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About the Role

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

What you will do

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

Must Haves

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

Nice to Have

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

#LI-LM3

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

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

Base salary range:

$210,800—$248,000 USD

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

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

About the Role

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

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

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

What you will do

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

Must Haves

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

#LI-LB2

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

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

Base salary range:

$197,650—$232,500 USD

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

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

About Airwallex

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.

Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.

Attributes We Value

We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.

You’re humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.

About the team

The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

What you’ll do

Airwallex is seeking driven Account Executives to join our SME & Growth Business team in the Americas. You will help further our expansion in the US SME market, serving customers across key verticals such as ecommerce, SaaS, professional services, and other technology‑enabled businesses.

In this role, you will lead the full sales cycle from prospecting through negotiation, close, and initial ramp, coordinating internal stakeholders to support a smooth onboarding and strong customer outcomes. You’ll translate complex products into clear business value for SME customers. You will also represent Airwallex at relevant industry events and engage with technology partners that complement our product suite.

This role is Remote in the US.

Responsibilities:

• Drive the full sales cycle from prospecting to closing deals, including ramping and early customer success.

• Develop deep product expertise in Airwallex’s platform and technical solutions, particularly for payments acceptance, cross-border payments, billing or spend management, to effectively serve SME and Growth customers across verticals such as ecommerce, SaaS, technology, professional services, etc.

• Exceed revenue targets through strategic positioning of our financial technology suite.

• Conduct technical and commercial consultations to identify client needs and propose tailored solutions.

• Collaborate with legal, finance, and strategy teams to negotiate and execute partnership agreements and commercial contracts.

• Contribute to the refinement of sales processes to enhance efficiency and scalability, including developing new verticals and enhancing our sales motion.

• Set the standard for excellence within our sales function through exemplary performance, documentation of best practices, and teamwork.

Who you are

We’re looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

• Minimum 2 years of full cycle B2B tech sales experience, with proven success selling into small-medium businesses.

• Track record of exceeding sales targets in a technical or solution‑based selling environment.

• Experience selling to one or more of the following: ecommerce, SaaS / subscription businesses, spend management or finance teams, or other technology‑enabled / professional services verticals.

• Proven track record of consistent pipeline generation and outbound efforts.

• Proficiency with CRM systems (for example, Salesforce) and sales enablement tools.

• Excellent analytical, written, and verbal communication skills.

• Bachelor’s degree or equivalent professional experience.

Preferred qualifications:

• Experience in or strong exposure to the fintech ecosystem, such as payments, FX, or related financial infrastructure.

• Deep understanding of common challenges faced by SME & Growth companies operating or expanding internationally.

• A customer‑focused, consultative approach to sales.

• Strategic thinker capable of engaging in high‑level partnership and commercial strategy discussions.

• Solution‑oriented problem‑solver with a “Figure It Out” mentality.

• Adept at balancing multiple priorities in a dynamic, high‑growth environment.

• Self‑motivated with a strong sense of accountability for achieving key performance indicators.

• Track record of contributing to new product launches, new vertical plays, or market expansions.

Applicant Safety Policy: Fraud and Third-Party Recruiters

To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @ airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.

Equal opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

About Airwallex

Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 250,000 businesses worldwide – including Brex, Navan, Qantas, SHEIN and many more – with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale.

Proudly founded in Melbourne, we have a team of over 2,300 of the brightest and most innovative people in tech across 27 offices around the globe. Valued at US$11 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you’re ready to do the most ambitious work of your career, join us.

Attributes We Value

We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you’re motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor.

You’re humble and collaborative; turn zero‑to‑one ideas into real products, and you “get stuff done” end-to-end. You use AI to work smarter and solve problems faster. Here, you’ll tackle complex, high‑visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let’s build what’s next.

About the team

The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers.

