Candidates MUST live and be authorized to work in Quebec. Blaise Transit is on a mission to create sustainable, enjoyable, and accessible transportation for all! Our platform allows any organization to create an on-demand transit system using their own vehicles.  Unlike traditional (fixed-route) public transit, on-demand transit allows vehicles to be dynamically routed based on passenger demand. Using Blaise, our partner transit agencies can use their vehicles more efficiently (meaning less greenhouse gas emissions), provide a better passenger experience, and connect populations who have never had access to public transit before! We hold the following values: * We are sustainable.  We leave our clients, our team, and our world better than we found them. * We are innovative.  We experiment with new solutions to help us continually improve. * We are empathetic.  We listen to understand, so we can forge strong relationships. * We are inclusive.  We want to be accessible to everyone, so we seek diverse perspectives. Job Description  At Blaise, we know that the key to exponential growth is a high-performing sales team with a deep passion for selling transit tech. Blaise's Account Manager will be at the front lines of this team, responsible for generating new outbound leads and nurturing inbound leads for the Quebec region. While exhausting traditional outreach strategies, the account manager will find new, creative ways to hack the sales process and build a pipeline as large as Blaise can handle. Your goal will be to get us to a demo with cities and transit operators from across the province of Québec and build long-lasting relationships with these contacts. Within 6-12 months, we'll train you to be in a closing role, where you can own the end-to-end sales process and support clients post-signature with their service launches. If you're a dynamic, high-energy account manager that's ready to win, please apply below! Responsibilities  * Represent Blaise’s products and services within Québec and Canada, starting with a comprehensive understanding of customer pain points and identifying how our solution could meet their needs * Generate leads and build relationships by nurturing warm prospects * Attend conferences and events in target market – preparing presentations at conferences when possible * Come up with new lead generation methods and outreach strategies * Arrange discovery and demo calls with prospective clients * Respond to RFPs released by potential clients * Gain a deep understanding of the on-demand transit market and act as a subject matter expert on Blaise's product solutions * The responsibilities could include account management and project management tasks, to support the clients with their launch post-closing. Qualifications  * 1-3 years of sales experience in B2B sales * Working knowledge of the public transit technology sector or a strong willingness to learn this sector quickly * Flawless written and oral communication skills via email and phone in English (bonus points if you do this in French too!) * Have a strong work ethic and are eager to learn and make new connections with prospects * Proven business development success through effective use of core sales tools: Hubspot (or other CRMs), LinkedIn, Google Apps, Microsoft Office * Passion for sustainability, public transit, and smart cities Experience comes in many forms, many skills are transferable, and passion goes a long way. If your background is close to what we’re looking for, let’s chat. Perks * We reward you for your work with a competitive salary and the possibility of stock options in our growing company * Impressive and comprehensive benefits plan (health, dental, life, disability insurance, etc.) * Unlimited paid sick days * Flexible work schedule * 3 weeks of paid vacation * 1 additional week of office closures (we take at least another day off each quarter!) * Office equipment budget to get your work set-up just right * Fun and dynamic team of transit-loving entrepreneurs * Opportunity to learn & grow at a fast pace. The Blaise Transit team values diversity of all forms and is an equal opportunity employer. Creating an inclusive environment where everyone feels comfortable is a top priority. To that end, we welcome and encourage applications from those who self-identify as Indigenous, Black, as a Person of Colour, LGBTQ2S+, as a person with a disability, and/or any other minority. Ready to join one of the fastest growing, ambitious, and impact-driven companies in Montreal? Apply here with your resume and a paragraph on why we should consider you. __________________________________________________________________________ NB: Ceci est un poste en télétravail basé au Québec Blaise Transit a pour mission de créer des solutions de transport durables, agréables et accessibles à tous! Notre plateforme permet à n’importe quelle organisation de créer un système de transport en commun à la demande en utilisant ses propres véhicules. Contrairement au transport en commun traditionnel (c’est-à-dire à itinéraires et horaires fixes), le transport en commun à la demande permet de continuellement optimiser les itinéraires et les horaires des véhicules en fonction de la demande des passagers. Les sociétés de transport faisant appel à notre plateforme peuvent ainsi utiliser leurs véhicules plus efficacement (réduisant leurs émissions de gaz à effet de serre), offrir une meilleure expérience aux passagers et relier des communautés qui n'ont jamais eu accès à des services de transport en commun auparavant! Les valeurs fondamentales de Blaise sont les suivantes: * Nous sommes durables. Nous laissons nos clients, notre équipe et notre monde en meilleur état que nous les avons trouvés. * Nous sommes innovants. Nous expérimentons continuellement de nouvelles solutions afin de nous améliorer. * Nous sommes empathiques. Nous écoutons pour comprendre et ainsi développer des relations solides. * Nous sommes inclusifs. Nous voulons être accessibles à tous et nous recherchons donc des perspectives diverses. Description du poste  Chez Blaise, nous savons que la clé d'une croissance exponentielle est une équipe de vente performante et passionnée par la vente de technologies de transport. Le/la gestionnaire de compte de Blaise sera aux premières lignes de cette équipe, responsable de générer des ventes sortantes et supporter les demandes de ventes entrantes pour la province du Québec. Tout en épuisant les stratégies traditionnelles, le/la gestionnaire de compte proposera des moyens innovants et créatifs afin d’améliorer le processus de vente et de construire un pipeline aussi grand que la capacité de Blaise. Votre objectif sera de nous ouvrir la porte à faire une démonstration de notre solution pour des villes et des opérateurs de transport à travers le Québec ainsi que de construire des relations à long-terme avec ces contacts. Dans une période de 6 à 12 mois, nous vous formerons à un rôle de clôture, où vous pourrez prendre en charge le processus de vente de bout en bout. Si vous êtes un.e gestionnaire de compte dynamique, plein.e d'énergie et prêt.e à gagner, veuillez postuler ci-dessous ! Responsabilités  * Représenter les produits et services de Blaise au Québec et au Canada, en commençant par une compréhension approfondie des problèmes des clients et en identifiant comment notre solution pourrait répondre à leurs besoins. * Générer des prospects et établir des relations en cultivant des relations positives avec les clients potentiels. * Assister à des conférences et à des événements dans le marché cible - préparer des présentations lors de conférences lorsque c'est possible. * Proposer de nouvelles méthodes de génération de prospects et de nouvelles stratégies de diffusion. * Organiser des appels de découverte et de démonstration avec des clients potentiels. * Répondre aux appels d'offres publiés par des clients potentiels. * Acquérir une compréhension approfondie du marché du transport collectif à la demande et agir en tant qu'expert en la matière sur les solutions de produits de Blaise. * Les responsabilités peuvent inclure des tâches de gestion de compte et de gestion de projet, afin de soutenir les clients dans leur lancement après la clôture. Qualifications  * 1-3 ans d'expérience en vente B2B * Connaissance pratique du secteur des technologies en transport public ou forte volonté d'apprendre rapidement. * Excellentes compétences en communication écrite et orale par courriel et par téléphone en anglais (le français est un atout!) * Forte éthique de travail et désir d'apprendre et d'établir de nouveaux liens avec des prospects. * Succès avéré en matière de développement commercial grâce à l'utilisation efficace des principaux outils de vente : Hubspot (ou autres CRM), LinkedIn, Google Apps, Microsoft Office. * Passion pour le développement durable, le transport public et les villes intelligentes. L'expérience se présente sous de nombreuses formes, de nombreuses compétences sont transférables et la passion est un atout majeur. Si votre expérience est proche de ce que nous recherchons, discutons-en. Avantages * Nous vous récompensons pour votre travail par un salaire compétitif et la possibilité de recevoir des options d'achat d'actions dans notre entreprise en pleine croissance. * Un régime d'avantages sociaux impressionnant et complet (assurance maladie, assurance dentaire, assurance vie, assurance invalidité, etc.) * Nombre illimité de jours de maladie payés * Horaire de travail flexible * 3 semaines de vacances payées * 1 semaine supplémentaire de fermeture des bureaux (nous prenons au moins un jour de congé supplémentaire par trimestre!) * Budget pour l'équipement de bureau afin de vous permettre de bien vous installer * Équipe amusante et dynamique d'entrepreneurs passionnées de transport et d’innovation * Possibilité d'apprendre et de se développer à un rythme rapide L’équipe de Blaise Transit valorise la diversité sous toutes ses formes et est un employeur qui respecte l’égalité des chances. La création d’un environnement inclusif et convivial est une priorité absolue. À cette fin, nous accueillons et encourageons les candidatures des personnes qui s’identifient en tant que membres des Premières Nations, personnes noires, personnes racisées, membres de la communauté LGBTQ2S+, personnes handicapées et/ou toute autre minorité. Vous êtes prêt à rejoindre l'une des entreprises les plus ambitieuses et les plus dynamiques de Montréal ? Postulez en cliquant ici et joignez votre CV ainsi qu’un court texte expliquant pourquoi nous devrions considérer votre candidature.

About GlossGenius GlossGenius is building an ecosystem enabling entrepreneurs to realize their unique dreams. We empower small business owners to focus on being creators, not admins, by offering a range of business management tools including booking and scheduling, marketing, analytics, payment processing and much more. Over 70,000 small business owners have chosen to rely on GlossGenius every day to run their entire set of business operations. With its powerful, intuitive platform, GlossGenius is some part a fintech company, some part an SMB software company, while its vibrant, distinguished brand makes it some part a consumer company. About the Role As the Director of Performance & Lifecycle Marketing, you will build and lead the team that drives accelerated customer demand and platform signups. You’ll architect and build an efficient, best-in-class funnel to attract SMBs and motivate them to run and grow their business with the industry’s best platform - GlossGenius. This role will oversee digital marketing programs including paid performance, lead generation and nurturing, SEO/SEM, website and landing page CRO, offline marketing acquisition, and Lifecycle marketing. Your team will drive scalable campaigns and messages that build strong brand awareness, showcase our differentiation in solving customer pain points, and create an ever-growing ecosystem of SMBs ready to experience GlossGenius. You will report to the Chief Business Officer and must be commutable to our NYC office. What You’ll Do * Build and lead a fast-paced growth marketing team that drives brand awareness, attracts high-quality customers, motivates their purchase decision, and creates a lifecycle of sustained engagement * Architect and develop scalable, creative demand generation and growth strategies and campaigns (across a variety of channels like ads, email, direct mail, content, events, etc.) that will build a predictable pipeline at scale * Guide your team to optimize and transform current systems, processes and analytics to drive best-in-class practices for lead generation and nurturing, lead-to-trialing, and ultimately conversion * Design and integrate core messaging that revolves around value prop and benefits, showcasing competitive differentiation to the market across all campaigns and channels * Partner with creative/ brand team to develop ad assets, landing pages, website updates, email marketing assets, etc. for marketing and revenue * Partner with cross-functional leadership to establish priorities, goals and targets, and ensure an efficient, cohesive customer journey that drives SMBs to conversion and platform success * Create, lead, and track team plans, metrics, budget, and performance on a regular basis; reporting back to the organization on key messaging and product opportunities as well as market and customer insights to deliver client value and business growth * Continuously evaluate the performance and ROI of campaigns, adjusting your demand tactics and strategy accordingly What We’re Looking For * 10+ years of experience in marketing with at least 4 years of experience building, leading, and mentoring a growth marketing team with a successful track record of top-funnel growth and business results; B2-SMB experience is a plus! * Strong leadership experience with a passion for leading change and rallying others around ambitious goals * Experience in successfully building a high-volume pipeline of high-quality prospects (tens of thousands of SMBs or consumers), including owning the budget, tactics, metrics, performance, and system optimization * Deep understanding of product/ self-serve led customer growth strategies and campaigns, with ability to integrate into downstream campaigns * Knack for devising strategies that nail key positioning, differentiation, and messages in catchy, succinct campaigns that attract and engage core audience * Creative approach and willingness to test and iterate on new strategies, messaging, and channels with the team in order to improve demand generation * Analytical and data-driven leader that can design and implement strategy, budget, and execution plans for the team, and measure and monitor their success; This includes getting highly detailed on demand gen attribution and efficacy of marketing spend * Experience partnering with cross-functional leadership (eg, Product, Customer Experience, Creative, Operations) to create a systematic, cohesive customer lifecycle that delivers enduring value to customers Benefits & Perks * Flexible PTO * Competitive health & dental insurance options, with premiums partially or fully covered by GG * Fertility and adoption benefits via Carrot * Generous, fully-paid parental leave policy * 401k benefit - employees are eligible to contribute starting day 1 of employment * Professional Development - employees receive a yearly stipend for approved learning and educational-related expenses * Pre-tax commuter benefits * Dependent Care FSA * Home office support * Team Bonding opportunities - as a distributed team, being able to build meaningful bonds both virtually and in person is incredibly important to us! We are constantly evaluating how we accomplish this and currently, teams are given opportunities to gather in person throughout the year *The starting base salary for this role in New York, California, and Washington is between $180,000-$220,000 + equity + benefits + target performance bonus. The base salary offered is dependent upon many factors including skills, experience, location, and education. The base pay range is subject to change and may be modified in the future. * At GlossGenius, we celebrate our differences and are committed to creating a workplace where all employees feel supported and empowered to do their best work. We believe this benefits not only our employees but our product, customers, and community as well. GlossGenius is proud to be an Equal Opportunity and Affirmative Action Employer. GlossGenius focuses on Mobile, SaaS, Fitness, Beauty, and Health and Wellness. Their company has offices in New York City. They have a small team that's between 11-50 employees. To date, GlossGenius has raised $25M of funding; their latest round was closed on September 2022. You can view their website at https://glossgenius.com [https://glossgenius.com] or find them on Facebook [https://www.facebook.com/glossgenius/], LinkedIn [https://www.linkedin.com/company/glossgenius/], and Product Hunt [https://www.producthunt.com/posts/gloss-genius].

