About OffSec

Founded in 2007 by the creators of Kali Linux, OffSec (formerly known as Offensive Security) is a leading SaaS company with a world-class platform focused on professional and workforce development, training, and education for cybersecurity practitioners. OffSec’s platform includes a cyber range and unique hands-on learning capabilities that help organizations and governments fill the cybersecurity talent gap by training their teams on today’s most critical skills.

Become a part of our global presence and work from anywhere.With customers in over 150 countries and team members in over 40 countries, we believe in inspiring people of all backgrounds and communities. The OffSec team comprises diverse, internationally published authors, conference speakers, and seasoned information technology professionals from the private sector and governments worldwide.

Are you excited about our mission and what we do? Apply and join us!

About the Job

You will be a primary quota carrier and a member of our elite-performing EMEA sales team, responsible for accounts in our growing Southern Europe business.  EMEA is one of OffSec’s top-performing and fast-growing markets, with the entire team exceeding their targets and receiving invites to OffSec’s Sales President’s Club in 2023.  This mature territory has over-achieved performance in the last several years and requires a smart, high-energy, and hyper-driven sales professional.

This includes working with and creating new partnerships and direct sales motions, including following up on inbound sales leads, up-selling existing customers, and developing new opportunities.  We are a fast-paced environment, working in high-velocity sales opportunities.  Our products are HIGHLY DIFFERENTIATED; there is nothing like them in the market.

Duties and responsibilities

• You will establish a vision and plan to guide your short--, mid-, and long-term approach to your accounts.
• You will consistently deliver ARR targets while providing a fantastic experience to our customers.
• Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings.
• Land, adopt, expand, and deepen sales opportunities with your assigned accounts.
• Explore the full spectrum of relationships and business possibilities across the client’s entire information technology organization, focusing on cybersecurity professionals.
• Become a thought leader of OffSec's products.
• Expand relationships and orchestrate complex deals across more diverse business stakeholders.
• Holistically embrace, access, and utilize partner and alliance relationships to identify and open new opportunities.
• Work as a team to ensure the most efficient use and deployment of resources. Provide timely and insightful input to other internal departments.
• Position OffSec as a partner that helps strengthen the client's overall security posture with target stakeholders.
• Champion OffSec to prospective clients and partners during sales presentations, events, and product demonstrations.
• Experience working with Salesforce is required.  We also use Gong, Zoominfo, and LinkedIn Sales Navigator as sales tools.  
• Maintain an accurate monthly sales forecast.
• Bring your strategies, learnings, and ideas to advance OffSec's values, unique culture, and vision for the future.
• Territory includes large enterprise and strategic partner accounts across EMEA.

Qualifications

• You have 7+ years of direct enterprise sales experience selling B2B enterprise SaaS, e-learning, or technical training solutions to enterprise companies across France, Italy , Spain and Portugal 
• You have 3+ years selling cybersecurity solutions  
• You have previous experience utilizing partners, channels, and alliances to sell more successfully and overachieve your quota.
• You have a measurable track record in new business development and over-achieving sales targets.
• Experience in successfully selling during the market creation phase.
• Proven track record of successfully closing six-figure B2B SaaS, e-learning, or technical training solutions to prospects and customers in the enterprise space.
• Experience in the “C” suite, strong executive presence and polish, and excellent listening skills.
• Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDPICC, Challenger, or Win by Design methodologies is a plus.
• Bachelor's degree; MBA a plus or equivalent experience.
• Self starter mentality with a proven track record in end 2 end sales cycles
• Strong operating Rythm : Pipeline Generation 
• High performant characteristics: Goal oriented, strong work ethic, strong communication skills, honest, adaptable , ownership and adaptability 
• Preferably located in Spain / Portugal 

Working conditions

This role is a full-time salaried position. Work hours for this position are flexible and will be performed from a home office. 

Direct reports

This position has no direct reports.

EEO

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

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

WHAT WE DO

Pathstream was founded on the premise that substantial unrealized economic & human potential exists within each organization’s frontline workforce. We are reshaping the way employees and managers on the frontlines excel in their careers. In this age of rapid tech evolution, our enterprise partnerships transform frontline teams from transactional to relational, from back office to middle office, and from task-oriented to strategic. We impact companies’ bottom lines with improved productivity, increased retention, and differentiated quality of customer experience; employees experience the benefits of greater success in their current roles while unlocking future professional growth.