What you’ll do

We’re not just looking for someone who can hit their targets, we’re looking for someone who embraces creativity and thinks outside the box. We’re looking for someone who is passionate about learning and constantly seeks improvement. We’re committed to providing our SDRs with the training and support they need to succeed, because we believe our SDRs are AE’s in training.

This role is remote based in the US.

Responsibilities:

• Researching and identifying potential clients across multiple industries

• Reaching out to prospects through various channels (email, phone, social media) and understanding their needs

• Presenting our innovative solutions and crafting compelling value propositions

• Qualifying opportunities and scheduling appointments for our Account Executives, teaming up with them to land accounts

Who you are

We’re looking for people who meet the minimum qualifications for this role. The preferred qualifications are great to have, but are not mandatory.

Minimum qualifications:

• You hold a bachelor’s degree or have earned your stripes through hands-on experience. What matters most is that you’re genuinely excited about tech and what Airwallex is building.

Preferred qualifications:

• Experience or eagerness to work in a fast-paced, high-growth environment where you’re building things from the ground up

• Prior experience with outreach — whether through cold calling, fundraising, real estate, sports, internships, campus programs, etc

• A resourceful, figure-it-out mindset — you don’t wait to be told what to do and find a way to get results

• Strategic thinker and able to drive ‘partnership’ conversations vs. ‘sales’ conversations

• Excellent written and verbal communication skills

• You have strong analytical skills and an organized way of thinking and working

• Knowledge of GSuite and sales tech tools like Salesforce, Outreach, Zoominfo, LinkedIn Sales Navigator, etc.

Applicant Safety Policy: Fraud and Third-Party Recruiters

To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @ airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.

Equal opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.

About the Role

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

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

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

What you will do

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

Must Haves

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

#LI-ML2

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

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

Base salary range:

$197,650—$232,500 USD

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

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

About GAINS

GAINS is on a mission to make supply chains smarter, faster, and self-improving, powered by AI. Our decision intelligence platform doesn’t just support decisions, it drives them by aligning strategy, planning, and execution across every level of the supply chain. We serve inventory-intensive industries where the stakes are high and the complexity is real, helping customers move from reactive, spreadsheet-driven planning to continuously learning, AI-led operations that deliver measurable results fast. At GAINS, we call it Moving Forward Faster— and it’s not a tagline, it’s how we’re redefining what’s possible in driving supply chain decisions.

The Opportunity

GAINS is seeking a Senior Business Development Representative to lead strategic pipeline generation, amplify our go-to-market motions, and accelerate new logo acquisition. In this role, you will own the development of high-value outbound strategies, oversee qualification excellence, and partner cross-functionally to drive predictable, scalable pipeline growth. You will serve as a key liaison between Sales, Marketing, and Product, ensuring our demand-generation efforts align with market needs and revenue goals.

This role is ideal for a highly skilled business development leader who can balance hands-on execution with strategic insight—regularly engaging C-level prospects, strengthening our ABM approach, and guiding junior BDRs in best-in-class prospecting practices.

What You’ll Do

• Lead strategic outbound pipeline generation programs targeting GAINS’ highest-value accounts and industry segments.

• Engage executive-level prospects across email, phone, social, and events to build meaningful relationships and create new business opportunities.

• Partner closely with Marketing and Sales Leadership to refine our ideal customer profile (ICP), prioritize target accounts, and develop account-level pursuit plans.

• Drive and enhance Account Based Marketing (ABM) initiatives in partnership with Marketing, ensuring multi-threaded engagement and tailored value messaging.

• Oversee the qualification and nurturing process for outbound leads, as well as early stage deals, ensuring consistency, rigor, and alignment with sales methodology as well as increasing pipeline conversion.

• Mentor and guide junior BDRs, sharing best practices, refining processes, and leading training sessions on prospecting tactics and messaging.

• Collaborate with Product Marketing and Revenue Operations to refine GTM positioning, improve lead quality, and strengthen market intelligence.

• Support field sales teams by identifying expansion opportunities, accelerating deal cycles, and enabling deeper executive engagement.

