Senior Manager, Revenue Enablement, Enterprise, Americas Job at Airwallex (San Francisco)

Senior Director, Global Partner Sales

At JFrog, we don't just secure and accelerate software - we empower our partners...

Location

Spain , Madrid

Salary:

Not provided

JFrog

Expiration Date

Until further notice

Requirements

15+ years of B2B sales and/or channel leadership experience from high-growth technology/SaaS companies
6+ years of verifiable success managing, mentoring, and scaling a partner team across multiple territories within Americas and Europe
Proven ability to build a channel sales engine specifically geared toward driving new customer acquisition and expanding market presence, not just managing renewals
A self-starter with proven success as a senior sales leader who can operate effectively in a fast-paced, high-energy environment
Direct experience selling into or managing partners selling into the Enterprise market with complex, subscription-based software solutions (DevOps, Cloud, Security highly preferred)
Demonstrated ability to create a high-performance, metrics-focused sales culture that inspires creativity and overachievement
Must be technically proficient enough to understand the DevSecOps/Cloud Native value proposition and effectively communicate it to a partner audience
Residency in the Madrid area is required

Job Responsibility

Develop and drive the comprehensive Global Channel Sales Strategy, focused heavily on generating new logo revenue, achieving aggressive sales targets, and expanding JFrog's market share through the partner network
drive execution across the world with the Partner Account Managers and the selected partners in each region to meet the NNARR targets
Build, manage, and mentor a high-performance team of Partner Account Managers
Foster a culture of excellence, accountability, and metric-driven execution focused on partner-sourced new business
Establish methodologies and best practices to ensure channel partners are effectively sourcing, co-selling, and closing new enterprise customer deals across key AMER and EMEA territories
Identify, recruit, and onboard strategic new partners (VARs, SIs, Distributors) to fill geographic and expertise gaps, ensuring comprehensive coverage and pipeline generation capability
Cultivate and deepen key executive relationships with our most strategic channel partners, driving joint go-to-market plans and aligning top-to-top on revenue goals
Maintain rigorous governance, operational consistency, and alignment with the JFrog Direct Sales team
Oversee enablement and certification programs to ensure partners are technically proficient in selling and delivering the JFrog platform
Conduct regular, data-driven business reviews (QBRs) with internal leadership and key partners, ensuring high predictability in pipeline and channel revenue forecasting

New

Revenue Enablement Manager, Americas

At JFrog, we're reinventing DevOps to help the world's greatest companies innova...

Location

United States , Atlanta

Salary:

170000.00 - 195000.00 USD / Year

JFrog

Expiration Date

Until further notice

Requirements

10+ years of experience in Sales Enablement, Sales Management, or Productivity, with a proven track record of developing elite enterprise talent
Expertise in Methodology: Deep, hands-on experience deploying the Challenger Sale and MEDDICC frameworks at scale in a SaaS environment
AI Tool Proficiency: Experience leveraging AI-driven enablement tech (e.g., Gong, MindTickle, Highspot, or Second Nature) to automate and enhance coaching
Strategic Influence: Exceptional executive presence with the ability to influence senior leadership and lead large-scale change management initiatives
Analytical Prowess: A data-centric mindset with the ability to translate enablement activities into clear ROI, pipeline growth, and performance metrics
Educational Excellence: Proven ability to produce and host high-energy educational events and "Field Academies" for a global, technical audience

Job Responsibility

Scale Sales Excellence: Architect and lead a high-impact Enablement Center of Excellence that drives measurable increases in win rates and sales velocity across the Americas
Cultivate Strategic Partnerships: Act as a trusted advisor to Sales VPs and SVPs, aligning enablement initiatives directly with regional revenue goals to ensure total organizational buy-in
Drive Behavioral Change: Design and facilitate immersive, scenario-based workshops that transform "knowledge" into "skill," specifically focusing on storytelling, negotiation, and executive presence
Modernize Coaching: Implement and lead the adoption of AI-powered conversational platforms and coaching tools to provide personalized, scalable development for every seller
Standardize Global Frameworks: Operationalize the Challenger Sale and MEDDICC methodologies across the field, ensuring a unified and elite language of sales qualification and customer engagement
Optimize GTM Readiness: Collaborate with Product and Marketing to translate complex technical roadmaps into high-value sales assets that empower the field to dominate the DevOps market

What we offer

Equity package of restricted stock units (RSU)
Employee Stock Purchase Plan
Medical
Dental
Vision
Retirement
Wellness

Fulltime

Account Manager Lead - North America - Enterprise

As the Enterprise Account Manager Lead, you'll lead a team of experienced Accoun...

