as an early member of a high growth team working together to solve technical and customer problems the right way
• Partner with our Sales team to articulate the overall Grafana value proposition, vision, and strategy to customers
• Own the technical engagement with customers and help to close high-velocity opportunities through advanced competitive knowledge, technical skill, and credibility
• Deliver product and technical presentations to potential and existing customers
• Proactively communicate with customers and internal teams to provide a feedback loop on our products and the competitive landscape
• Drive product conversations based on need and problems learned during customer interactions
• Work with the team to enhance documentation, write blog posts, record videos, contribute knowledge base articles, and create other public and internal enablement material

What Makes You a Great Fit:

• Ideally located on the West Coast of the US
• 5+ years of technical pre-sales experience, ideally with Open Source technologies, or in the Metrics/Monitoring space while we will be adding more junior folks later on, right now we just need team members that can hit the ground running.
• We’re a startup so your job duties will be varied and complex and will require strong judgment, collaboration, and leadership
• We are a remote-first company so you would need to learn to work and collaborate with an international team
• You will need first class written and oral communication skills to collaborate with our remote-first internal teams and with our worldwide customers. You will need to be able to skillfully articulate our value proposition and the technical advantages of our products
• You will love solving technical challenges and thrive on bringing creative solutions to our customers
• You should have a technical mindset and a desire to grow technically. Great candidates may be a recent grad of a coding bootcamp or have previous post-sales or engineering experience–we are excited to see what unique experiences and skill sets you bring to the table!
• You are self-motivated, initiative, creative, and maybe you’ve already done a brave thing or two in your life!

Compensation & Rewards:

In the United States the OTE (On-Target Earnings) compensation range for this role is $204,000 - $254,000. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs’ success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.

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

Why You’ll Thrive at Grafana Labs:

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

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

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

#LI-Remote

For information about how your personal data is used once you’ve applied to a job, check out our privacy policy.

Grafana Labs, the company behind the open observability cloud, is founded on the principles of open source, open standards, open ecosystems, and open culture. Grafana Cloud, our fully managed observability platform, is flexible and built for scale. With Grafana Cloud’s actually useful AI, organizations can see, understand, and act on all their disparate data to move at the speed of their ambitions. Today, more than 35 million users and 7,000+ customers – including Anthropic, Bloomberg, NVIDIA, Microsoft, and Salesforce – trust Grafana Labs to ensure reliability of their applications and systems, resolve incidents quickly, and optimize their telemetry to reduce noise and cost. We are a 100% remote company with 1,600+ team members across 40+ countries, and we’re backed by leading investors including Lightspeed Venture Partners, Sequoia Capital, GIC, Coatue, J.P. Morgan, CapitalG, and Lead Edge Capital. Learn more at grafana.com and follow us on LinkedIn and X.

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

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

The Opportunity:

Make a difference.

The Solutions Engineering team are the customer facing product experts. The team enables Grafana Labs worldwide growth by educating potential and existing customers to ensure that they are happy and successful. We share our technical and product expertise with customers through demos, hands on enablement, presentations, technical evaluations and ongoing interaction. We partner closely with our Sales team to help qualify and close opportunities. The Solutions Engineering team is one of the primary routes of communication from our customers to the Product Management and Engineering teams.

A Solutions Engineer is able to really listen to a prospect or customer, understand their requirements, ask the right questions to extract as much information as required and translate all that into a solution with Grafana Labs technology. They are the bridge between the highly technical engineering folks here at Grafana Labs, our customers and our Sales team.

What You’ll Be Doing:

• Partner with our Sales team to articulate the overall Grafana value proposition, vision and strategy to customers
• Own the technical engagement with customers and help close complex opportunities through advanced competitive knowledge, technical skill and credibility
• Deliver product and technical presentations to potential and existing customers
• Effectively communicate with customers and internal teams to provide feedback on our products and the competitive landscape
• Drive product conversations based on need and problems with customers
• Work with the team to enhance documentation, write blog posts, record videos, contribute knowledge base articles and create other public or private enablement material

What Makes You a Great Fit:

• Located in Tokyo, Japan
• 5+ years of technical pre-sales experience, ideally with Open Source technologies, or in the Metrics/Monitoring space
• Be open to various and complex assignments, this will require strong judgment, collaboration, and leadership
• You will need first class written and oral communication skills to collaborate with our remote-first internal teams and with our worldwide customers.
• You will need to be able to skillfully articulate our value proposition and the technical advantages of our products
• You love solving technical challenges and thrive on bringing creative solutions to our customers
• You should have a technical mindset and a desire to grow technically
• Experience with sales methodologies like MEDD(P)ICC is a plus.