 THE ROLE

We are seeking a dynamic Head of B2B Customer Success to run our B2B customer success team. This role is pivotal to the continued growth and success of the company. This role demands an ambidextrous operator / strategic thinker with excellent relationship-building skills, a strong understanding of SaaS customer success, an exceptional customer retention rate, and a passion for our mission.

Responsibilities:

• Develop and implement a comprehensive customer success strategy that aligns with our mission and business objectives.
• Serve as key person accountable for ensuring customer needs are met as they arise by leading & mobilizing internal teams & resources accordingly.
• Leverage data to monitor customer health and satisfaction, using these insights to inform strategy and decision-making.
• Develop, own, and manage the creation of quarterly and annual strategic account plans for each of our customers with a relentless focus on value creation.
• Own and manage all contract renewals, creating strategies to ensure high renewal rates and customer satisfaction.
• Identify opportunities for business expansion within our existing client base, and develop strategies to capitalize on these opportunities.
• Take ownership of ensuring our Customer Success team prioritizes understanding the industries and departments/divisions of our B2B partners, including relevant macro, industry, company-specific, and division-specific context as key inputs to our strategy and value creation with each account.
• Lead, coach, and develop a team of B2B customer success managers, setting clear objectives and ensuring team performance meets or exceeds expectations.
• Build strong relationships with key customer stakeholders, becoming a trusted advisor and ensuring they realize the full value of our platform.
• Collaborate closely with the product, operations & sales teams to align on customer needs, feedback, and potential improvements.
• Be obsessed with the customer, reinforcing a customer-centric culture and ensuring that customer feedback and needs are at the forefront of our strategic decisions.

Qualifications:

• A minimum of 10 years of relevant customer-centric experience with at least 5 years in a leadership role in an enterprise B2B company and at least 2 years experience with growth-stage startups and achievement both in Account Management and Customer Success functions. A strong preference for prior experience building and running a customer success team.
• A stellar track record of building and growing relationships within existing clients that results in revenue growth.
• Proven ability to anticipate customer needs and operational issues before they arise.
• Demonstrated ability with existing clients to build strategic relationships with other senior stakeholders in order to extend our influence, lay the groundwork for expansion, and to hedge against the departure of any current stakeholder.  
• Ability to translate these needs into action by galvanizing the right internal teams & resources, anticipating upstream & downstream implications, and following through to fully problem-solving issues to resolution.
• GSD mentality: Scrappy problem solver, demonstrating bias-to-action and ability to operate at high speed in a fast-paced startup environment; player-coach mentality of enjoying a combination of thinking high level & digging in with individual contributions
• Strong storytelling, presentation, data analytics & data visualization skill sets to inform strategy and communicate effectively and persuasively back to the customer.
• Ability and passion for understanding the industries and departments/divisions of our B2B partners to ensure our customer relationships, strategy, and value-add are well-informed by this macro, industry, and business context.
• Ability to establish respect and rapport with key leaders and decision-makers from our customer accounts as a strategic thought partner in our work together.
• Excellent interpersonal and relationship-building skills, with a proven track record of building strong relationships with key stakeholders at multiple levels of seniority.
• Prior experience building & managing high-performing teams.
• Passion for our mission of helping frontline team members succeed and advance in their careers.

What We Offer: 

• Competitive salary and commission structure
  • Zone 1: $166K-192K salary, $221K-$265K OTE
    Zone 2: $149K-173K salary, $199K-239K OTE:
    Zone 3: $133K-154K salary, $177-212K OTE
• Transparent and social culture, challenging work, fast learning cycles, practical training, and meaningful feedback
• Strong sense of ownership and strategic work that impacts our product, users, colleagues, business, and world
• Comprehensive benefits package
  • 100% employer-paid medical, dental, and vision insurance coverage for you and 50%  for your partner/spouse and dependents
  • Health, commuter, and parking flexible spending accounts
  • Employee Assistance Program (mental health, financial health, legal support, and more)
  • Free access to wellbeing apps like Ginger and Headspace 
  • Flexible paid time off and paid holidays
  • Generous paid parental leave 
  • Short and long-term disability insurance
  • Annual professional development budget
  • Company-provided laptop
  • Remote-first culture
  • Life insurance (100% company paid)
  • 401(k)

COMMITMENT TO DIVERSITY AND INCLUSION

Our company values diversity and believes diverse teams make innovation possible. We work on complex, difficult problems with no linear or clear solutions. We need a diverse team that can bring different perspectives and approaches and whose experiences reflect the full set of stakeholders we seek to serve. As such, Pathstream is an equal-opportunity employer. We encourage all qualified applicants from any race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, protected veteran status, or other characteristics to apply.