ABOUT US Circle Medical is the fastest-growing telemedicine provider in the US and has seen incredible growth of over 200% per year in each of the previous two years. Circle Medical is a venture-backed Y-Combinator healthcare startup on a mission to bring quality, delightful primary care to everyone on the planet. Built by top-tier physicians, engineers, and designers, our medical practice and underlying technology have pioneered how people find and receive care. Our focus on building directly for our patients and providers to address serious care accessibility issues has enabled us to grow over 3X year-over-year. We’re now using our most recent round of funding from WELL Health, backed by Sir Li Ka-shing, to continue building out our hybrid in-clinic and telemedicine model across all fifty states. The Engineering Team and what makes Circle Medical the right move for you? [https://www.circlemedical.com/engineering-careers] More about us can be found on our website [https://www.circlemedical.com/about-us]. DESCRIPTION We are looking for a Full Stack Engineer to join our team based out of our office in Montreal. We are looking for passionate, mission-driven engineers who take pride in the products they build. As a Full Stack Growth Engineer, you'll work alongside other engineers, product designers, operation experts and clinicians to build patient-facing features in the core product. Our primary backend technologies are Ruby, Rails, and PostgreSQL. However we also make use of Serverless functions, Rudderstack, Amplitude, Looker, Braze, GrowthBook and a multitude of other tools to measure our impact. As a member of the growth you would collaborate on all aspects of the customer acquisition lifecycle. You will uncover and measure market opportunities, build proof of concepts software and measure your impact with a rigorous scientific approach to your work. WHAT YOU’LL DO: * Design and implement experiments to improve patient acquisition, activation and retention * Setup data analytics to understand user behavior * Write proof of concept code that takes advantage of opportunity windows you and your team uncover * Iterate over copy/layouts/designs in collaboration with design and product folks to optimize our KPIs * Write secure, HIPAA-compliant software * Contribute to the engineering culture and hiring WHAT YOU’LL BRING: * 8+ years of experience developing Web applications * Excellent programming skills * Excellent knowledge of Ruby/Rails, Javascript and HTML/CSS * Ability to create prototypes quickly * Good understanding of growth metrics and ability to make decisions from data * An experimental mindset steeped in the scientific method * Experience shipping and maintaining Web applications in production environments * Good eye for design and ability to make product decisions * Excellent written and verbal communication skills * Entrepreneurial mindset WHAT WILL GIVE YOU AN EDGE: * Degree in computer science, math, or similar fields * A true understanding and appreciation of the scientific method * Ability to wear multiple hats * A hacker mindset * A data-driven approach paired with healthy curiosity * Good knowledge of computer security and privacy protection * Understanding of Hotwire/Turbo/Stimulus * TDD approach COMPENSATION In alignment with our values, Circle Medical has transparent salaries based on location, output levels, and options to trade cash for stock. This is a full-time, salaried position, with an annual salary (cash and stock combined) of $161,000 to $179,000 CAD plus generous vacation, full medical/dental benefits (depending on work location). Benefits: - Flexible vacation & generous sick leave after 90-days - Paid bonus holidays in addition to local statutory holidays - $500 annual education and development reimbursement - Medical, Dental, Vision, Disability & Life insurance benefits for eligible Employees, enhancing local provincial coverage (eligibility after 90-days) - Wellness perks, including discounts for mental health programs and online wellness courses - Weekly in-office team lunches! Circle Medical is an equal-opportunity employer and affirmatively seeks diversity in its workforce. Circle Medical recruits qualified applicants and advances in the employment of its employees without regard to race, color, religion, gender, sex, sexual orientation, gender identity, gender expression, age, disability, genetic information, ethnic or national origin, marital status, veteran status, or any other status protected by law. =============================================== Ingénieur Full Stack Senior, Croissance À PROPOS DE NOUS Circle Medical est une startup de technologie de santé Y-Combinator dont la mission est d'apporter des soins primaires de qualité et agréables à tous les habitants de la planète. Conçu par des entrepreneurs, des ingénieurs, des concepteurs et des médecins de haut niveau, notre logiciel de télémédecine a été un pionnier dans la façon dont les gens trouvent et reçoivent des soins. Notre équipe fondatrice possède des décennies d’expérience dans la sortie réussie de startups technologiques. Nous avons utilisé notre dernière ronde de financement de WELL Health, soutenue par Sir Li Ka-shing, pour nous étendre de la Californie à plus de quinze États à travers les États-Unis. Nous entrons maintenant dans la phase d'hypercroissance, avec une expansion à l'échelle nationale de plus de quinze États à l'ensemble des cinquante États au cours des six prochains mois. Et ce n'est que le début. Pour en savoir plus sur nous, consultez notre site Web . DESCRIPTION Nous recherchons un ingénieur Full Stack pour rejoindre notre équipe basée à notre bureau de Montréal. Nous recherchons des ingénieurs passionnés, axés sur leur mission et fiers des produits qu'ils fabriquent. En tant qu'ingénieur de croissance Full Stack, vous travaillerez aux côtés d'autres ingénieurs, concepteurs de produits, experts en opérations et cliniciens pour créer des fonctionnalités destinées aux patients dans le produit principal. Nos principales technologies backend sont Ruby, Rails et PostgreSQL. Cependant nous utilisons également les fonctions Serverless, Rudderstack, Amplitude, Looker, Braze, GrowthBook et une multitude d'autres outils pour mesurer notre impact. En tant que membre de la croissance, vous collaborerez sur tous les aspects du cycle de vie de l'acquisition de clients. Vous découvrirez et mesurerez les opportunités de marché, créerez des logiciels de preuve de concept et mesurerez votre impact grâce à une approche scientifique rigoureuse de votre travail. CE QUE VOUS FAIREEZ - Concevoir et mettre en œuvre des expériences pour améliorer l'acquisition, l'activation et la rétention des patients - Configurer l'analyse des données pour comprendre le comportement des utilisateurs - Écrire un code de preuve de concept qui tire parti des opportunités que vous et votre équipe découvrez - Itérer sur les copies/mises en page/conceptions en collaboration avec les responsables de la conception et des produits pour optimiser nos KPI - Écrire un logiciel sécurisé et conforme à la norme HIPAA - Contribuer à la culture de l’ingénierie et à l’embauche CE QUE VOUS APPORTEREZ - Plus de 8 ans d'expérience dans le développement d'applications Web. - Excellentes compétences en programmation. - Excellente connaissance de Ruby/Rails, Javascript et HTML/CSS - Capacité à créer des prototypes rapidement. - Bonne compréhension des indicateurs de croissance et capacité à prendre des décisions à partir de données. - Un esprit expérimental ancré dans la méthode scientifique. - Expérience dans l'expédition et la maintenance d'applications Web dans des environnements de production - Bon sens du design et capacité à prendre des décisions concernant les produits - Excellentes compétences de communication écrite et verbale - Esprit d'entreprise CE QUI VOUS DONNERA UN AVANTAGE - Diplôme en informatique, en mathématiques ou dans un domaine similaire. - Une véritable compréhension et appréciation de la méthode scientifique - Possibilité de porter plusieurs chapeaux - Un état d’esprit hacker - Une approche basée sur les données associée à une saine curiosité - Bonne connaissance de la sécurité informatique et de la protection de la vie privée. - Compréhension de Hotwire/Turbo/Stimulus. - Approche TDD COMPENSATION Conformément à nos valeurs, Circle Medical propose des salaires transparents basés sur l'emplacement, les niveaux de production et les options d'échange d'espèces contre des actions. Il s'agit d'un poste salarié à temps plein, avec un salaire annuel (en espèces et en actions combinés) de 161 000 $ à 179 000 $ CAD plus des vacances généreuses et des avantages médicaux/dentaires complets (selon le lieu de travail). Avantages: - Vacances flexibles et congés de maladie généreux après 90 jours - Congés bonus payés en plus des jours fériés locaux - Remboursement annuel de 500 $ pour les études et le développement - Assurance médicale, dentaire, visuelle, invalidité et vie pour les employés admissibles, améliorant la couverture provinciale locale (admissibilité après 90 jours) - Avantages de bien-être, y compris des réductions sur les programmes de santé mentale et les cours de bien-être en ligne - Déjeuners d'équipe hebdomadaires au bureau ! Circle Medical est un employeur garantissant l'égalité des chances et recherche résolument la diversité au sein de son personnel. Circle Medical recrute des candidats qualifiés et progresse dans l'emploi de ses employés sans égard à la race, la couleur, la religion, le genre, le sexe, l'orientation sexuelle, l'identité de genre, l'expression de genre, l'âge, le handicap, les informations génétiques, l'origine ethnique ou nationale, l'état civil, statut de vétéran, ou tout autre statut protégé par la loi.