• Maintain accurate Salesforce and Pardot data to support forecasting, TAM analytics, territory planning, and performance reporting.

• Act as a feedback loop from the market—providing insights on buyer behavior, competitive trends, messaging performance, and new opportunity areas.

Qualifications

• 5+ years of experience in business development, account development, or sales roles within a B2B SaaS environment, ideally in supply chain planning.

• Proven success building and executing outbound programs targeting enterprise or strategic accounts.

• Experience engaging and influencing VP- and C-suite stakeholders.

• A strong understanding of enterprise business processes and how they map to SaaS platform capabilities.

• Exceptional interpersonal, communication, and executive-presence skills.

• Demonstrated ability to collaborate across Sales, Marketing, Product, and RevOps teams.

• Experience mentoring or coaching BDRs or SDRs is highly preferred.

• Expertise with Salesforce CRM and marketing automation tools.

Why GAINS

• Be part of a team solving real-world supply chain problems with modern technology and a composable, decision-oriented approach.

• Help shape how the market views a new category of planning that delivers outcomes—not just dashboards or data.

• Join a collaborative, fast-paced team that values innovation, impact, and customer success.

GAINS may use artificial intelligence (AI) tools to assist in screening and/or assessing applications during the recruitment process. All hiring decisions are made by our team. Personal information submitted through your application will be collected and used for recruitment purposes in accordance with applicable privacy laws. Contact us at any time with questions about our process or to request an accommodation. The recruitment team can be reached at: [email protected]. We are committed to equal employment opportunity and welcome everyone regardless of race, color, ancestry, religion, national origin, age, sex, gender identity, sexual orientation, disability, marital status, domestic partner status, veteran status or medical condition. We encourage people from all backgrounds to apply.

Alloy is where you belong!

Alloy helps solve the identity risk problem for companies that offer financial products by enabling them to outpace fraud and confidently serve more people around the world. Over 700 of the world’s largest financial institutions and fintechs turn to Alloy to take control of fraud, credit, and compliance risk, and grow with the clearest picture of their customers.

Through our values: Be Bold, Get Scrappy, Collaborate, and Celebrate Our Differences, we are creating a workplace where you can grow, thrive, and belong. See how we’ve been continuously recognized and named one of Inc. Magazine’s Best Workplaces, Forbes America’s Best Startup Employers, Best Fintech to Work for by American Banker, year after year.

Check out our investors and read more about us here.

About the team

Alloy’s Mid-Market Banking & Credit Union segment addresses the high demands of fraud prevention, identity risk, and customer expectations, which are core to modern banking experiences. We sell directly and through channel partners (account opening, loan origination, and digital banking platforms), making our sales motion highly sophisticated. Account Executives collaborate with Partner Account Managers on co-selling strategy, execution, and contracting, requiring orchestrated teamwork rather than a traditional direct sales cycle.

The sales team manages full-lifecycle sales for prospects and existing customers while leveraging the partner ecosystem. The mission is to build a strong brand, establish executive connections, demonstrate deep fraud and identity risk expertise, and deliver high-impact solutions.

The Account Executive reports to the Sales Manager, Mid-Market Banking & Credit Unions, owning full-cycle business from prospecting to close, while collaborating with Partner Account Managers on channel opportunities. This role requires managing multi-threaded, multi-stakeholder deals and co-selling through partners instead of managing everything end-to-end.

What you’ll be doing

• Own full-cycle sales for a defined territory of prospects and existing customers, including prospecting, discovery, qualification, deal strategy, and close.
• Build and maintain a healthy pipeline through a mix of self-sourced outbound and channel-influenced opportunities sourced with Partner Account Managers.
• Credibly position Alloy’s Actionable AI Suite to prospects and existing customers, tailoring the pitch to each partner and buyer’s context.
• Multithread and map stakeholders across complex buying committees, including risk, fraud, technology, product, and executive sponsors.
• Work deals across Alloy’s strategic partner ecosystem, Q2, Clutch, Alkami, nCino, Candescent, and others, understanding each partner’s motion and how to work the relationship effectively.
• Partner closely with Partner Account Managers on co-selling strategy, deal execution, and contracting for channel-influenced deals, keeping pipeline attribution clean.
• Collaborate cross-functionally with Marketing, Solutions Engineering, Product, and Client Success to move deals forward and ensure a strong handoff at close.
• Escalate partner, client, and deal risk early and thoughtfully, before issues require manager or director involvement.
• Bring a coachable, growth-oriented mindset to weekly 1:1s including territory planning, deal strategy, and pipeline hygiene, and apply coaching in real time.
• Maintain rigorous Salesforce hygiene and provide timely, defensible forecasts in weekly pipeline reviews with your manager.

Who we’re looking for

• 3-6 years of B2B SaaS sales experience, with a track record of full-cycle ownership in complex sales cycles.
• Digital banking, fintech, or fraud/credit/identity domain experience strongly preferred, or demonstrated ability to ramp quickly in a technical, regulated space.
• Experience navigating multi-threaded, multi-stakeholder buying committees; channel or partner-influenced sales experience is a significant plus.
• Track record of consistent quota attainment in roles with $1M+ annual quotas and 6-12 month sales cycles.
• Strong Salesforce discipline and comfort being held accountable to pipeline hygiene and forecast accuracy.
• Excellent written and verbal communication skills, with the ability to build credibility with senior buyers.
• Coachable and collaborative, comfortable working in lockstep with Partner Account Managers rather than owning every relationship solo.

We’re a lean team, so your impact will be felt immediately, and opportunities will grow as the company scales up. If this all sounds like a good fit for you, why not join us?

Alloy is committed to fair and equitable compensation practices. Below is the anticipated starting base compensation range for this role; however, pay may vary depending on job-related knowledge, in-demand skills, relevant experience, and/or geography. In addition to a competitive base salary, this position is also eligible for equity awards in the form of stock options (ISOs) as well as a competitive total benefits package. Your recruiter will be happy to walk you through the details and what compensation could look like for you specifically!

This position has a salary range of $130,000 - $160,000 on a 50⁄50 base + commission structure.

Benefits and Perks

• Unlimited PTO and flexible work policy
• Employee stock options
• Medical, dental, vision plans with HSA (monthly employer contribution) and FSA options
• 401k with 100% match up to 4% of annual employee compensation
• Eligible new parents receive 16 weeks of paid parental leave
• Home office stipend for new employees
• Annual Learning & Development annual stipend
• Well-being benefits include access to ClassPass, OneMedical, and Spring Health
• Hybrid work environment: employees are expected to work Tuesdays through Thursdays from our HQ in Union Square, Manhattan. Tasty lunches catered from a variety of local restaurants and frequent employee-organized cultural events contribute to our positive office energy. On Monday/Friday most employees Zoom into work from home while some take advantage of the quieter office.

How to apply

Apply right here! You’ve found the application!

Alloy is proud to be an equal-opportunity workplace and employer. We’re committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status. We are committed to an inclusive interview experience and provide reasonable accommodations to applicants with visible and invisible disabilities. We encourage applicants to share needed accommodations with their recruiter.

All Alloy jobs are listed on our careers page. Any communication during the recruitment process, including interview requests or job offers, will come directly from a recruiting team member with an alloy.com email address. We do not use outside applications or automated text messaging in our recruiting process. We will not ask for any sensitive financial or identification information during the recruiting process. If you’re ever unsure, please contact us directly via our website before sharing personal information.

Our Commitment to Our Team

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

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

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

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

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

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

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

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

THE OPPORTUNITY

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

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

WHAT YOU’LL DO

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

MUST-HAVE QUALIFICATIONS

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

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

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

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

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

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

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

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

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

STRONG DIFFERENTIATORS

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

About Us

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

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

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

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