As the Principal Marketing Operations Architect, you'll play a pivotal role within our Revenue Marketing team, ensuring our marketing systems are efficient, data-driven, and ready to scale. Reporting to the Senior Director of Revenue Marketing, you’ll partner closely with Revenue Marketing leadership to strategize and execute operational motions, driving success for our teams.  In this critical role, you’ll work with our external consulting firm to ensure operational excellence across our marketing technology stack, from automation to analytics, driving seamless execution of campaigns that generate impactful results. 

The ideal candidate should possess at least 9+ years of B2B marketing experience, Salesforce & Marketo proficiency, and a strong technical background to optimize campaigns efficiently and contribute to revenue growth at NextRoll.

This role is open in San Francisco, New York City, or USRemotelocations. 

Unsure that you check all the boxes? You should still apply! We’ll review your application for other opportunities. We're always on the lookout for talented people, and we're committed to developing each employee's career, offering over 1,800 training classes every year.

The impact you’ll make:

• Oversee and maintain our marketing automation systems, including but not limited to: Marketo, Salesforce, ZoomInfo, and Lean Data.
• Work closely with the sales team to ensure alignment on lead management processes and handoffs.
• Develop and maintain comprehensive dashboards and reports to monitor and evaluate marketing tech stack performance.
• Partner closely with Sales and Operations to continually improve marketing effectiveness, process scalability, and lead-to-closed won optimization
• Work closely with the wider Revenue Marketing team to strategize and execute campaigns effectively.
• Full ownership over designing and implementing programs that drive improvements to lead quality and conversion rates.
• Manage the integration between marketing automation systems and other essential tools, including CRM platforms.
• Establish and implement best practices for data management and hygiene.
• Monitor, assess, and report on the effectiveness of marketing campaigns.
• Identify and implement improvements in marketing automation processes and systems.

Skills you’ll bring:

• 9+ years of hands-on experience in B2B marketing, with a strong focus on account-based marketing or marketing operations
• Proficiency in marketing systems architecture - including but not limited to lead routing, lead scoring, campaign measurement
• Marketo & Salesforce certified
• Understanding of data synchronization between marketing and sales systems
• Data-oriented: Comfortable with digging deep into the data to provide best-in-class governance, integrity, and accuracy. 
• Reporting: Provide actionable insights into marketing campaign performance to relevant stakeholders.
• Excellent analytical and problem-solving skills.
• Strong project management skills, working cross-functionally to reach goals

Benefits and Perks: 

• Competitive salary and equity
• 100% employee coverage for medical, dental and vision premiums
• Short and long term disability benefits at no cost to the employee
• Basic life and AD&D insurance at no cost to the employee
• 401K Plan (Pre-tax and Roth)
• 4 weeks of paid time off and work/life balance
• Up to 12 weeks of paid family leave (care for a family member, bond with a new child, etc.)
• Up to 6 weeks of paid disability leave (up to 12 weeks for pregnancy disability leave)
• Join a community of fellow Rollers as a member of one of our Employee Resource Groups 
• Ample opportunities to volunteer with local organizations with NextRoll Gives Back
• For additional benefits not mentioned, visit our Careers page

Additional Information:

Minimum salary of $169,200 to maximum salary of $208,454 + equity + benefits. 

The range provided is NextRoll’s reasonable estimate of the base compensation for this role. The actual amount will be based on job-related and non-discriminatory factors such as location, experience, training, skills, and abilities. Consult with your Recruiter during the initial call to determine a more targeted range based on these job-related factors.

About NextRoll:

NextRoll is a marketing technology company delivering products ambitious marketers use and rely on to grow their businesses. Powered by machine learning and integrated data platforms, NextRoll’s technology serves tens of thousands of businesses globally through its two business units: RollWorks, an account-based platform for business-to-business marketing and sales teams, AdRoll, a marketing and advertising platform for direct-to-consumer brands. NextRoll is a privately-held, remote friendly company headquartered in San Francisco, CA with additional offices in New York City, Dublin and Sydney. To learn more visit nextroll.com.

We are committed to building diverse teams of “Rollers” and are proud to be an equal opportunity employer. Learn more about our DEI impact via our DEI Annual Report on our Culture page. All applicants will receive consideration without regard to race, color, ancestry, sex, religion, gender, gender identity or expression, sexual orientation, marital status, national origin, citizenship, genetics, disability, age, veteran status or other characteristics. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment.  To request reasonable accommodation, contact candidateacommodations@nextroll.com.