ABOUT US Circle Medical is the fastest-growing telemedicine provider in the US and has seen incredible growth of over 200% per year in each of the previous two years. Circle Medical is a venture-backed Y-Combinator healthcare startup on a mission to bring quality, delightful primary care to everyone on the planet. Built by top-tier physicians, engineers, and designers, our medical practice and underlying technology have pioneered how people find and receive care. Our focus on building directly for our patients and providers to address serious care accessibility issues has enabled us to grow over 3X year-over-year. We’re now using our most recent round of funding from WELL Health, backed by Sir Li Ka-shing, to continue building out our hybrid in-clinic and telemedicine model across all fifty states. The Engineering Team and what makes Circle Medical the right move for you? [https://www.circlemedical.com/engineering-careers] More about us can be found on our website [https://www.circlemedical.com/about-us]. DESCRIPTION We are looking for a Full Stack Engineer to join our team based out of our office in Montreal. We are seeking passionate, mission-driven engineers who take pride in the products they build. As a Full Stack Growth Engineer, you'll work alongside other engineers, product designers, operation experts and clinicians to build patient-facing features in the core product. Our primary backend technologies are Ruby, Rails, and PostgreSQL. However we also make use of Serverless functions, Rudderstack, Amplitude, Looker, Braze, GrowthBook and a multitude of other tools to measure our impact. As a member of the growth you would collaborate on all aspects of the customer acquisition lifecycle. You will uncover and measure market opportunities, build proof of concepts software and measure your impact with a rigorous scientific approach to your work. WHAT YOU’LL DO * Design and implement experiments to improve patient acquisition, activation and retention * Setup data analytics to understand user behavior * Write proof of concept code that takes advantage of opportunity windows you and your team uncover * Iterate over copy/layouts/designs in collaboration with design and product folks to optimize our KPIs * Write secure, HIPAA-compliant software * Contribute to the engineering culture and hiring WHAT YOU’LL BRING * 5+ years of experience developing Web applications * Excellent programming skills * Excellent knowledge of Ruby/Rails, Javascript and HTML/CSS * Ability to create prototypes quickly * Good understanding of growth metrics and ability to make decisions from data * An experimental mindset steeped in the scientific method * Experience shipping and maintaining Web applications in production environments * Good eye for design and ability to make product decisions * Excellent written and verbal communication skills * Entrepreneurial mindset WHAT WILL GIVE YOU AN EDGE * Degree in computer science, math, or similar fields * A true understanding and appreciation of the scientific method * Ability to wear multiple hats * A hacker mindset * A data-driven approach paired with healthy curiosity * Good knowledge of computer security and privacy protection * Understanding of Hotwire/Turbo/Stimulus * TDD approach COMPENSATION In alignment with our values, Circle Medical has transparent salaries based on location, output levels, and options to trade cash for stock. This is a full-time, salaried position, with an annual salary (cash and stock combined) of $133,000 to $148,000 CAD plus generous vacation, full medical/dental benefits (depending on work location). Benefits: - Flexible vacation & generous sick leave after 90-days - Paid bonus holidays in addition to local statutory holidays - $500 annual education and development reimbursement - Medical, Dental, Vision, Disability & Life insurance benefits for eligible Employees, enhancing local provincial coverage (eligibility after 90-days) - Wellness perks, including discounts for mental health programs and online wellness courses - Weekly in-office team lunches! Circle Medical is an equal-opportunity employer and affirmatively seeks diversity in its workforce. Circle Medical recruits qualified applicants and advances in the employment of its employees without regard to race, color, religion, gender, sex, sexual orientation, gender identity, gender expression, age, disability, genetic information, ethnic or national origin, marital status, veteran status, or any other status protected by law. =============================================== Ingénieur Full Stack Senior, Croissance À PROPOS DE NOUS Circle Medical est une startup de technologie de santé Y-Combinator dont la mission est d'apporter des soins primaires de qualité et agréables à tous les habitants de la planète. Conçu par des entrepreneurs, des ingénieurs, des concepteurs et des médecins de haut niveau, notre logiciel de télémédecine a été un pionnier dans la façon dont les gens trouvent et reçoivent des soins. Notre équipe fondatrice possède des décennies d’expérience dans la sortie réussie de startups technologiques. Nous avons utilisé notre dernière ronde de financement de WELL Health, soutenue par Sir Li Ka-shing, pour nous étendre de la Californie à plus de quinze États à travers les États-Unis. Nous entrons maintenant dans la phase d'hypercroissance, avec une expansion à l'échelle nationale de plus de quinze États à l'ensemble des cinquante États au cours des six prochains mois. Et ce n'est que le début. Pour en savoir plus sur nous, consultez notre site Web . DESCRIPTION Nous recherchons un ingénieur Full Stack pour rejoindre notre équipe basée à notre bureau de Montréal. Nous recherchons des ingénieurs passionnés, axés sur leur mission et fiers des produits qu'ils fabriquent. En tant qu'ingénieur de croissance Full Stack, vous travaillerez aux côtés d'autres ingénieurs, concepteurs de produits, experts en opérations et cliniciens pour créer des fonctionnalités destinées aux patients dans le produit principal. Nos principales technologies backend sont Ruby, Rails et PostgreSQL. Cependant nous utilisons également les fonctions Serverless, Rudderstack, Amplitude, Looker, Braze, GrowthBook et une multitude d'autres outils pour mesurer notre impact. En tant que membre de la croissance, vous collaborerez sur tous les aspects du cycle de vie de l'acquisition de clients. Vous découvrirez et mesurerez les opportunités de marché, créerez des logiciels de preuve de concept et mesurerez votre impact grâce à une approche scientifique rigoureuse de votre travail. CE QUE VOUS FAIREEZ - Concevoir et mettre en œuvre des expériences pour améliorer l'acquisition, l'activation et la rétention des patients - Configurer l'analyse des données pour comprendre le comportement des utilisateurs - Écrivez un code de preuve de concept qui tire parti des opportunités que vous et votre équipe découvrez - Itérer sur les copies/mises en page/conceptions en collaboration avec les responsables de la conception et des produits pour optimiser nos KPI - Écrivez un logiciel sécurisé et conforme à la norme HIPAA - Contribuer à la culture de l’ingénierie et à l’embauche CE QUE VOUS APPORTEREZ - Plus de 5 ans d'expérience dans le développement d'applications Web. - Excellentes compétences en programmation. - Excellente connaissance de Ruby/Rails, Javascript et HTML/CSS - Capacité à créer des prototypes rapidement. - Bonne compréhension des indicateurs de croissance et capacité à prendre des décisions à partir de données. - Un esprit expérimental ancré dans la méthode scientifique. - Expérience dans l'expédition et la maintenance d'applications Web dans des environnements de production - Bon sens du design et capacité à prendre des décisions concernant les produits - Excellentes compétences de communication écrite et verbale - Esprit d'entreprise CE QUI VOUS DONNERA UN AVANTAGE - Diplôme en informatique, en mathématiques ou dans un domaine similaire. - Une véritable compréhension et appréciation de la méthode scientifique - Possibilité de porter plusieurs chapeaux - Un état d’esprit hacker - Une approche basée sur les données associée à une saine curiosité - Bonne connaissance de la sécurité informatique et de la protection de la vie privée. - Compréhension de Hotwire/Turbo/Stimulus. - Approche TDD COMPENSATION Conformément à nos valeurs, Circle Medical propose des salaires transparents basés sur l'emplacement, les niveaux de production et les options d'échange d'espèces contre des actions. Il s'agit d'un poste salarié à temps plein, avec un salaire annuel (en espèces et en actions combinés) de 133 000 $ à 148 000 $ CAD plus des vacances généreuses et des avantages médicaux/dentaires complets (selon le lieu de travail). Avantages: - Vacances flexibles et congés de maladie généreux après 90 jours - Congés bonus payés en plus des jours fériés locaux - Remboursement annuel de 500 $ pour les études et le développement - Assurance médicale, dentaire, visuelle, invalidité et vie pour les employés admissibles, améliorant la couverture provinciale locale (admissibilité après 90 jours) - Avantages de bien-être, y compris des réductions sur les programmes de santé mentale et les cours de bien-être en ligne - Déjeuners d'équipe hebdomadaires au bureau ! Circle Medical est un employeur garantissant l'égalité des chances et recherche résolument la diversité au sein de son personnel. Circle Medical recrute des candidats qualifiés et progresse dans l'emploi de ses employés sans égard à la race, la couleur, la religion, le genre, le sexe, l'orientation sexuelle, l'identité de genre, l'expression de genre, l'âge, le handicap, les informations génétiques, l'origine ethnique ou nationale, l'état civil, statut de vétéran, ou tout autre statut protégé par la loi.

Mosaic Overview Mosaic Manufacturing Ltd. is working with the world’s top companies to re-envision and modernize their polymer supply chains. The past five years have seen more supply chain disruptions than ever before and companies are recognizing that they need to take steps to make their supply chains more resilient. With our digital, distributed Array micro-factories we are perfectly positioned to take advantage of the trend of companies re-envisioning supply chains to make them more resilient, flexible and efficient. We have beaten out companies who have 10x Mosaic’s team and funding to become the production system of choice for a number of firms. We are looking for a driven sales leader to work with us as we grow our install base from 20 to 2,000+ production systems in the market. Want to get an idea of what is inside Mosaic’s Array production system? Watch our product video here: Link [https://www.youtube.com/watch?v=zNtfUzIjsHA&ab_channel=MosaicManufacturing] Role Overview The Vice President, Sales will work directly with Mosaic’s co-founder / COO and will be responsible for designing and executing the marketing, sales and business development strategy to ensure the success and growth of the business. They will be responsible for running the entire sales funnel, growing revenues through inbound and outbound channels, and across customer types, ranging from SMBs to Fortune 10s. The Vice President, Sales will be the most senior sales team member in the organization, and will be responsible for all revenue at the company across Mosaic’s B2B Sales Funnel, Enterprise Sales Funnel, and Solutions (consulting) division. In this role, performance will be judged based on the ability to increase top line revenue while preserving gross margin. The person in this role will be a key part of Mosaic’s leadership team. They should be looking to grow alongside Mosaic, and establish Mosaic (and themselves) as leaders in the digital manufacturing industry. Key responsibilities * Own, design and execute on all aspects of efficient sales operations, business development, customer (revenue) growth and revenue management; * Manage, analyze and optimize Mosaic’s top of funnel activities, including content creation, trade show management, and digital marketing spend; * Coordinate with team leads on growing customer accounts; * Hire, develop and manage the Sales and Marketing team to execute the sales process for Mosaic’s SMB and Enterprise sales funnels; * Optimize, test and develop Mosaic’s existing sales and marketing processes to create a more efficient funnel; * Increase Mosaic’s revenues and build a strong, efficient and sustainable pipeline; * Increase and maintain revenue growth and gross margin targets; * Identify, engage, contract and manage the Company’s channel partners; * Manage contract negotiations and team compensation structure; * Maintain strong presence in the industry through regular attendance and participation at organized industry events; and * Monitor customer, market and competitor activity and provide feedback to the Company’s executive team. Candidate Profile Vice President, Sales The ideal candidate has already proven themselves within early stage companies, is a strong individual sales performer and is able to mentor and grow individuals on the sales team. The ideal candidate is capable of taking ownership of all sales and business development efforts, she/he will build a strong sales organization and act as a catalyst for revenue growth. Given the disruptive nature of Mosaic’s technology, the successful candidate’s business and sales acumen must be complemented by a strong technical background, ability to learn, and be a natural relationship builder who is able to quickly gain trust and confidence from various stakeholders. Experiences and Competencies * Experience managing the full funnel within an organization, and driving all aspects from lead generation to close; * Experience in hiring and managing marketing and sales personnel; * Analytical and metrics driven; * Minimum 10 years experience as a sales leader, preferably in high-growth companies having seen several marketing sales processes and implementation strategies in new markets; * Entrepreneurial spirit, with a proven record in building and executing a sales and business development strategy in an early stage company; * A history of exceeding targets with ever increasing sales-quotas; * Ability to create and/or refine an efficient sales process to ensure high close rates; * Understanding of and ability to define and implement best practices for sales operations; * Demonstrated ability to build trust with customers and close deals; * Exceptional interpersonal and presentation skills and confidence in communicating and influencing decision makers at all levels; * Knowledge of the supply chain industry, manufacturing industry or 3D printing industry is an asset; and * Willingness to travel to tradeshows 3-4 times per year. Personal Characteristics * Hands-on mindset, with an inspirational personality and ability to be a driver and a change agent; * Ability and desire to own all aspects of your function. The ability to think critically and use context from other teams in order to make the right decision; * A deep understanding of priorities, and focusing on the metric that matters. The ability to push off distractions and deprioritize items that will not positively impact your key metrics; * Strong coaching, communication, interpersonal and development skills. An ability to be empathetic, and lead by example; * Polished executive presence with the ability to deliver compelling presentations; * Highly organized and has very effective time management skills; * Passion for technology, demonstrated in-depth knowledge of current and emerging innovations and trends; * Analytical, metrics, and results driven DNA; and * High energy and strong drive to build a business and to break new ground. Location The role is based in Toronto at Mosaic’s headquarters and is flexible when it comes to hybrid and WFH. The majority of the sales team is WFH in the Greater Toronto Area, with the ability to come in when needed / asked. We would expect the same from this role, generally WFH is acceptable with in-office presence when it would add value. There is a requirement to attend quarterly in-office meetings and other occasional meetings in person, for this reason we require the candidate to be in the Toronto area. Compensation Base salary with a range of $175k-$225k CAD, with OTE of $300k. Specific metrics, targets, and expectations will be aligned on and discussed during the interview process. In addition to cash compensation, equity compensation (subject to standard vesting schedules) will be offered. Expression of Interest / Hiring Process If you believe you are a fit for the role, please reach out to our co-founder / COO, Chris Labelle, at chris@mosaicmfg.com [chris@mosaicmfg.com] with a quick introduction and background on yourself. Given the seniority of the role, you can expect to interview with Mosaic’s three co-founders (COO, CEO, CTO), individuals from our sales team, our technical leadership, and Mosaic’s sales advisors. Mosaic Manufacturing focuses on Hardware, 3D, 3D Printing, and Hardware + Software. Their company has offices in Toronto. They have a mid-size team that's between 51-200 employees. You can view their website at http://www.mosaicmfg.com [http://www.mosaicmfg.com] or find them on Twitter [http://twitter.com/mosaicmfg], Facebook [http://www.facebook.com/mosaicmfg], and LinkedIn [https://www.linkedin.com/company/mosaicmfg].