Compensation & Rewards:

The OTE range we have for Japan is 14m - 18.5m JPY. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs’ success. We believe in shared outcomes—RSUs help us stay aligned and invested as we scale globally.

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

Why You’ll Thrive at Grafana Labs:

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

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

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

#LI-Remote

For information about how your personal data is used once you’ve applied to a job, check out our privacy policy.

Joining Collibra’s Global Practitioner team

Collibra is seeking an experienced and dynamic leader to join our Global Practitioner team with a focus on Data Quality. This role is central to ensuring our prospects and customers maximize their investment by providing guidance, strategic consulting, and proven best practices to build data quality programs that make data trustworthy at scale.

If you are passionate about driving business value through reliable, high-quality data, we encourage you to apply.

Global Practitioners at Collibra are responsible for

• Strategic advisory - Provide practical, expert guidance to executive stakeholders and program leaders to define, build, and sustain high-value Data Quality programs, including operating models, ownership, and the business case for trusted data.
• Rules, monitoring, and observability -  Advise customers on designing effective data quality rules, quality dimensions and scoring, monitoring and alerting, and data observability practices that catch issues before they reach the business.
• Remediation and continuous improvement - Help customers establish issue detection, triage, and remediation workflows, connecting data quality findings to clear ownership, root-cause analysis, and measurable improvement over time.
• Data reliability at scale - Guide the integration of data quality into pipelines, data products, and governance workflows so reliability is built in rather than bolted on.
• Facilitation and enablement - Design and lead high-impact customer workshops on topics including data quality strategy, use case prioritization, rule and metric design, roles and stewardship, and adoption.
• Maturity assessment - Execute comprehensive Data Quality Maturity Assessments to benchmark customer capabilities and formulate clear, phased roadmaps for improvement.
• Thought leadership - Develop, curate, and share cutting-edge data quality best practices and compelling customer success stories across the Collibra ecosystem.

You have

• Minimum of 3 years of experience as a Data Quality Program Leader, Data Reliability/Governance Program Manager, or equivalent senior-level role.
• Minimum of 2 years of direct, hands-on experience as a key Champion or Stakeholder of Collibra Data Quality & Observability.
• Practical fluency in core data quality concepts, quality dimensions, rule design, DQ scoring, monitoring and alerting, data observability, and remediation workflows.
• Proven ability to engage customers in a highly consultative manner, establishing immediate credibility and fostering long-term strategic relationships.
• Exceptional presentation and facilitation skills, with the ability to command and influence a room of diverse stakeholders, from technical teams to executive leadership.
• Superior written and verbal communication skills, capable of articulating complex concepts clearly and persuasively.
• A bachelor’s degree or equivalent related working experience is required.
• Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges, drive measurable outcomes, or streamline workflows.
• This position is not eligible for visa sponsorship.
• Strong ability to discover and work with use cases to help customers implement solutions. This process requires reflective listening, capturing the essence of the problem, and offering a proposed solution.
• Ability to read and write Structured Query Language (“SQL”) in the context of DQ rules.
• Understanding of data outliers, patterns, duplicates, and valid values (ranges, etc.).
• Understanding of the core data quality dimensions.
• Ability to read and write data quality rule logic (e.g. comparing multiple columns in a single dataset, or even comparing multiple datasets).
• Ability to leverage an existing SQL function library function for use by a DQ rule (eg. length(‘Collibra’))
• Ability to invoke an existing REST API endpoint, and the basics of HTTP: GET, and POST.
• Ability to work with boolean logic operators AND, OR, and NOT.
• Basic ability to navigate a Linux operating system and filesystem (eg. cd, pwd, ls, etc.).
• Ability to understand and explain how Apache Spark works with data, at a high level, is a plus (not required). This is for DQ “pull up.”
• Ability to understand how Kubernetes (K8s) and Docker containers work is a plus (not required).
• Ability to read and write Python code is a plus (not required).

You are

• A strategic thinker who connects data quality work to real business outcomes and risk reduction.
• A collaborative leader who fosters trust and long-term partnerships with customers.
• An effective communicator who translates complex, technical quality concepts into actionable plans.
• Passionate about empowering organizations to trust their data through world-class data quality practices.
• A lifelong learner committed to advancing your expertise in data quality, observability, and Collibra’s platform.

Measures of success

• Within your first month, you will develop a clear understanding of Collibra’s Data Quality offerings and the Global Practitioner team’s approach.
• Within your third month, you will deliver impactful data quality workshops and maturity assessments that improve customer adoption and the reliability of their data.
• Within your sixth month, you will contribute to increased ARR, elevated CSAT scores, and reduced customer churn through strategic advisory and thought leadership.

Benefits at Collibra

Collibra recognizes and values that everyone has different needs, interests, and life goals. We built our benefits program with flexibility in mind to support you and your loved ones through a diverse range of circumstances and life events. These flexible offerings sit on a foundation of competitive compensation, health coverage, and time off. Learn more about Collibra’s benefits.

We create inclusion and belonging through how we onboard, meet, connect, engage, and communicate. Learn more about diversity, equity, and inclusion at Collibra.

At Collibra, we’re proud to be an equal opportunity employer. We realize the key to creating a company with a world-class culture and employee experience comes from who we hire and creating a workplace that celebrates everyone.

With this, we proudly consider qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, sexual orientation, pregnancy, sex, gender identity, gender expression, genetic information, physical or mental disability, HIV status, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status or any other legally protected category. If you have a need that requires accommodation, let us know by completing our Accommodations for Applicants form.

Joining Collibra’s Global Practitioner team

Collibra is seeking an experienced and dynamic leader to join our Global Practitioner team with a focus on Data Quality. This role is central to ensuring our prospects and customers maximize their investment by providing guidance, strategic consulting, and proven best practices to build data quality programs that make data trustworthy at scale.

If you are passionate about driving business value through reliable, high-quality data, we encourage you to apply.

Global Practitioners at Collibra are responsible for

• Strategic advisory - Provide practical, expert guidance to executive stakeholders and program leaders to define, build, and sustain high-value Data Quality programs, including operating models, ownership, and the business case for trusted data.
• Rules, monitoring, and observability -  Advise customers on designing effective data quality rules, quality dimensions and scoring, monitoring and alerting, and data observability practices that catch issues before they reach the business.
• Remediation and continuous improvement - Help customers establish issue detection, triage, and remediation workflows, connecting data quality findings to clear ownership, root-cause analysis, and measurable improvement over time.
• Data reliability at scale - Guide the integration of data quality into pipelines, data products, and governance workflows so reliability is built in rather than bolted on.
• Facilitation and enablement - Design and lead high-impact customer workshops on topics including data quality strategy, use case prioritization, rule and metric design, roles and stewardship, and adoption.
• Maturity assessment - Execute comprehensive Data Quality Maturity Assessments to benchmark customer capabilities and formulate clear, phased roadmaps for improvement.
• Thought leadership - Develop, curate, and share cutting-edge data quality best practices and compelling customer success stories across the Collibra ecosystem.

You have

• Minimum of 3 years of experience as a Data Quality Program Leader, Data Reliability/Governance Program Manager, or equivalent senior-level role.
• Minimum of 2 years of direct, hands-on experience as a key Champion or Stakeholder of Collibra Data Quality & Observability.
• Practical fluency in core data quality concepts, quality dimensions, rule design, DQ scoring, monitoring and alerting, data observability, and remediation workflows.
• Proven ability to engage customers in a highly consultative manner, establishing immediate credibility and fostering long-term strategic relationships.
• Exceptional presentation and facilitation skills, with the ability to command and influence a room of diverse stakeholders, from technical teams to executive leadership.
• Superior written and verbal communication skills, capable of articulating complex concepts clearly and persuasively.
• A bachelor’s degree or equivalent related working experience is required.
• Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges, drive measurable outcomes, or streamline workflows.
• This position is not eligible for visa sponsorship.
• Strong ability to discover and work with use cases to help customers implement solutions. This process requires reflective listening, capturing the essence of the problem, and offering a proposed solution.
• Ability to read and write Structured Query Language (“SQL”) in the context of DQ rules.
• Understanding of data outliers, patterns, duplicates, and valid values (ranges, etc.).
• Understanding of the core data quality dimensions.
• Ability to read and write data quality rule logic (e.g. comparing multiple columns in a single dataset, or even comparing multiple datasets).
• Ability to leverage an existing SQL function library function for use by a DQ rule (eg. length(‘Collibra’))
• Ability to invoke an existing REST API endpoint, and the basics of HTTP: GET, and POST.
• Ability to work with boolean logic operators AND, OR, and NOT.
• Basic ability to navigate a Linux operating system and filesystem (eg. cd, pwd, ls, etc.).
• Ability to understand and explain how Apache Spark works with data, at a high level, is a plus (not required). This is for DQ “pull up.”
• Ability to understand how Kubernetes (K8s) and Docker containers work is a plus (not required).
• Ability to read and write Python code is a plus (not required).

You are

• A strategic thinker who connects data quality work to real business outcomes and risk reduction.
• A collaborative leader who fosters trust and long-term partnerships with customers.
• An effective communicator who translates complex, technical quality concepts into actionable plans.
• Passionate about empowering organizations to trust their data through world-class data quality practices.
• A lifelong learner committed to advancing your expertise in data quality, observability, and Collibra’s platform.

Measures of success

• Within your first month, you will develop a clear understanding of Collibra’s Data Quality offerings and the Global Practitioner team’s approach.
• Within your third month, you will deliver impactful data quality workshops and maturity assessments that improve customer adoption and the reliability of their data.
• Within your sixth month, you will contribute to increased ARR, elevated CSAT scores, and reduced customer churn through strategic advisory and thought leadership.

Compensation for this role

The standard base salary range for this position is $168,000.00 - $210,000.00 USD per year. This position is eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location.

In addition to base salary, we offer a competitive total rewards package, including bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more.

Benefits at Collibra

Collibra recognizes and values that everyone has different needs, interests, and life goals. We built our benefits program with flexibility in mind to support you and your loved ones through a diverse range of circumstances and life events. These flexible offerings sit on a foundation of competitive compensation, health coverage, and time off. Learn more about Collibra’s benefits.

We create inclusion and belonging through how we onboard, meet, connect, engage, and communicate. Learn more about diversity, equity, and inclusion at Collibra.

At Collibra, we’re proud to be an equal opportunity employer. We realize the key to creating a company with a world-class culture and employee experience comes from who we hire and creating a workplace that celebrates everyone.

With this, we proudly consider qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, sexual orientation, pregnancy, sex, gender identity, gender expression, genetic information, physical or mental disability, HIV status, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status or any other legally protected category. If you have a need that requires accommodation, let us know by completing our Accommodations for Applicants form.

Joining Collibra’s Global Practitioner team

Collibra is seeking an experienced and dynamic leader to join our Global Practitioner team with a focus on Data Quality. This role is central to ensuring our prospects and customers maximize their investment by providing guidance, strategic consulting, and proven best practices to build data quality programs that make data trustworthy at scale.

If you are passionate about driving business value through reliable, high-quality data, we encourage you to apply.

Global Practitioners at Collibra are responsible for

• Strategic advisory - Provide practical, expert guidance to executive stakeholders and program leaders to define, build, and sustain high-value Data Quality programs, including operating models, ownership, and the business case for trusted data.
• Rules, monitoring, and observability -  Advise customers on designing effective data quality rules, quality dimensions and scoring, monitoring and alerting, and data observability practices that catch issues before they reach the business.
• Remediation and continuous improvement - Help customers establish issue detection, triage, and remediation workflows, connecting data quality findings to clear ownership, root-cause analysis, and measurable improvement over time.
• Data reliability at scale - Guide the integration of data quality into pipelines, data products, and governance workflows so reliability is built in rather than bolted on.
• Facilitation and enablement - Design and lead high-impact customer workshops on topics including data quality strategy, use case prioritization, rule and metric design, roles and stewardship, and adoption.
• Maturity assessment - Execute comprehensive Data Quality Maturity Assessments to benchmark customer capabilities and formulate clear, phased roadmaps for improvement.
• Thought leadership - Develop, curate, and share cutting-edge data quality best practices and compelling customer success stories across the Collibra ecosystem.

You have

• Minimum of 3 years of experience as a Data Quality Program Leader, Data Reliability/Governance Program Manager, or equivalent senior-level role.
• Minimum of 2 years of direct, hands-on experience as a key Champion or Stakeholder of Collibra Data Quality & Observability.
• Practical fluency in core data quality concepts, quality dimensions, rule design, DQ scoring, monitoring and alerting, data observability, and remediation workflows.
• Proven ability to engage customers in a highly consultative manner, establishing immediate credibility and fostering long-term strategic relationships.
• Exceptional presentation and facilitation skills, with the ability to command and influence a room of diverse stakeholders, from technical teams to executive leadership.
• Superior written and verbal communication skills, capable of articulating complex concepts clearly and persuasively.
• A bachelor’s degree or equivalent related working experience is required.
• Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges, drive measurable outcomes, or streamline workflows.
• This position is not eligible for visa sponsorship.
• Strong ability to discover and work with use cases to help customers implement solutions. This process requires reflective listening, capturing the essence of the problem, and offering a proposed solution.
• Ability to read and write Structured Query Language (“SQL”) in the context of DQ rules.
• Understanding of data outliers, patterns, duplicates, and valid values (ranges, etc.).
• Understanding of the core data quality dimensions.
• Ability to read and write data quality rule logic (e.g. comparing multiple columns in a single dataset, or even comparing multiple datasets).
• Ability to leverage an existing SQL function library function for use by a DQ rule (eg. length(‘Collibra’))
• Ability to invoke an existing REST API endpoint, and the basics of HTTP: GET, and POST.
• Ability to work with boolean logic operators AND, OR, and NOT.
• Basic ability to navigate a Linux operating system and filesystem (eg. cd, pwd, ls, etc.).
• Ability to understand and explain how Apache Spark works with data, at a high level, is a plus (not required). This is for DQ “pull up.”
• Ability to understand how Kubernetes (K8s) and Docker containers work is a plus (not required).
• Ability to read and write Python code is a plus (not required).

You are

• A strategic thinker who connects data quality work to real business outcomes and risk reduction.
• A collaborative leader who fosters trust and long-term partnerships with customers.
• An effective communicator who translates complex, technical quality concepts into actionable plans.
• Passionate about empowering organizations to trust their data through world-class data quality practices.
• A lifelong learner committed to advancing your expertise in data quality, observability, and Collibra’s platform.

Measures of success

• Within your first month, you will develop a clear understanding of Collibra’s Data Quality offerings and the Global Practitioner team’s approach.
• Within your third month, you will deliver impactful data quality workshops and maturity assessments that improve customer adoption and the reliability of their data.
• Within your sixth month, you will contribute to increased ARR, elevated CSAT scores, and reduced customer churn through strategic advisory and thought leadership.

Compensation for this role

The standard base salary range for this position is $168,000.00 - $210,000.00 USD per year. This position is eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location.

In addition to base salary, we offer a competitive total rewards package, including bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more.

Benefits at Collibra

Collibra recognizes and values that everyone has different needs, interests, and life goals. We built our benefits program with flexibility in mind to support you and your loved ones through a diverse range of circumstances and life events. These flexible offerings sit on a foundation of competitive compensation, health coverage, and time off. Learn more about Collibra’s benefits.

We create inclusion and belonging through how we onboard, meet, connect, engage, and communicate. Learn more about diversity, equity, and inclusion at Collibra.

At Collibra, we’re proud to be an equal opportunity employer. We realize the key to creating a company with a world-class culture and employee experience comes from who we hire and creating a workplace that celebrates everyone.

With this, we proudly consider qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, sexual orientation, pregnancy, sex, gender identity, gender expression, genetic information, physical or mental disability, HIV status, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status or any other legally protected category. If you have a need that requires accommodation, let us know by completing our Accommodations for Applicants form.