Location

United States , San Francisco

Salary:

Not provided

ElevenLabs

Expiration Date

Until further notice

Requirements

8+ years of experience in Account Management or Customer Success or post-sales roles within SaaS, with meaningful focus on Enterprise accounts.
Proven track record of owning and exceeding revenue targets, with a clear commercial instinct and expansion mindset.
3+ years of direct people leadership experience managing senior AMs/CSMs, driving team quota, and developing talent through coaching and enablement.
Deep AI fluency: you use AI tools in your own daily workflow, understand what AI agents and automation can do, and are ready to lead a team through a meaningful shift in how work is designed and executed.
Strong player-coach mindset: comfortable managing key accounts directly while leading others to excel in their own portfolios.
Demonstrated success in achieving or exceeding renewal, expansion, and NRR goals through effective customer engagement and strategic account management.
Expertise in post-sales methodologies and best practices (e.g. success planning, adoption frameworks, ROI storytelling, executive alignment).
Strategic operational thinking: able to make sound decisions around playbook design, segment structure, and cross-sell motion as the business continues to scale.
Strong analytical and operational skills: adept at using data to identify performance trends, optimise workflows, and forecast outcomes.
Bonus: Hands-on with tools (ElevenLabs, Salesforce, Gong, Sigma) and capable of improving data quality, visibility, and usage insights across the team.

Job Responsibility

Lead, coach, and develop a high-performing Enterprise CS team, owning team quota performance, customer retention, and expansion goals.
Act as a player-coach: directly manage priority accounts, join key customer conversations, and model best-in-class success practices.
Drive revenue outcomes as a core mandate - building a team culture where cross-sells and account growth are owned with the same rigor as any quota-carrying sales function.
Lead by example in complex post-sales and renewal cycles, unblocking issues, driving adoption, and identifying expansion opportunities.
Set strategic direction for the team, including how we segment and structure the Enterprise post-sales playbook as the business scales, and ElevenAgents as the agent of choice across the Enterprise portfolio.
Design and implement repeatable playbooks for renewals, upsells, and adoption
embed AI agents and automation into workflows by default to scale team impact.
Champion AI fluency across the team: set expectations, build capability, and create an environment where every team member is actively experimenting with and adopting AI-powered approaches to their work.
Build and maintain executive-level relationships across priority accounts, serving as a strategic advisor and customer advocate in internal and external forums.
Represent the voice of the customer in leadership discussions, influencing roadmap, operations, and revenue strategies.

What we offer

Innovative culture
Growth paths
Learning & development (annual discretionary stipend)
Social travel (annual discretionary stipend to meet up with colleagues)
Annual company offsite
Co-working (monthly co-working stipend if not located near a main hub)

Fulltime

Senior Director, Global Partner Sales

At JFrog, we don't just secure and accelerate software - we empower our partners...

Location

France , Paris

Salary:

Not provided

JFrog

Expiration Date

Until further notice

Requirements

15+ years of B2B sales and/or channel leadership experience from high-growth technology/SaaS companies
6+ years of verifiable success managing, mentoring, and scaling a partner team across multiple territories within Americas and Europe
Proven ability to build a channel sales engine specifically geared toward driving new customer acquisition and expanding market presence, not just managing renewals
A self-starter with proven success as a senior sales leader who can operate effectively in a fast-paced, high-energy environment
Direct experience selling into or managing partners selling into the Enterprise market with complex, subscription-based software solutions (DevOps, Cloud, Security highly preferred)
Demonstrated ability to create a high-performance, metrics-focused sales culture that inspires creativity and overachievement
Must be technically proficient enough to understand the DevSecOps/Cloud Native value proposition and effectively communicate it to a partner audience

Job Responsibility

Channel Sales Strategy & Execution: Develop and drive the comprehensive Global Channel Sales Strategy, focused heavily on generating new logo revenue, achieving aggressive sales targets, and expanding JFrog's market share through the partner network
Channel Sales Operations, drive execution across the world with the Partner Account Managers and the selected partners in each region to meet the NNARR targets
Team Leadership & Scaling: Build, manage, and mentor a high-performance team of Partner Account Managers. Foster a culture of excellence, accountability, and metric-driven execution focused on partner-sourced new business
New Logo Activation: Establish methodologies and best practices to ensure channel partners are effectively sourcing, co-selling, and closing new enterprise customer deals across key AMER and EMEA territories
Ecosystem Development: Identify, recruit, and onboard strategic new partners (VARs, SIs, Distributors) to fill geographic and expertise gaps, ensuring comprehensive coverage and pipeline generation capability
Strategic Alliance Engagement: Cultivate and deepen key executive relationships with our most strategic channel partners, driving joint go-to-market plans and aligning top-to-top on revenue goals
Governance & Enablement: Maintain rigorous governance, operational consistency, and alignment with the JFrog Direct Sales team. Oversee enablement and certification programs to ensure partners are technically proficient in selling and delivering the JFrog platform
Operational Command: Conduct regular, data-driven business reviews (QBRs) with internal leadership and key partners, ensuring high predictability in pipeline and channel revenue forecasting