As a Sales Development Representative You Will :  As an SDR at MANTL you will engage with potential clients helping them to understand the importance of digital transformation and educate them on the benefits of MANTL’s platform. We know who our potential customers are. We need your help to get them to know us too. This is a great opportunity to get in on the ground floor of a fast growing enterprise SaaS market leader. Who You Are: * You have a bachelor's degree or equivalent work experience. * You have sales experience and are familiar with business development, lead generation, and outbound cold calling. * You’re able to prioritize a high-volume of leads to ensure your efforts are directed at the activities that have the highest probability of success. * You have a track record of building relationships and collaborating at all levels of the organization. * You’re able to work independently and have a desire to learn and grow. * You’re looking for a high-growth culture, have a positive outlook to challenges, adapt to change, and are naturally curious. * You have excellent communication (verbal, written, presentation) and interpersonal skills (outgoing and personable), as well as strong analytical and problem-solving skills. * You’re organized, intelligent, motivated, and competitive by nature. * You have previous experience using marketing automation or CRM platform to track prospecting activities * You’re organized and process oriented *  Knowledge of the financial services industry Key Responsibilities : * Identity and interact with key decision-makers through cold-calls, emails, and social selling. * Prospect into accounts and follow-up on inbound inquiries to produce quality SQL's (Sales Qualified Leads) for account executives. * Use multiple platforms to conduct account and contact research in order to prioritize engagement and create personalized outreach. * Collaborate closely with account executives to support their territories with account planning and prospect outreach. * Through qualification you will identify prospects' business needs, buying processes, project timelines and requirements, and determine potential solutions. * Acquire and maintain a working knowledge of MANTL capabilities and product use cases to effectively position our solution to the prospects needs, business strategy, and desired outcomes. * Partner closely with our marketing events team to support pre-show event communication and promotion, and follow up with the leads generated. * Track all related prospecting activities within our CRM and keep current by updating account and contact information regularly. * Work with the broader Demand Generation team to provide feedback on which marketing campaigns and lead sources are producing the highest quality of leads. What You’ll Bring: * Enthusiastic, self- motivated, and a passion for building strong client relationships and closing new business * Experience at a well-regarded Enterprise software provider * Experience partnering close with Account Executives  * Experience with ServiceChannel or similar offerings What We Offer:  * MANTL offers competitive compensation package including base salary, equity and benefits. Target pay for this role is 90-100K OTE though this is subject to change based on performance and market conditions * 100% covered medical, dental and vision insurance for employees * Unlimited PTO * Remote setup allowance of $400 * Annual company retreat (we’re headed to Cedar Lakes in 2022) * Creative and fun team-building events (improv, chocolate and wine tasting, happy hours) * Mental health and wellness programs * Stocked office fridge (yes, we have Spindrift) * Remote or onsite flexibility * And more! Who is MANTL? MANTL [https://www.mantl.com/] is a fast-growing NYC-based FinTech SaaS company on a mission to build technology that will help America’s financial institutions and their communities thrive. Think Shopify, but purpose-built for community banks and credit unions. Our modern banking software helps level the playing field for smaller banks and credit unions by enabling them to grow digitally. Our deposit origination platform is widely considered best-in-class in our industry [https://www.mantl.com/news/finovate2021/], showing clear and material performance beyond any of our competitors. Check out what our CEO has to say about MANTL’s impact here [https://www.youtube.com/watch?v=HUnQS5g2rU8]. Our investors include CapitalG, Point72, ClockWork, and BoxGroup. The MANTL Culture Joining MANTL means joining an ambitious and exceptional team that solves complex problems every day. People are our most important asset and the top reason we love working at MANTL. We're a group of passionate technologists who support an accountable, transparent, and collaborative culture that fosters productive and engaging discussions. We want to work with inclusive people who understand the importance of treating their colleagues exceptionally well. We’re always a work in progress — and we’re proud to be named one of Crain’s 100 Best Places to Work in New York City [https://www.mantl.com/news/crains2021/] for two years running. MANTL is an Equal Opportunity Employer. We do not discriminate against qualified applicants or employees on the basis of race, color, religion, gender identity, sex, sexual preference, sexual identity, pregnancy, national origin, ancestry, citizenship, age, marital status, physical disability, mental disability, medical condition, military status, or any other characteristic protected by federal, state, or local law, rule, or regulation.

About Veho Veho is the post-purchase experience company that unlocks the potential of everyday consumers and brands to fully participate in e-commerce. Building an entirely new end-to-end logistics infrastructure, powered by the latest technology and designed for the modern era of shopping, Veho is reinventing shipping, and all parts of the post-purchase experience as we know it. By removing the pain from delivery and returns, Veho is creating powerful opportunities for brands to engage and build deep loyalty with their customers like never before. About The Role  Veho is seeking a highly experienced and strategic-minded individual to lead our launch-center operations as the Senior Director, Warehouse operations. In this role, you will be responsible for overseeing and optimizing performance of Veho’s 9(+) regional launch warehouses through close collaboration with Network Operations, Live Operations, Last Mile Operations, among other cross-functional partners. You will be responsible for tactical and strategic execution of operations. You will be the single threaded leader for the regional hubs that will lead standardization, process improvements to quality, service and productivity to enable Veho to achieve its strategic growth and cost goals. This role will report directly to the VP, Ground Operations.  Responsibilities Include:   * Develop and execute a comprehensive regional sortation hub strategy aligned with company's objectives * Collaborate with technology, finance, transportation, planning, engineering and other cross-functional teams to leverage tech and automation solutions for operational optimization * Lead, mentor, and inspire a high-performing team of ground operations managers and supervisors * Foster a culture of continuous improvement, innovation, and operational excellence * Identify and implement process improvements to drive cost savings for sort centers without compromising on quality or service level * Evaluate and expand the ground operations network to meet the growing demands of the business * Define and monitor key performance indicators (KPIs) to assess the performance of sort center operations * Provide regular reports and insights to senior leadership on operational efficiency, cost-effectiveness, and service quality * Identify potential risks and develop mitigation strategies to safeguard sort center operations. Ensure compliance with regulatory requirements, security protocols, and environmental standards What You Bring:  * Bachelor's degree in Business, Logistics, Supply Chain Management, or a related field; MBA preferred. * Minimum of 8 years of progressive leadership experience in ground operations within the logistics or last mile delivery industry. * Proven success in developing and implementing strategic initiatives that result in improved operational efficiency. * Strong analytical and problem-solving skills with the ability to leverage data to drive decision-making. * Excellent communication and interpersonal skills with the ability to influence and collaborate at all levels of the organization. * In-depth knowledge of last mile delivery operations, logistics, and supply chain management. * Familiarity working within a tech-enable company and experience with the latest warehouse management systems (WMS), enterprise resource planning (ERP) software, and other relevant technology platforms. * Demonstrated ability to navigate and adapt to a fast-paced and evolving business environment. Veho is a growth company that looks for team members to grow with it. Veho offers a generous ownership package, casual work environment, a diverse and inclusive culture, and an electric atmosphere for professional development. No matter the location, or the role, every Veho employee shares one galvanizing mission:  to revolutionize the world of package delivery by creating exceptional experiences for customers and drivers.  We are deeply value-driven (Team Up, Drive Impact, Take Ownership, Solve Bigger, Obsess Over Experience, Make Today Count) and care tremendously about investing in people.  We are committed to creating a diverse team and an environment that provides everyone with the opportunity to do the work of their lifetime. Veho is unable to provide sponsorship at this time.  Veho is committed to nurturing, cultivating and preserving a diverse and inclusive work environment. Empathy and respect for each other is core to our values and a central part of working here every day. The diversity of our employees, drivers and applicants is welcomed and encouraged. BY PROVIDING YOUR PHONE NUMBER YOU CONSENT TO POSSIBLY BE TEXTED IN RELATION TO THE JOB YOU ARE CURRENTLY APPLYING. YOU ARE FREE TO OPT-OUT AT ANY TIME IF TEXTING COMMUNICATION OCCURS FROM VEHO.

Bevi is on a mission to disrupt the beverage supply chain and replace single-use water bottles with smart water machines. Thousands of companies use Bevi to sustainably provide their employees with pure, sparkling, and flavored water at work. As the market leader in IoT-enabled beverage machines, we’ve raised over $160M in venture capital and we have grown tremendously each year since launch. In addition to maintaining hypergrowth with our current product line, Bevi is heavily investing in new product development. We are searching for an Accounting Manager for our Boston, MA office. We’re looking for someone with a strong background in driving an efficient monthly close process in accordance with GAAP. The ideal candidate will have experience with businesses that sold or leased physical products, with exceptional attention to detail for analyzing transactional data. LOCATION: Boston, in office 3+ days per week (more if desired) Responsibilities * Drive efficiency through processes, procedures, and automation to keep up with the demands of our high-growth business. * Review and analyze monthly revenue transactions; prepare high-level and detailed revenue reporting and ensure revenue is recorded in accordance with US GAAP * Prepare, review, and analyze financial statements to ensure accuracy and completeness * Oversee and manage the general accounting functions, including, but not limited to: accounts payable, general ledger, revenue, and taxes.  * Ability to perform detailed analysis and reconciliation of all general ledger accounts, while ensuring compliance with US GAAP, local accounting requirements and internal policies. * Lead the technical accounting research for  new and proposed accounting standards. * Play a significant role in preparing quarterly and year-end financial statements and audit requests * Identify opportunities for process improvement, including automation, and develop implementation plans. * Support FP&A and ad-hoc projects as needed. * 6+ years in corporate and/or general accounting * Bachelor's degree in Accounting or Finance. CPA or MBA preferred * Strong preference for candidates with experience in businesses that sold or leased physical products (consumer electronics, IoT, retail, e-commerce, etc.) * Fluency and comfort with GAAP accounting, taxation matters, and financial statement preparation * Experience working with foreign currencies and foreign legal entities preferred * Excellent cross-functional team and relationship building skills, and ability to work effectively in a matrixed organization * Strong ERP systems experience, preferably in NetSuite. * High proficiency in Microsoft Excel and Google Suite. * Comprehensive medical, dental and vision insurance plans with BlueCross BlueShield, 95% paid by employer * 401(k) with company match, and environmentally responsible investment options * Flexible PTO plus 9 company holidays, and additional paid days for sick leave, etc (including sustainability or social justice volunteer events) * Generous fully paid parental leave for both birth parents and non-birth parents * Fully employer paid disability and life insurances * Wellness and fitness reimbursements * Monthly stipends for cell phone use and commuting costs * Onsite snacks, weekly catered lunch, and (of course) unlimited Bevi ... plus composting and terracycling, too * Happy hours, team-building events, bagel breakfasts, Hero awards - and more!

Description CUSTOMER SUCCESS MANAGER (CA) OpenLoop is looking for a Customer Success Manager to join our team remotely or at our HQ in Des Moines, Iowa. This role will be a member of the Operations team, collaborating closely with the Director of Customer Success, the CSM will be responsible for building client loyalty and fostering long-term client relationships by ensuring that clients have an exceptional user experience. ABOUT THE ROLE * Build trust and develop a trusted advisor relationship with assigned accounts. * Support and participate in all functions of the customer facing team including, but not limited to:  * Managing meetings and workflows such as legal, customer success, and communications * Demonstrate proactive communication when available * Identify and resolve issues * Recommended solutions * Offer new services (where needed), * Provide technical support * Be able to analyze and provide reporting – both internally and externally by analyzing client accounts and reporting in an effort to increase retention. * Data entry and integrity * Manage with a sense of urgency and availability as the client’s advocate. * Regular Business Review presentation creation and management including follow-up to complete deliverables. * Act as the client champion internally within OpenLoop expressing client needs and expectations. * Manage client expectations by understanding the client agreement and how OpenLoops services align with contract obligations such as SLAs. * Enters and updates support systems like Zoho, Healthie, Analytics, Slack etc. as needed. * Work directly with the Clinician Advocate team for clinical recruiting needs * Partners with other OpenLoop teams like: Implementation, Clinical and Non-Clinical Patient Support,  Sales and other pertinent teams across the organization. * Identifying expansion opportunities. * Improving team efficiency by creating optimum processes with technology and people. ABOUT OPENLOOP OpenLoop was co-founded by CEO, Dr. Jon Lensing, and COO, Christian Williams, with the vision to bring healing anywhere. Our telehealth support solutions are thoughtfully designed to streamline and simplify go-to-market care delivery for companies offering meaningful virtual support to patients across an expansive array of specialties, in all 50 states. OUR COMPANY CULTURE We have a relatively flat organizational structure here at OpenLoop. Everyone is encouraged to bring ideas to the table and make things happen. This fits in well with our core values of Autonomy, Competence and Belonging, as we want everyone to feel empowered and supported to do their best work. Sound like a good fit? We’d love to meet you. Requirements REQUIREMENTS * 2-4 years experience in a recruitment, staffing, or healthcare industry * 3-6 years of business development, sales, or account management experience * Ability to thrive in a rapidly changing, high-energy, high-expectations environment * Excellent written and verbal communication skills * An energetic, mature, positive attitude that works well independently and with a team * Proven track record of taking initiative * Results-oriented and customer-focused mindset * Ability to listen, absorb, and respond accordingly * Ability to manage multiple projects and tasks, while staying organized and efficient * Proven capacity to learn new technologies for maximum project success * Ability to construct effective written communication through email or Slack, giving clients and internal stakeholders all necessary background and project updates

Location: Los Angeles, CA or San Francisco, CA Director of Sales & Partnerships Techstars is looking for a Director of Sales & Partnerships to spearhead our sales, revenue, and partnership ventures across the West Coast. In this role you will lead the charge in building a holistic ecosystem that supports founders from idea to IPO. You will do this by establishing commercial partnerships with Governments, Universities and Corporations to help them conceptualize, design and execute on programs dedicated to supporting startups and developing a more innovative ecosystem. As the Director of Sales & Partnerships, you play a critical role in driving business growth and forging impactful partnerships that enable Techstars to be the world's most active pre-seed investor. Duties and Responsibilities: * Identify innovation initiatives with Government, University and Corporate Prospects * Consult prospects on best practices for shaping an innovative ecosystem * Navigate complex and consultative sales cycles, typically defined as six months or longer with a variety of stakeholders, decision-makers and influencers at multiple levels * Close new revenue through the sale of pre-Accelerator and accelerator products * Define and execute on regional strategy for the West Coast * Ensure client satisfaction and consistently drive the overall quality of our brand and programs upward * Collaborate with the revenue team to drive corporate partnership strategy and execution by working closely with the Directors of Sales & Partnerships to exceed revenue and margin objectives * Strive to exceed revenue goals and foster a culture of excellence * Secure a pipeline of new partners through market analysis, outside calls and corporate relationship development * Develop proposals, presentations and manage RFP responses and timelines About You: * Experience selling complex enterprise services and solutions by establishing meaningful partnerships with C-Suite leaders resulting in business opportunities for Techstars and its partners * Demonstrated track record of consistently exceeding sales performance metrics, e.g. quotas, pipeline, forecast accuracy with experience consistently closing deals upward of seven figures * Excellent communication and relationship management skills and ability to effectively present and negotiate with VP-level and C-suite executives of Fortune 1000 organizations * Ability to establish strong relationships within the organization and across all lines of business Your qualifications: * Minimum of 7+ years experience of demonstrated success in an enterprise sales environment * Experience with complex and large ticket sales in excess of $1M per deal with quota-carrying responsibilities over $2M per year * A Bachelor's degree (or commensurate experience) in Business, preferably marketing and sales * Ability to travel 50% Compensation range: $130,000 - $150,000 base with variable commission About Techstars Techstars is the most active pre-seed investor in the world having invested through its accelerators in more than 3,700 companies. Founded in 2006, Techstars believes that entrepreneurs create a better future for everyone and great ideas can come from anywhere. Now we are on a mission to invest in an unprecedented number of startups per year enabling more capital to flow to more entrepreneurs around the world. We do this by operating accelerator programs and venture capital funds, as well as by connecting startups, investors, corporations, and cities to help build thriving startup communities. www.techstars.com [http://www.techstars.com] Techstars is an affirmative action, equal opportunity employer and does not discriminate on the basis of race, sex, age, national origin, religion, physical or mental handicaps or disabilities, marital status, Veteran status, sexual orientation, gender identity nor any other basis prohibited by law. Techstars uses E-Verify to check the work authorization of all new hires. For more information about E-Verify, please see the following: E-Verify Participation Poster (English and Spanish) [https://drive.google.com/file/d/1JHxb17dkxseUFEh_hiBrGXexqtE5s_9G/view] Right To Work Poster (English and Spanish) [https://drive.google.com/file/d/1WP2-rLpGm7Yg7dkQTKPH9Wc-TjQspShG/view]

Location: Los Angeles, CA or San Francisco, CA Director of Sales & Partnerships Techstars is looking for a Director of Sales & Partnerships to spearhead our sales, revenue, and partnership ventures across the West Coast. In this role you will lead the charge in building a holistic ecosystem that supports founders from idea to IPO. You will do this by establishing commercial partnerships with Governments, Universities and Corporations to help them conceptualize, design and execute on programs dedicated to supporting startups and developing a more innovative ecosystem. As the Director of Sales & Partnerships, you play a critical role in driving business growth and forging impactful partnerships that enable Techstars to be the world's most active pre-seed investor. Duties and Responsibilities: * Identify innovation initiatives with Government, University and Corporate Prospects * Consult prospects on best practices for shaping an innovative ecosystem * Navigate complex and consultative sales cycles, typically defined as six months or longer with a variety of stakeholders, decision-makers and influencers at multiple levels * Close new revenue through the sale of pre-Accelerator and accelerator products * Define and execute on regional strategy for the West Coast * Ensure client satisfaction and consistently drive the overall quality of our brand and programs upward * Collaborate with the revenue team to drive corporate partnership strategy and execution by working closely with the Directors of Sales & Partnerships to exceed revenue and margin objectives * Strive to exceed revenue goals and foster a culture of excellence * Secure a pipeline of new partners through market analysis, outside calls and corporate relationship development * Develop proposals, presentations and manage RFP responses and timelines About You: * Experience selling complex enterprise services and solutions by establishing meaningful partnerships with C-Suite leaders resulting in business opportunities for Techstars and its partners * Demonstrated track record of consistently exceeding sales performance metrics, e.g. quotas, pipeline, forecast accuracy with experience consistently closing deals upward of seven figures * Excellent communication and relationship management skills and ability to effectively present and negotiate with VP-level and C-suite executives of Fortune 1000 organizations * Ability to establish strong relationships within the organization and across all lines of business Your qualifications: * Minimum of 7+ years experience of demonstrated success in an enterprise sales environment * Experience with complex and large ticket sales in excess of $1M per deal with quota-carrying responsibilities over $2M per year * A Bachelor's degree (or commensurate experience) in Business, preferably marketing and sales * Ability to travel 50% Compensation range: $130,000 - $150,000 base with variable commission About Techstars Techstars is the most active pre-seed investor in the world having invested through its accelerators in more than 3,700 companies. Founded in 2006, Techstars believes that entrepreneurs create a better future for everyone and great ideas can come from anywhere. Now we are on a mission to invest in an unprecedented number of startups per year enabling more capital to flow to more entrepreneurs around the world. We do this by operating accelerator programs and venture capital funds, as well as by connecting startups, investors, corporations, and cities to help build thriving startup communities. www.techstars.com [http://www.techstars.com] Techstars is an affirmative action, equal opportunity employer and does not discriminate on the basis of race, sex, age, national origin, religion, physical or mental handicaps or disabilities, marital status, Veteran status, sexual orientation, gender identity nor any other basis prohibited by law. Techstars uses E-Verify to check the work authorization of all new hires. For more information about E-Verify, please see the following: E-Verify Participation Poster (English and Spanish) [https://drive.google.com/file/d/1JHxb17dkxseUFEh_hiBrGXexqtE5s_9G/view] Right To Work Poster (English and Spanish) [https://drive.google.com/file/d/1WP2-rLpGm7Yg7dkQTKPH9Wc-TjQspShG/view]

About GlossGenius GlossGenius is building an ecosystem enabling entrepreneurs to realize their unique dreams.  We empower small business owners to focus on being creators, not admins, by offering a range of business management tools including booking and scheduling, marketing, analytics, payment processing and much more.  Over 70,000 small business owners have chosen to rely on GlossGenius every day to run their entire set of business operations. With its powerful, intuitive platform, GlossGenius is some part a fintech company, some part an SMB software company, while its vibrant, distinguished brand makes it some part a consumer company.  About the Role As the Director of Performance & Lifecycle Marketing, you will build and lead the team that drives accelerated customer demand and platform signups. You’ll architect and build an efficient, best-in-class funnel to attract SMBs and motivate them to run and grow their business with the industry’s best platform - GlossGenius.   This role will oversee digital marketing programs including paid performance, lead generation and nurturing, SEO/SEM, website and landing page CRO, offline marketing acquisition, and Lifecycle marketing. Your team will drive scalable campaigns and messages that build strong brand awareness, showcase our differentiation in solving customer pain points, and create an ever-growing ecosystem of SMBs ready to experience GlossGenius. You will report to the Chief Business Officer and must be commutable to our NYC office. What You’ll Do * Build and lead a fast-paced growth marketing team that drives brand awareness, attracts high-quality customers, motivates their purchase decision, and creates a lifecycle of sustained engagement  * Architect and develop scalable, creative demand generation and growth strategies and campaigns (across a variety of channels like ads, email, direct mail, content, events, etc.) that will build a predictable pipeline at scale  * Guide your team to optimize and transform current systems, processes and analytics to drive best-in-class practices for lead generation and nurturing, lead-to-trialing, and ultimately conversion  * Design and integrate core messaging that revolves around value prop and benefits, showcasing competitive differentiation to the market across all campaigns and channels  * Partner with creative/ brand team to develop ad assets, landing pages, website updates, email marketing assets, etc. for marketing and revenue * Partner with cross-functional leadership to establish priorities, goals and targets, and ensure an efficient, cohesive customer journey that drives SMBs to conversion and platform success  * Create, lead, and track team plans, metrics, budget, and performance on a regular basis; reporting back to the organization on key messaging and product opportunities as well as market and customer insights to deliver client value and business growth  * Continuously evaluate the performance and ROI of campaigns, adjusting your demand tactics and strategy accordingly  What We’re Looking For  * 10+ years of experience in marketing with at least 4 years of experience building, leading, and mentoring a growth marketing team with a successful track record of top-funnel growth and business results; B2-SMB experience is a plus! * Strong leadership experience with a passion for leading change and rallying others around ambitious goals  * Experience in successfully building a high-volume pipeline of high-quality prospects (tens of thousands of SMBs or consumers), including owning the budget, tactics, metrics, performance, and system optimization * Deep understanding of product/ self-serve led customer growth strategies and campaigns, with ability to integrate into downstream campaigns  * Knack for devising strategies that nail key positioning, differentiation, and messages in catchy, succinct campaigns that attract and engage core audience  * Creative approach and willingness to test and iterate on new strategies, messaging, and channels with the team in order to improve demand generation * Analytical and data-driven leader that can design and implement strategy, budget, and execution plans for the team, and measure and monitor their success; This includes getting highly detailed on demand gen attribution and efficacy of marketing spend   * Experience partnering with cross-functional leadership (eg, Product, Customer Experience, Creative, Operations) to create a systematic, cohesive customer lifecycle that delivers enduring value to customers  Benefits & Perks * Flexible PTO * Competitive health & dental insurance options, with premiums partially or fully covered by GG * Fertility and adoption benefits via Carrot * Generous, fully-paid parental leave policy * 401k benefit - employees are eligible to contribute starting day 1 of employment * Professional Development - employees receive a yearly stipend for approved learning and educational-related expenses * Pre-tax commuter benefits * Dependent Care FSA * Home office support * Team Bonding opportunities - as a distributed team, being able to build meaningful bonds both virtually and in person is incredibly important to us! We are constantly evaluating how we accomplish this and currently, teams are given opportunities to gather in person throughout the year The starting base salary for this role in New York, California, and Washington is between $180,000-$220,000 + equity + benefits + target performance bonus.  The base salary offered is dependent upon many factors including skills, experience, location, and education. The base pay range is subject to change and may be modified in the future.  At GlossGenius, we celebrate our differences and are committed to creating a workplace where all employees feel supported and empowered to do their best work. We believe this benefits not only our employees but our product, customers, and community as well. GlossGenius is proud to be an Equal Opportunity and Affirmative Action Employer.

At Synack, we create technology that unleashes the best cybersecurity talent to secure our digital world. We protect leading global organizations by reducing companies’ security risk and increasing their resistance to cyber attack. How do we do this? By utilizing the world’s best and most trusted team of ethical hackers who test through our powerful and controlled platform to deliver real security without compromise. Backed by top-tier venture capital firms including Kleiner Perkins Caufield & Byers, Microsoft, and Google Ventures, Synack's mission is to leverage global security talent coupled with advanced technology to help enterprises discover security vulnerabilities before they become business problems. Discover the possibilities at Synack! As a Sales Development Representative at Synack, your goal is to drive pipeline creation of highly qualified opportunities that deliver on Synack’s overall bookings growth objectives. Sounds interesting? Keep reading... Here’s what you'll do * Follow up with and diligently qualify leads and opportunities within our ICP/Focus Accounts that will include both new logo prospects and existing customer expansion opportunities * Work directly with demand generation/marketing to highly qualify leads from shows, events, and ‘Contact Us’ inquiries * Use strong research skills to determine proper prospect fit, timing, and authority * Understand the Synack Platform enough to talk intelligently about strategic benefits * Leverage outreach techniques to maximize customer meetings booked * Log, track, and maintain activity in SFDC and/or other tools * Work closely with the Field Sales Team and attend internal or customer meetings as needed Here’s what you’ll need * Four year college degree or equivalent experience * 6+ months of experience in an SDR role * Strong in-person, phone, and written customer communication skills * Must be able to interact and communicate with individuals at all levels of the organization * Understanding of cyber-security systems and their importance to customer business * Ability to prioritize work assignments and shift work efforts based on data intelligence or business goals * Strong computer skills required; knowledge of SFDC, Sales Hub/HubSpot, Linkedin Sales Navigator, and Zoom/Gmeet * Ability to manage time effectively, work independently, and be self-motivated * Prior track record of achievement in positions with significant accountability * Interested in pursuing a career in cyber-security * Ability to thrive in fast-paced startup environment * Proactive, independent thinker with high energy/positive attitude Ready to join us? Synack is committed to embracing diversity. Our people are our strength.  Each addition to our team is an opportunity to grow and diversify our ideas, experiences, and viewpoints. We strive to be inclusive of Race, Ethnicity, Religion, Sex, LGBTQ+, Veterans, Disabilities, and Age.  Synack welcomes you! As a candidate, Synack cares about your privacy. Please view our candidate privacy policy here [https://www.synack.com/candidate-privacy-notice/]. $60,000 - $100,000 Salary is determined by a combination of factors including location, level, relevant experience, and skills. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. The compensation package for this position may also include equity, and benefits. For more details about our benefits, please see here [https://synack.mybenefits.life]. Then for the Employer code, enter: synack

About GlossGenius GlossGenius is building an ecosystem enabling entrepreneurs to realize their unique dreams.  We empower small business owners to focus on being creators, not admins, by offering a range of business management tools including booking and scheduling, marketing, analytics, payment processing and much more.  Over 70,000 small business owners have chosen to rely on GlossGenius every day to run their entire set of business operations. With its powerful, intuitive platform, GlossGenius is some part a fintech company, some part an SMB software company, while its vibrant, distinguished brand makes it some part a consumer company.  About the Role As the Director of Growth Marketing, you will build and lead the team that drives accelerated customer demand and platform signups. You’ll architect and build an efficient, best-in-class funnel to attract SMBs and motivate them to run and grow their business with the industry’s best platform - GlossGenius.   This role will oversee digital marketing programs including paid performance, lead generation and nurturing, SEO/SEM, offline marketing acquisition, conversion rate optimization, referrals, and growth marketing. Your team will drive scalable campaigns and messages that build strong brand awareness, showcase our differentiation in solving customer pain points, and create an ever-growing ecosystem of SMBs ready to experience GlossGenius. You will report to the Chief Business Officer and must be commutable to our NYC office. What You’ll Do * Build and lead a fast-paced growth marketing team that drives brand awareness, attracts high-quality customers, motivates their purchase decision, and creates a lifecycle of sustained engagement  * Architect and develop scalable, creative demand generation and growth strategies and campaigns (across a variety of channels like ads, email, direct mail, content, events, etc.) that will build a predictable pipeline at scale  * Guide your team to optimize and transform current systems, processes and analytics to drive best-in-class practices for lead generation and nurturing, lead-to-trialing, and ultimately conversion  * Design and integrate core messaging that revolves around value prop and benefits, showcasing competitive differentiation to the market across all campaigns and channels  * Partner with creative/ brand team to develop ad assets, landing pages, website updates, email marketing assets, etc. for marketing and revenue * Partner with cross-functional leadership to establish priorities, goals and targets, and ensure an efficient, cohesive customer journey that drives SMBs to conversion and platform success  * Create, lead, and track team plans, metrics, budget, and performance on a regular basis; reporting back to the organization on key messaging and product opportunities as well as market and customer insights to deliver client value and business growth  * Continuously evaluate the performance and ROI of campaigns, adjusting your demand tactics and strategy accordingly  What We’re Looking For  * 10+ years of experience in marketing with at least 4 years of experience building, leading, and mentoring a growth marketing team with a successful track record of top-funnel growth and business results; B2-SMB experience is a plus! * Strong leadership experience with a passion for leading change and rallying others around ambitious goals  * Experience in successfully building a high-volume pipeline of high-quality prospects (tens of thousands of SMBs or consumers), including owning the budget, tactics, metrics, performance, and system optimization * Deep understanding of product/ self-serve led customer growth strategies and campaigns, with ability to integrate into downstream campaigns  * Knack for devising strategies that nail key positioning, differentiation, and messages in catchy, succinct campaigns that attract and engage core audience  * Creative approach and willingness to test and iterate on new strategies, messaging, and channels with the team in order to improve demand generation * Analytical and data-driven leader that can design and implement strategy, budget, and execution plans for the team, and measure and monitor their success; This includes getting highly detailed on demand gen attribution and efficacy of marketing spend   * Experience partnering with cross-functional leadership (eg, Product, Customer Experience, Creative, Operations) to create a systematic, cohesive customer lifecycle that delivers enduring value to customers  Benefits & Perks * Flexible PTO * Competitive health & dental insurance options, with premiums partially or fully covered by GG * Fertility and adoption benefits via Carrot * Generous, fully-paid parental leave policy * 401k benefit - employees are eligible to contribute starting day 1 of employment * Professional Development - employees receive a yearly stipend for approved learning and educational-related expenses * Pre-tax commuter benefits * Dependent Care FSA * Home office support * Team Bonding opportunities - as a distributed team, being able to build meaningful bonds both virtually and in person is incredibly important to us! We are constantly evaluating how we accomplish this and currently, teams are given opportunities to gather in person throughout the year The starting base salary for this role in New York, California, and Washington is between $180,000-$220,000 + equity + benefits + target performance bonus.  The base salary offered is dependent upon many factors including skills, experience, location, and education. The base pay range is subject to change and may be modified in the future.  At GlossGenius, we celebrate our differences and are committed to creating a workplace where all employees feel supported and empowered to do their best work. We believe this benefits not only our employees but our product, customers, and community as well. GlossGenius is proud to be an Equal Opportunity and Affirmative Action Employer.

About Clutch: We’re on a mission to reinvent the way people buy, sell, and own cars. Are you game? Clutch is Canada’s largest managed e-commerce marketplace, delivering a seamless, hassle-free car buying and selling experience to our 500,000+ users. We have made over $1 billion in firm AI-generated offers for consumer vehicles. Each vehicle that meets our retail standard is fully reconditioned through our proprietary, vertically-integrated process. We then offer a wide-selection of over 1,000 high-quality pre-owned vehicles on clutch.ca.  Regardless of whether you’re buying from us or selling to us, you can do so from the comfort of your home with convenient pickup and delivery options. We’re disrupting the largest e-commerce vertical in the country, giving our users the best car buying and selling experiences in the world. Named three years in a row to the Globe & Mail’s list of the Top Growing Companies in Canada and also awarded spots on Deloitte’s Technology Fast 50™ and Fast 500™ lists, we’re looking to add curious, hard-working, and driven individuals to our growing team. Headquartered in Toronto, Clutch was founded in 2017 and currently services Ontario, New Brunswick, Nova Scotia, and Prince Edward Island. Clutch is backed by a number of world-class investors, including Altos Ventures, D1 Capital, Canaan Partners, Real Ventures, BrandProject, and Upper90. To learn more, visit clutch.ca. About the role: We are looking for a sales leader with a track record of building and scaling sales teams in a high-growth environment to lead one of our territory teams. Our business operates at a speed and volume unmatched in traditional car dealerships and we're looking for a leader who thrives in this high-energy environment. We strive to provide an incredible customer experience when purchasing from Clutch but also maximize conversion and optimize revenue. Experience in Automotive or B2C financial services is a bonus, but the ability to thrive in an innovative, high-performance, fast-paced, environment is a requirement. What You'll Do: * You’ll manage a team of sales advisors/finance managers, based out of Etobicoke (4-6 people), to meet or exceed monthly and quarterly sales targets for your territory. * Champion the localization of our sales strategy to align with regional nuances, driving growth within your territory. Your insights will bridge the gap between local dynamics and our scaled strategy. * Train, coach, and lead sellers to achieve acceptable attainment and productivity metrics. * Design and adapt our sales messaging and process that aligns with our value propositions and delivers an incredible experience to our customers. * Take full ownership and innovate the way sellers approach up and cross-sell of various products. * Championing a high-performance culture both within the sales team and across the business. * Partner cross-functionally with marketing, product & production teams. * Lead by example and not afraid to get your hands dirty. What We’re Looking For: * 5-10 years of proven success in a sales leadership role within a dealership or tech company. * Relentless desire for winning and high performance, balanced with delivering an industry-leading customer experience. * Ready to lead but also jump into a player/coach role, willing to roll up your sleeves and get into the nitty-gritty with your team. * A passion for and a track record of hiring, performance management, mentorship, and helping people grow their careers. * Comfortable with tech-enabled process and proficient at leveraging tech to help scale. Why You'll Love It at Clutch: * Be a part of a team disrupting a traditional industry. * Freedom to innovate and ownership of your role. * Competitive pay and equity incentives. * Comprehensive health and dental benefits. * This role is based in Etobicoke and requires on-site presence. How to Join Us: Clutch is an inclusive workspace. We value diversity and are dedicated to ensuring all individuals find success. If you're eager to shape the future of car buying and selling with Clutch, send your resume to talent@clutch.ca [talent@clutch.ca].  

About Clutch: We’re on a mission to reinvent the way people buy, sell, and own cars. Are you game? Clutch is Canada’s largest online used car retailer, delivering a seamless, hassle-free car buying and selling experience to drivers everywhere. Customers can browse hundreds of cars from the comfort of their home, get the right one delivered to their door, and enjoy peace of mind with our 10-Day Money-Back Guarantee… and that’s just the beginning. Named two years in a row to the Globe & Mail’s list of the Top Growing Companies in Canada and also awarded spots on Deloitte’s Technology Fast 50™ and Fast 500™ lists, we’re looking to add curious, hard-working, and driven individuals to our growing team. Headquartered in Toronto, Clutch was founded in 2017 and currently services Ontario, New Brunswick, Nova Scotia, and Prince Edward Island. Clutch is backed by a number of world-class investors, including D1 Capital, Canaan, Real Ventures, BrandProject, and Upper90. To learn more, visit clutch.ca [https://www.clutch.ca/]. About the role: Clutch is looking for an Inbound Sales Representative to be the voice for an online car buying experience. This is a fantastic opportunity to join a rapidly growing team and create a huge impact! What you'll do: * Respond to customer inquiries (inbound calls, emails, SMS) and proactively reach out to customers who showed interest in buying/selling a car with Clutch (warm outbound calls). The current volume is about 70 calls daily. * Educate customers on the Clutch process and help them take their first steps in buying/selling a car. * Take notes and update all the relevant information and details about customer interactions in our CRM. * Provide information on all of the ancillary products and services that Clutch provides to ensure they are aware of all the ways they can protect their vehicles. * Collaborate with multiple functions to ensure a smooth all-around experience. * A major part of this job is to communicate how kick-ass Clutch is and how different buying/selling a car with Clutch is. We want people who are as excited about buying/selling a car online as we are! What we’re looking for: * You should be comfortable in a fast-paced environment and able to juggle a large number of customers & systems at a time * You are passionate about sales/customer service and asking probing discovery questions to arrive at the best possible vehicle suggestion for a customer and their needs * 2-3 years of customer service or sales experience required * Passion for cars is a plus * Stoked about disrupting and redefining an age-old industry and a drive to win * Self-starter attitude * Attention to detail and a high level of organization Why you’ll love it at Clutch: * Autonomy & ownership -- create your own path, and own your work * Competitive compensation and equity incentives! * This role offers a base compensation + sales incentive plan  * Health & dental benefits Please note this role is on-site in Etobicoke (not hybrid), you must be comfortable working on-site.  Clutch is committed to fostering an inclusive workplace where all individuals have an opportunity to succeed. If you require accommodation at any stage of the interview process, please email talent@clutch.ca.

The Account Executives responsible for our public sector customers are driven by our mission to make the world a safer place.  We support the Federal Government to disrupt criminal operations, reduce illicit activity, recover funds for victims, and understand and monitor the digital asset landscape.   Our Account Executives for the public sector have existing and trustworthy reputations within government customers and prospects, and are experts on navigating complex procurement processes. We measure success by new business and account expansion revenue.  In this role, you’ll: * Exceed your quota and substantially increase our foothold in the Federal Financials space through strategic and relentless prospecting and developing your sales pipeline * Help us develop compelling product positioning and messaging specific to agencies’ mission, competitive drivers, sales channels, and more  * Build relationships with our customers that are based on trust and transparency resulting in network referrals that ultimately build Chainalysis’ brand awareness * Create and execute go-to-market plans that have resulted in predictable and increasing quarterly forecasts  * Build a diverse pipeline of opportunities resulting in consistent and accurate forecasting * Have relationships across departments at Chainalysis allowing you to provide expert advice to prospects related to technical concepts, product roadmaps, solutions implementations, training, and more.  We’re looking for candidates who have: * A background in B2B SaaS sales focused on customers and prospects in the US Federal Government, specific federal civilian sales experience preferred (investigations, proprietary data, or cybersecurity preferred) * Experience leading the entire sales process from discovery calls to contract negotiation to closing deals  * Experience dealing with systems integrators, resellers, distributors and other partners to extend our reach in the local market To provide greater transparency to candidates, we share base salary ranges for all United States based job listings. We set standard base salary ranges for all roles based on function, level, and location, benchmarked against technology companies. Individual pay decisions are based on a number of factors, including qualifications for the role, relevant work experience, skillset, internal equity, and other factors, consistent with applicable law.  The base salary range for this role is: $77,700 - $111,00 - $144,300 Base salary is just one part of our total rewards package which additionally includes equity, performance bonus or commissions for eligible roles, and competitive benefits. This position is ineligible for visa sponsorship. About Chainalysis Blockchain technology is powering a growing wave of innovation. Businesses and governments around the world are using blockchains to make banking more efficient, connect with their customers, and investigate criminal cases. As adoption of blockchain technology grows, more and more organizations seek access to all this ecosystem has to offer. That’s where Chainalysis comes in. We provide complete knowledge of what’s happening on blockchains through our data, services, and solutions. With Chainalysis, organizations can navigate blockchains safely and with confidence. You belong here.  At Chainalysis, we believe that diversity of experience and thought makes us stronger. With both customers and employees around the world, we are committed to ensuring our team reflects the unique communities around us. Some of the ways we’re ensuring we keep learning are an internal Diversity Committee, Days of Reflection throughout the year including International Women’s Day, Harvey Milk Day, World Humanitarian Day, and UN International Migrants Day, and a commitment to continue revisiting and reevaluating our diversity culture.  We encourage applicants across any race, ethnicity, gender/gender expression, age, spirituality, ability, experience and more. If you need any accommodations to make our interview process more accessible to you due to a disability, don't hesitate to let us know. You can learn more here [https://go.chainalysis.com/rs/503-FAP-074/images/Interview%20Accommodations%20Request.pdf]. We can’t wait to meet you. 

About Clutch: We’re on a mission to reinvent the way people buy, sell, and own cars. Are you game? Clutch is Canada’s largest online used car retailer, delivering a seamless, hassle-free car buying and selling experience to drivers everywhere. Customers can browse hundreds of cars from the comfort of their home, get the right one delivered to their door, and enjoy peace of mind with our 10-Day Money-Back Guarantee… and that’s just the beginning. Named two years in a row to the Globe & Mail’s list of the Top Growing Companies in Canada and also awarded spots on Deloitte’s Technology Fast 50™ and Fast 500™ lists, we’re looking to add curious, hard-working, and driven individuals to our growing team. Headquartered in Toronto, Clutch was founded in 2017 and currently services Ontario, New Brunswick, Nova Scotia, and Prince Edward Island. Clutch is backed by a number of world-class investors, including D1 Capital, Canaan, Real Ventures, BrandProject, and BMO. To learn more, visit clutch.ca [https://www.clutch.ca/].   About the role: Clutch is in search of a Sales Advisor to champion the demand side of our marketplace. This is a fantastic opportunity to join a rapidly growing team and create a huge impact, as we expand in new cities across Canada! Take part in disrupting the age-old mundane & sleazy process of buying a car. At Clutch, selling cars isn’t “car sales” – you’ll be part of a high performance and modern sales team that pushes more than $4 million in sales on a weekly basis with near unlimited inbound demand. If you love selling and love the idea of unlimited red hot opportunities to sell to, then this role is perfect for you. What you'll do: * Kick off the purchasing process once a user checks out with a car on our website and be their guide through the rest of the transaction - ensuring their satisfaction while maximizing Clutch’s economics. * Update all relevant information and details in our CRM, verify and generate documents. * Submit credit applications through systems like RouteOne, Dealertrack to structure deals for our customers that are looking to finance. If you haven’t used these before, don’t worry, we’ll train you. * Flex your selling skills by upgrading customers through our package tiers and selling other ancillary products and services that we offer. * Clutch doesn’t negotiate on price, so we don’t need you to be a haggler, but we do need you to be able to sell users on the value of our products & services. * Effectively handle customer objections. * Clutch doesn’t have anything like a showroom, so no need to suit up and show off cars in person. We’re looking for: * Minimum 2-3 year sales experience * Experience in finance related selling is preferred * You should be comfortable in a fast-paced environment and able to juggle a large number of opportunities at a time * Stoked about disrupting and redefining an age-old industry and a drive to win  * Self-starter attitude * Attention to detail and high level of organization * Exceptional communication and negotiation skills Why you’ll love it at Clutch:  * Autonomy & ownership -- create your own path, and own your work * Competitive compensation and equity incentives! * This role offers a base compensation + sales incentive plan * Health & dental benefits Please note this role is on-site in Etobicoke (not hybrid), you must be comfortable working on-site in an office environment. This is a Full-Time position. Clutch is committed to fostering an inclusive workplace where all individuals have an opportunity to succeed. If you require accommodation at any stage of the interview process, please email talent@clutch.ca.

The Role:  * As a member of our Enterprise Customer Success team, you’ll have the opportunity to directly influence how administrators engage with Newsela.  * You’ll monitor the health of your portfolio and every step of the client life cycle, while working closely with our internal teams to ensure clients are engaging with and getting the most out of Newsela’s solutions. * You will also manage customers as they go through the Newsela Customer Journey, and will ensure they have the necessary support and resources at each step in the process to create an exceptional experience from the pre-sale team introduction throughout the full lifecycle. * Your work will directly impact the expansion and adoption of Newsela products in K-12 classrooms nationwide, and will ultimately help bring engaging, culturally responsive learning content to students and teachers. * You will partner closely with members of our Sales, Marketing, and Support teams. Why you’ll love this role: * You will manage 20 to 25 enterprise accounts – some of the largest district accounts in the country. * You’ll leverage data, our tech stack (including Gainsight and Salesforce/SFDC), and customer insights to drive company results in product adoption, renewal, and expansion. * You’ll also have the opportunity to leverage frameworks for your work while still maintaining autonomy and discretion to personalize your approach to partnership with each district based on their goals and needs. * You'll drive successful business reviews with clients and manage an assigned portfolio of clients and related OKRs. * You will own client success planning for your accounts; you'll ask discovery questions, employ active listening skills, and synthesize client goals for successful renewal. * You will have a direct impact on the expansion and adoption of Newsela products, which will ultimately scale Newsela’s ability to bring engaging, culturally responsive learning content to K-12 classrooms nationwide. Why you’re a great fit:  * You have 3+ years of enterprise level CSM experience in Educational Technology. * You have a demonstrated history of hitting and exceeding company OKRs (may include renewal, health scores, product adoptions OKRs, etc). * You have a history of driving customer retention and forecasting accurately. * You proactively manage a portfolio of clients and build a strategic plan to maximize results. * You monitor account health to identify areas of risk and opportunity, and leverage data and insights to drive product and partnership action.  * You quickly become a product expert, understanding the nuances of your company’s products and acutely aligning them to solve for customer pain points * You are able to leverage your experience in client success planning, and are able to ask discovery questions, actively listen, and synthesize client goals, to effectively uncover hidden needs and get to the root of the problem. * You have a proven history of partnering with the Sales team to achieve revenue goals, and are able to work across teams to galvanize support and ensure clients have the resources they need to get the most out of their partnership. * While not required, a background in education and/or Gainsight and Salesforce (SFDC) experience is a plus.  * Preference for candidates located in CA, OR, and WA. Compensation: * Base salary: $85,000 - $88,000 * On-Target Commission: $27,500 * Total OTE (On-Target Earnings): $112,500 - $115,500 Total compensation for this role also includes incentive stock options and benefits.    ABOUT NEWSELA: Newsela takes authentic, real world content from trusted sources and makes it instruction ready for K-12 classrooms. Each text is published at five reading levels, so content is accessible to every learner. Today, over 3.3 million teachers and 40 million students have registered with Newsela for content that's personalized to student interests, accessible to everyone, aligned to instructional standards, and attached to activities and reporting that hold teachers accountable for instruction and students accountable for their work. With over 15,000 texts on our platform and multiple new texts published every day across 20+ genres, Newsela enables educators to go deep on any subject they choose. Why you’ll love working at Newsela: * Health & Wellness: Access to the world’s leading medical experts for healthcare (pets included!). Discounts and resources to stay healthy: mind, body, and soul. * Work From Home: Almost all of our roles are fully remote - tech stipend included! * Supporting ALL Families: Supplemental programs and time off to take care of your family and yourself. * Time Off: Flexible PTO to recharge, including Sabbatical Leave * Inclusive Experiences: Robust DEIB curriculum, Identity & Experience Groups (Affinity Groups + Employee Resource Group), Authentic & Transparent conversations with Executive Leadership Teams, and integration of DEIB lens across Talent lifecycle processes. * Professional Development: Holistic Learning & Development Programs that enable meaningful & inclusive experiences, programs that build future-focused competencies, cohort & community learning sessions that foster a sense of belonging, and individual development plans aligned with your personal and professional aspirations to turn goals into reality. * Make A Difference: No matter your role or department, the work you do each day helps share the future of education and improves the lives of students and teachers. DISCLAIMER: PLEASE BE AWARE OF RECRUITMENT PHISHING SCAMS AFFECTING NEWSELA AND OTHER EMPLOYERS. NEWSELA DOES NOT USE THIRD PARTY SERVICES FOR FULL TIME HIRES. OUR RECRUITING EMAILS WILL COME FROM AN @NEWSELA.COM EMAIL ADDRESS. YOU CAN REACH OUT TO JOBS@NEWSELA.COM IF YOU HAVE CONCERNS ABOUT THE LEGITIMACY OF AN EMAIL SENT BY OR ON BEHALF OF NEWSELA’S TALENT ACQUISITION TEAM. NEWSELA WILL NEVER ASK FOR FINANCIAL OR BANKING INFORMATION FROM CANDIDATES, NOR WILL YOU BE ASKED FOR ANY TYPE OF PAYMENT AS PART OF CONSIDERATION FOR EMPLOYMENT WITH NEWSELA.

About Logixboard: Logixboard is a white-labeled customer experience software that is transforming how the $2 trillion freight forwarding industry operates. In a highly competitive and technologically antiquated industry undergoing rapid digitalization, we are providing freight forwarders with the only white-labeled and integrated customer experience software available to the market today. Our software enables freight forwarders to deliver world-class digital experience to their customers, which propels them far ahead of their competition and dramatically increases customer retention and sales. Our customers absolutely love our platform, and we're experiencing tremendous growth both in new customers and in funding, with over $50 million in capital raised to date. About you: Logixboard is looking for an experienced Sales Operations Specialist to join our Revenue Operations team and help us scale revenue and market share as the leading digital SaaS platform in the freight forwarding space. As the Sales Operations Specialist, you will be responsible for overseeing and improving our sales operations processes. This role involves collaborating closely with sales teams, analyzing data, implementing effective strategies, and optimizing systems to drive revenue growth. The ideal candidate will have a strong background in sales operations, excellent analytical skills, and a proven track record of implementing successful sales processes. YOU WILL: * Sales Process Optimization: * Lead the ongoing optimization of Salesforce to improve sales processes and maximize system capabilities. * Evaluate and streamline sales processes to enhance efficiency and effectiveness. * Identify bottlenecks and implement solutions to improve the overall sales cycle. * Data Integrity and Analysis: * Troubleshoot errors in our sales technology stack * Ensure consistent and standardized data for event and campaign lists * Provide insights into sales performance, forecasting, and trends. * Develop and maintain accurate and timely sales reports and dashboards * Technology Management: * Oversee the effective utilization of Salesforce and other sales technologies. * Stay updated on technology/platform updates to leverage new functionalities. * Sales Training and Enablement: * Develop and implement Salesforce training programs to enhance the skills and productivity of the sales team. * Ensure sales representatives are proficient in using Salesforce for daily operations. * Sales Forecasting and Planning: * Work closely with the finance and sales teams to develop accurate sales forecasts. * Assist in the creation and execution of sales strategies and plans. * Cross-functional Collaboration: * Collaborate with marketing, finance, and other departments to align strategies and goals. * Act as a Salesforce subject matter expert and liaison between sales and other internal teams. * Assist with revop projects in marketing and CS operations as needed WE'RE LOOKING FOR: * Proven experience in sales operations, with a focus on Salesforce administration. * Salesforce Administrator or Advanced Administrator certification is desirable. * Strong analytical and problem-solving skills. * Excellent communication and interpersonal skills. * Proficient in using Salesforce and other sales technologies, including Hubspot, Outreach, Gong, Zoominfo and LinkedIn Sales Navigator. * Ability to thrive in a fast-paced and dynamic environment. The salary range for this role is $104,000 - $120,000, plus equity. Where your pay would fall within that range will be based on 1) relevant experience, knowledge, and skills, as demonstrated through the interview process, 2) by considering parity with current LXB team members, and 3) current market data BENEFITS: * We are a remote first company, meaning, you can work from home, from the mountains, from the beach, or wherever you feel like getting work done. * Logixboard covers 100% of premiums for Medical, Dental, and Vision for you, with 75% of premiums covered for your loved ones. We’ll also offer paid life insurance and Long Term Disability. * 12 weeks parental paid time plus a $2,500 parental bonus to support you and your family. * Our 401(k) plan makes it easy to save for retirement and you can contribute your tax free dollars from day 1. * In addition to statutory and Federal holidays, we offer our teammates Flexible Time Off (average is 4-5 weeks) that can also be used to observe holidays that are important to you. * A yearly Learning and Development budget of $500 to find your own way to continue your professional development. * To get your office set up, you will receive the basics (laptop, monitor, keyboard and a mouse), plus a one time WFH budget of $1,000 for you to get the other things you need in order to do your best work. At Logixboard, we believe that people come first and we are committed to building teams that represent a variety of backgrounds, perspectives and skills. We highly encourage under-represented and traditionally marginalized communities to apply. Together, we will create and maintain working and learning environments that are inclusive, equitable and welcoming. If you require assistance or accommodations in the application or interview process, please contact recruiting@logixboard.com.

Hey there, Busbud is looking for a Partnerships Manager, North America to join the team! The role: We’re looking for a Partnerships Manager, North America, who will be responsible for building strategic partnerships with suppliers and distributors in North America and maintaining solid relationships with our current partners. Who we are: Busbud is the largest online travel agency specializing in intercity bus and coach travel with the broadest global coverage. Travelling is our passion, and we work hard to offer the most comprehensive network of city-to-city travel. We are in over 80 countries and 21,000 cities and offer more than 2,300,000 bus routes. Our goal is to provide a more environmentally friendly, accessible and interconnected world for everyone. What you can expect from this opportunity: * Management and forecasting of assigned accounts to optimize overall performance including partner satisfaction & engagement, sales growth and performance.  * Facilitates agreement renewals, scope changes and rate adjustments * Analyze and identify potential partnerships prospects to generate demand and supply, revenue sharing activities and complement Busbud’s service offer; * Actively upsells addition products to existing partners and new leads * Opportunity to develop and execute PR or marketing initiatives (in collaboration with the marketing team) to support the launch or growth of (market) partnerships. * Adept at business development and customer service but also analytical work. Industry research, sizing and trends. Experience with excel and crunching data to make digestible presentations as required. * Research, collect, analyze and prepare data to facilitate growth opportunities within existing and prospective partnerships * Prepare and deliver quarterly, semi annual and annual partnership reviews  * Experience working cross-functionally within a company (product, marketing and customer experience) to scale assigned regions. How can you impress us? * Bachelor’s degree in Business Administration (or equivalent); * Minimum 3 years of experience in partnerships management, ideally in the travel industry; * Your passion for business diplomacy, business development & customer service * Required proficiency in English (Spanish is an asset); * Strong interest in data analysis; * Open to travel (international); * Previous experience in the Bus industry (including operations, sales, and marketing); * Ideal candidate is based in the United States. What’s in it for you? * Competitive compensation based on experience * Unlimited paid time off * Work from anywhere in the world * Health benefits * Stock options * Free bus tickets, discounted train tickets * Annual sustainability fund & training fund * Apple equipment * Team events #LI-Remote Busbud is committed to equal employment opportunity for all employees and to providing its team members with a work environment free from discrimination and harassment. All employment decisions at Busbud are based on business needs, job requirements and individual qualifications, regardless of race, color, religion or belief, national, social or ethnic origin, sex, age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, pregnancy, or any other status protected by the laws or regulations in the locations where we operate. Learn more about why we care about diversity.

About Clutch We’re on a mission to reinvent the way people buy, sell, and own cars. Are you game? Clutch is Canada’s largest online used car retailer, delivering a seamless, hassle-free car buying and selling experience to drivers everywhere. Customers can browse hundreds of cars from the comfort of their homes, get the right one delivered to their door, and enjoy peace of mind with our 10-Day Money-Back Guarantee… and that’s just the beginning. Named two years in a row to the Globe & Mail’s list of the Top Growing Companies in Canada and also awarded spots on Deloitte’s Technology Fast 50™ and Fast 500™ lists, we’re looking to add curious, hard-working, and driven individuals to our growing team. Headquartered in Toronto, Clutch was founded in 2017 and currently services Ontario, New Brunswick, Nova Scotia, and Prince Edward Island. Clutch is backed by a number of world-class investors, including D1 Capital, Canaan, Real Ventures, BrandProject, and Upper90. To learn more, visit clutch.ca. About the role: Clutch is in search of a Financial Services Manager to champion the online used car buying process. This is a fantastic opportunity to join a rapidly growing team and create a huge impact, as we expand in new cities across Canada! Take part in disrupting the age-old mundane process of buying a car & redefine what it means to sell used vehicles.  What you'll do: * Kick off the purchasing process once customers have placed a deposit on our website and be their guide through the transaction - set expectations for the next steps and ensure customer satisfaction. * Update all relevant information and details in our CRM, verify and generate documents. * Submit credit applications through systems like RouteOne, Dealertrack to structure deals for our customers that are looking to finance * Communicate lender decisions to customers in an accurate and timely manner * Build the business by upselling ancillary products that Clutch offers including but not limited to: extended warranties, GAP, undercoating etc * Effectively handle customer objections All about you: * Minimum 2-3 year sales experience * Experience in lending or banking is preferred * Previous experience dealing with challenging credit profiles (subprime) is an asset * You should be comfortable in a fast-paced environment and able to juggle a large number of customers at a time * Stoked about disrupting and redefining an age-old industry and a drive to win  * Self-starter attitude * Attention to detail and high level of organization * Exceptional communication and negotiation skills Why you’ll love it at Clutch:  * Autonomy & ownership -- create your own path, and own your work * Competitive compensation and equity incentives! * This role offers a base compensation + sales incentive plan * Health & dental benefits Please note this role is on-site in Etobicoke (not hybrid), you must be comfortable working on-site. This is a Full-Time position. Clutch is committed to fostering an inclusive workplace where all individuals have an opportunity to succeed. If you require accommodation at any stage of the interview process, please email talent@clutch.ca [talent@clutch.ca].  

Bubble makes it easier for everyone to build software. From early-stage founders building their very first product, to engineers working on large teams and wanting to build more efficiently, Bubble's drag and drop functionality and visual design language makes building full-stack applications faster and easier than ever before. As the only full-stack, no-code platform on the market with over 2 million users in over 100 countries, Bubble is making software development more accessible and breaking down the barriers to entrepreneurship across the globe.   About the team: Bubble’s Sales team works with our largest customers, which range from startups scaling their business on Bubble, to large enterprises developing complex applications for internal and external use cases. We have a diverse team across Account Executives, Sales Development Representatives, (and soon to be Account Managers!), who are excited to bring the power of Bubble to companies all around the world.   About you: As the first Account Manager at Bubble, you’ll help build the foundation for an exceptional account management function. You’ll build and maintain close relationships with the customers on Bubble’s Dedicated plan, ranging from growing startups to mature companies. You’ll define the playbooks for how we onboard customers, how we manage the contract renewal process, how we drive revenue expansion, and much more.    As an early member of our Sales team, you’ll play a key role in building our team, establishing best practices and figuring out new ways to grow our customer base. Beyond working with our customers, this role will be working closely with cross-functional partners in Product, Marketing, Success and other teams.   This would be a great opportunity for you if: * You’re excited about technology in general and Bubble’s product in particular * You love talking to customers and building relationships * You are curious by nature and constantly seek out opportunities to learn and grow * You’re excited about the opportunity to play a foundational role in building out what Account Management looks like at Bubble   In this role, you’ll: * Establish strong relationships with our biggest and most important customers * Build best-in-class programs and processes to manage and engage with our top customers * Iterate on the contract renewal process to retain and grow customers while mitigating churn or contraction * Drive product adoption and revenue expansion with your accounts * Share customer feedback and insights with Product, Engineering, Marketing, and Sales and collaborate on opportunities to improve customer outcomes * Partner closely with our technical teams to ensure that our customers get the most value out of Bubble   Qualifications: * 5+ years of experience in a customer-facing role, of which at least 2 years as an account manager or similar role * A track record of high achievement in current and previous roles * Excellent analytical and problem-solving skills * A curious mindset and constantly seeking out opportunities to learn and grow * Excellent verbal and written communication skills * Motivation and ability to thrive in a fast-paced environment * A customer-centric mindset to everything you do   If this sounds like you, we’d love to hear from you!    We offer competitive compensation aligned to tier one markets, such as New York City, San Francisco, and Seattle. Our estimated base salary for this role at Bubble ranges from $86,000 to $105,000. In addition to base salary, this role includes variable compensation, with a 70/30 split. On target earnings range from $123,000 to $150,000, though variable compensation is not capped. Actual pay is determined by multiple factors such as skills, qualifications, experience and market demand.   At Bubble, we encourage people from all ages, abilities, and experiences to apply. Bubble does not discriminate on the basis of race, color, ancestry, religion, national origin, sexual orientation, age, citizenship, marital or family status, disability, gender, gender identity or expression, pregnancy or caregiver status, veteran status, or any other legally protected status.   For this role, Bubble is currently only considering candidates who are authorized to work in the US and are within commuting distance of our office in New York City. We will provide relocation assistance to those who are interested in moving to the NYC area.    While we do not have any in-office attendance requirements, we prefer hiring people within commuting distance of our NYC office because we value getting together in person regularly. For those who enjoy working from our Manhattan office on a more regular basis, we offer catered lunches and happy hours, among other fun perks.

Applied Particle Technology: At Applied Particle Technology, we're on a mission to safeguard workers through real-time data analytics. Leveraging cutting-edge wireless and wearable technology, we empower safety managers to protect high-risk workers from hazardous exposures. Our team, led by globally recognized PhDs in Environmental and Chemical Engineering, thrives on tackling complex challenges. We're driven, humble, and unyieldingly resourceful in achieving our goals. We're a rapidly expanding startup, recipients of the NASA Earth Space Air Prize, and supported by leading investors like Techstars and General Catalyst. We offer a dynamic, high-performance, and collaborative work environment where you can grow professionally. The Role: Business Development Representative As a Business Development Representative, you'll play a pivotal role in expanding our footprint in the mining sector, focusing on automated environmental health and safety solutions. We're looking for someone who is highly competitive, possesses a strong work ethic, and excels in relationship-building. Your responsibilities will include: - Identifying and qualifying new sales opportunities through proactive outreach, including cold calls and networking. - Building and maintaining strong relationships with key stakeholders in your assigned territory. - Collaborating with the sales team to drive revenue growth and meet or exceed sales targets. - Keeping potential clients informed about new features, products, and updates. - Coordinating with our customer success team to ensure high levels of customer satisfaction and explore upselling opportunities. Benefits: Medical, dental, and vision insurance. Paid holidays, generous PTO, and meaningful equity. Qualifications: - At least 1 years of experience in sales or business development, preferably in the mining or industrial sector. - Proven ability to meet and exceed sales targets. - Strong analytical skills and attention to detail. - Willingness to visit industrial sites and engage with clients face-to-face. - Familiarity with CRM software is a plus. - Previous experience in a startup environment is advantageous. How to Apply: Please submit your resume along with a brief cover letter explaining why you're the perfect fit for this role and how we'd regret not bringing you on board. We are an equal opportunity employer and are committed to fostering an inclusive and diverse work environment for all employees.