About Invoca:

Invoca is the industry leader and innovator in AI and machine learning-powered Conversation Intelligence. With over 400 employees, 2,000+ customers, and $100M in revenue, there are tremendous opportunities to continue growing the business. We are building a world-class SaaS company and have raised over $184M from leading venture capitalists including Upfront Ventures, Accel, Silver Lake Waterman, H.I.G. Growth Partners, and Salesforce Ventures.

About the Role:

As a Digital Technical Account Manager, you will join Invoca's Customer Success team to play a meaningful role in driving product adoption and expansion for target accounts within Invoca’s self-serve, Digital customer segment. Through prescriptive technical consultations, solution design, and project management, you will provide tactical guidance for Invoca customers to navigate the technical aspects of our technology to help drive incremental value from our products. With strong organizational and project management skills, you will lead the successful planning and execution of strategic, technical customer initiatives spanning various industries and use cases. You will coordinate effectively with cross-functional stakeholders to solve problems and identify how your customers can benefit from new solutions and features. 

This technical and hands-on position requires you to work in a team and individual work setting, contributing to all aspects of Digital customer success including enabling other team members through templates and process designs, advocating on behalf of your customers for product enhancements, and advising customers on how to succeed using Invoca.

You Will:

• Act as a strategic technical point of contact for short-term, limited-scope engagements with Digital customers that focus on driving product adoption, platform optimization, and upsells
• Identify and implement technical features and functions to measure and report on desired customer outcomes
• Serve as an Invoca product expert, tracking customer patterns and partnering with product and technical teams to relay customer feedback and advocate for solutions
• Work alongside the Digital Customer Success team to understand what is most important to the customers in the segment, preview new product releases, and identify opportunities for customers to adopt new products and participate in beta programs
• Monitor and project manage ongoing engagements between the customer and other internal technical teams, helping triage and solution technical blockers
• Train and enable new and existing customer account admins on how to best utilize and navigate their Invoca platform
• Assist with building enhancements to Invoca customer accounts to meet new needs including campaign management, Invoca ConnectApp integrations, and report-building
• Technically manage and/or implement ad-hoc customer and internal special projects, including customer migrations or other team initiatives
• Maintain and monitor the health of customer accounts to maximize long-term value

You Have:

• 4+ years of successful technical account management, implementation, or deployment experience in a customer-facing role required
• Working knowledge and functional understanding of front-end web languages including JavaScript, HTML, and CSS
• Customer-first mentality; ability to empathize and create customer loyalty
• Experience in scoping, clarifying objectives, dealing with ambiguity/under-defined problems, advocating for simplification, and influencing teams
• Excellent oral and written communication skills - communicating with both internal and external stakeholders
• Strong organizational and analytical skills and the ability to work at a highly detailed level
• Knowledge and experience using APIs, webhooks, and general data transfer architectures and techniques  
• Ability to deeply articulate and compare customer needs along with their relevant business value to both internal technical and non-technical audiences

Bonus qualifications: 

• Background in SaaS
• Background in telecom, mobile, or digital media a plus
• Hands-on experience with web analytics, CRM, marketing automation, bid management, ad-serving, and attribution software a plus
• Working knowledge of the digital marketing technology landscape is a plus

Salary, Benefits & Perks:

Teammates are eligible to begin receiving benefits on the first day of the month following or coinciding with one month of continuous employment. Below are some of our offerings:

• Paid Time Off -Invoca encourages a work-life balance for our employees. We have an outstanding PTO policy, starting at 20 days off, for all full-time employees. We also offer 16 paid holidays, 10 days of Compassionate Leave, 3 days volunteer time and more.
• Healthcare -Invoca offers a health care program that includes medical, dental and vision coverage. There are multiple plan options to choose from so you can make the best choice for yourself, partner and family.
• Retirement - Invoca offers a 401(k) plan through Fidelity with a company match of up to 4%.
• Stock options - All employees are invited to ownership in Invoca through stock options.
• Employee Assistance Program -Invoca offers well-being support on issues ranging from personal matters to everyday life topics through the WorkLifeMatters program.
• Paid Family Leave -Invoca offers up to six weeks 100% paid leave for baby bonding, adoption, and caring for family members
• Paid Medical Leave - Invoca offers up to twelve weeks 100% paid leave for childbirth and medical need
• Sabbatical -We thank our long-term team members with an additional week of PTO along with a bonus after 7 years of service.
• Wellness Subsidy - In further support of your well-being,Invoca provides a wellness subsidy that can be applied to a gym membership, fitness classes and more.
• Position Base Range- $70,000-$105,000/yr plus bonus potential

This role is remote and open to candidates located in the United States and Canada. Please note that we are unable to provide visa sponsorship for this position.