Americas Head of Subsidiary Coverage (Inbound), ICB Americas

Join Relationship Management, to build and maintain relationships with customers...

Location

United States , New York

Salary:

215000.00 - 300000.00 USD / Year

Barclays

Expiration Date

Until further notice

Requirements

Management of client relationships to identify the clients financial goals, challenges, and risk tolerance
Research and understanding of the client's industry trends, regulatory landscape, and competitive environment
Design of customised solutions that address the client's specific needs and objectives
Communication of the value proposition of proposed solutions, justification of recommendations, and negotiation of terms
Provision of guidance to clients to support their financial decisions
Assessment of financial, legal, and operational risks associated with client relationships
Documentation of all client interactions, transactions, and agreements
Monitoring of client satisfaction, revenue generated, and other relevant metrics
To manage a business function, providing significant input to function wide strategic initiatives
Manage the direction of a large team or sub-function, leading other people managers

Job Responsibility

Establish and nurture profitable partnerships with both corporate and individual clients
Be the bridge between the bank's offerings and clients' needs, ensuring mutual benefit and long-term success

What we offer

Wellness center equipped with modern amenities, including fitness centres
Health center providing a range of services, including primary and urgent care, wellness exams, health coaching, and vaccinations
Office features a variety of sophisticated dining options, including a colleague restaurant and a private executive dining room
Structured approach to hybrid working

Fulltime

Global Deal Team EMEA Lead

The Global Deal Team EMEA Region Lead is a senior lawyer responsible for leading...

Location

United Kingdom , London

Salary:

Not provided

Microsoft Corporation

Expiration Date

Until further notice

Requirements

Juris Doctor (JD) or equivalent law degree
active bar membership (or ability to become licensed) in any jurisdiction
Extensive legal experience, including significant experience leading or influencing complex commercial transactions in a technology and/or enterprise sales environment, ideally across multiple jurisdictions
Demonstrated people leadership and talent development experience, with the ability to build high-performing, inclusive teams
Deep experience supporting enterprise sales and complex, high-value customer negotiations, including the ability to balance customer experience, business priorities, and legal risk in a cross-cultural environment

Job Responsibility

Regional Leadership & People Management: Lead, inspire, and develop a high-performing EMEA regional team of legal professionals supporting complex enterprise transactions
Cultivate a culture of collaboration, inclusion, accountability, and continuous improvement across multiple countries, cultures, and time zones
Translate Global Deal Team priorities into an EMEA regional strategy and operating plan aligned to enterprise sales priorities, operational execution requirements, and EMEA-specific market drivers
Own operating cadence for the EMEA regional team (intake, prioritization, escalation, and executive communications) and deliver on agreed service levels, quality, and customer experience outcomes
Drive change by simplifying processes, clarifying decision rights, and adopting scalable approaches that improve speed and consistency across EMEA while respecting local legal requirements and contracting practices
Coach and develop talent, including building succession plans and strengthening negotiation, drafting, and issue-spotting capability across the EMEA deal support ecosystem
Partner with Global Deal Team regional leads to create cross-region development and follow-the-sun opportunities
Complex Commercial Transactions & Negotiation Leadership: Lead and directly support high-value, complex enterprise negotiations across EMEA, advising senior business executives and driving practical, risk-informed outcomes in a multi-jurisdiction environment
Develop and implement regional negotiation strategies and scalable solutions for recurring issues
Coach and mentor lawyers and business partners on negotiation tactics, drafting approaches, and risk analysis

Fulltime

Senior Partner Manager

We're looking for a Senior Partner Manager to own some of our largest Focus part...

Location

United States

Salary:

157500.00 - 247925.00 USD / Year

The Muse

Expiration Date

Until further notice

Requirements

8+ years of experience in partner management, channel sales, or alliance management within enterprise software or SaaS
Proven track record of meeting or exceeding partner-attributed revenue targets (NNACV, sourced pipeline, contributed revenue)
Experience owning large, complex partner relationships end-to-end from joint business planning through pipeline generation and deal execution
Strong co-sell and co-delivery experience, with the ability to structure and govern joint value propositions across sales and services motions
Executive presence and ability to plan and lead QBRs and strategic planning sessions with C-level partner stakeholders
Experience working cross-functionally with sales, solutions, marketing, and operations teams to deliver integrated partner go-to-market plans
Comfort with data-driven operating cadence pipeline forecasting in Salesforce, business planning, and performance reporting
Excellent communication skills, both written and verbal, with the ability to build business cases and influence internal and external stakeholders

Job Responsibility

own some of our largest Focus partners in the Americas
accelerating what's already working deepening executive relationships, expanding solution-based co-selling, and driving measurable revenue growth
operate as the single point of ownership for your named partners, orchestrating engagement across Partner Sales, Partner Solutions, Direct Sales, and Marketing to deliver against ambitious targets
own the full lifecycle of your named Focus partner relationships from strategic planning through revenue delivery
developing and executing value-based BASICC partner plans
driving sourced pipeline through target account mapping, Development Fund utilization, and joint go-to-market campaigns
promoting differentiated partner solutions and enable Direct Sales to create pipeline and close deals faster
meeting or exceeding Named Partner Teamed NNACV, Sourced Pipeline, Contributed NNACV, and Sourced NNACV targets
coordinating across Partner Sales Managers, Partner Solutions Architects, Partner Marketing, and Field Operations
collaborating with Partner Solutions to build and promote differentiated solution practices

What we offer

Health Insurance
Dental Insurance
Vision Insurance
Life Insurance
Short-Term Disability
Long-Term Disability
FSA
HSA With Employer Contribution
Fitness Subsidies
Mental Health Benefits

Fulltime

Senior Partner Manager, AWS

We are looking for a Senior Partner Manager, AWS to join our Partnerships team. ...

Location

United States , San Francisco; New York; Austin

Salary:

216000.00 - 270000.00 USD / Year

Vercel

Expiration Date

Until further notice

Requirements

5+ years of senior partner sales, alliances, or channel leadership experience within SaaS or cloud infrastructure
Proven success co-selling with hyperscale cloud providers, particularly AWS, with deep understanding of their field organization and GTM motions
Track record leading account mapping sessions, territory planning, and executive business reviews in complex enterprise environments
Strong technical acumen, with the ability to understand and articulate Vercel’s platform capabilities, web technologies, and digital transformation solutions
Exceptional ability to navigate matrixed organizations, influence multiple stakeholders, and drive consensus at the executive level
Data-driven and metrics-oriented, translating co-sell activities into tangible revenue outcomes
Thrive in fast-paced, high-growth environments with evolving priorities
Collaborative team leader who fosters cross-functional success and contributes to strategic decision-making.

Job Responsibility

Own and execute the North America co-sell strategy with AWS, generating high-value pipeline and accelerating revenue growth
Embed deeply with AWS field teams to develop joint account plans, territory strategies, and coordinated deal execution alongside Vercel Account Executives
Identify, qualify, and advance high-impact co-sell opportunities leveraging AWS programs including ISV Accelerate, AWS Marketplace, and other funding initiatives
Lead strategic account mapping sessions, executive business reviews, and regular cadence meetings to ensure alignment and progression of opportunities
Manage and optimize pipeline within the AWS ACE (APN Customer Engagement) portal, ensuring co-sell eligibility and seamless coordination with AWS sellers
Build and activate strategic relationships across the broader AWS Partner Network (including ISVs, GSIs, and consulting partners) to design and execute triangulated go-to-market plays with AWS, driving multi-partner pipeline creation and accelerating enterprise deal cycles
Translate Vercel’s technical and business value into AWS-aligned engagement plays, driving repeatable, scalable co-sell motions
Enable AWS sellers, Partner Development Managers (PDMs), and Partner Solution Architects (PSAs) with technical positioning, customer use cases, and messaging tailored for complex enterprise scenarios
Lead joint field marketing and go-to-market initiatives at flagship events such as AWS re:Invent and regional AWS Summits, fostering executive engagement and accelerating pipeline
Own measurable co-sell sourced and influenced pipeline, ensuring predictable revenue impact from AWS engagements

What we offer

Competitive compensation package, including equity
Inclusive Healthcare Package
Learn and Grow - we provide mentorship and send you to events that help you build your network and skills
Flexible Time Off
We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed.

Fulltime

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Senior Manager, Revenue Enablement, Enterprise, Americas

Job Description

Job Responsibility

Requirements

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What we offer

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