DEI Statement

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.

#LI-Remote

Location: London

Job Description

We seek a seasoned leader for our Global Account-Based Marketing (ABM) initiatives. This pivotal role will help drive customer awareness, engagement, and revenue growth in key accounts around the world. As the Senior Global ABM Manager, you will establish our Global ABM Center of Excellent (CoE).  This function will shape comprehensive ABM strategies to engage high-value accounts and establish the roadmap for maturity of global ABM programs.  You will manage the growth of the program through initiatives including technology adoption, best practices, measurement, and scalable campaign creation, while tracking and reporting on the success of ABM initiatives across stakeholders and executives. You will collaborate closely with cross-functional teams, including Field Marketing & Field ABM, Marketing Operations, Sales, BI and Product, to align ABM efforts with overall business objectives. 

This role requires a strategic thinker with a deep understanding of B2B enterprise marketing and a proven track record of delivering successful global ABM programs. The ideal candidate will be a collaborative, results driven leader who can balance big-picture planning with tactical program management. We invite you to apply for this exciting opportunity to shape the growth of this critical function at Cloudflare.

Locations: San Francisco or Austin 

About the Role

• Establish COE and ABM scalability: Define and implement processes to expand the ABM program globally, including scalable strategy for 1:1, 1:few and 1:many segmentation. Guide best-practice adoption and efficiency in the field through activities including account selection, digital programs, and vertical personalization. 

Develop Playbooks: Develop a comprehensive ABM playbook and digital toolkits with multi-industry themes and scalable personalized programs.  Initiate centralized ABM creative programs on a global scale (e.g. exec welcome kits, holiday programs). Take a leading role in ABM planning, automation, and communication at a global level. Data management and technology: Partner with Marketing Operations and Technology to define the roadmap for ABM-related software ROI maximization, including data enrichment, account insights, and campaign orchestration. Define requirements for MQA funnel and operations. Reporting: Refine KPI and program metric framework. Track program results, measure success, and report performance to stakeholders. Leadership and Collaboration: Lead global business reviews to share learnings, review global best-in-class campaigns, and analyze results. Interface with leadership team and stakeholders across multiple functions to drive alignment for successful ABM execution.

About You

• Accomplished Global ABM Strategist:Demonstrated success in developing and implementing global ABM strategies that drive revenue growth. Adept at using marketing automation to streamline campaigns and enhance account penetration.
• Cross-functional leader: Proven ability to lead cross-functional teams and align them with ABM goals. Strong collaboration and communication skills across departments and geographies. 
• Analytical & results oriented: Ability to leverage data to optimize ABM campaigns and measure performance. Hold yourself and teams accountable for performance. 
• Innovative: In-depth knowledge of emerging ABM trends. Ability to create new programs that align with business priorities and deliver results. 
• Organized: Strong project management skills to prioritize and handle multiple initiatives simultaneously. Outstanding communication skills to collaborate constructively in a fast-paced environment that requires fresh thinking and innovation.

Requirements 

Minimum of 10 years in B2B SaaS Marketing, with over 8 years dedicated to ABM.  Experience in cybersecurity or industry leading ABM programs strongly preferred.  BA/BS in Marketing, Business, Communications, or related fields. In-depth knowledge of ABM tools, technologies, and best practices, including but not limited to ABM platforms (6sense/Demandbase); automation and CRM systems (SFDC, Marketo); reporting (Tableau); and orchestration and personalization tools. Successful marketing experience in planning, developing, executing, and measuring marketing campaigns for B2B tech/SaaS products. Strong understanding of funnel metrics and levers for generating qualified account engagement and accelerating pipeline velocity. Excellent analytical and quantitative skills to interpret data, generate insights, and translate it into actionable changes.

Compensation

Compensation may be adjusted depending on work location.

• For Colorado, Illinois, Maryland and Minnesota based hires: Estimated annual salary of $192,000 - $234,000.
• For New York City, Washington, Washington D.C. and California (excluding Bay Area) based hires: Estimated annual salary of $197,000 - $241,000.
• For Bay Area based hires: Estimated annual salary of $206,000- $252,000.

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!  The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave