SMB Solutions Engineer, Client Management

Asana

Asana Client Management (ACM) fixes client delivery friction by centralizing briefs, approvals, and file uploads within a branded client portal powered by the Asana Work Graph. We are looking for an Account Executive to sit at the forefront of this product launch, owning the go-to-market motion from day one and building the playbook the broader team inherits. In this role, you will work directly with sales leadership and the product team to bring ACM to market, targeting a warm pool of existing Asana customers and net-new professional services accounts. This is a unique opportunity to build a brand-new motion from the ground up at a company with over 170,000 existing customers. This role is based in our Chicago office with an office-centric hybrid schedule. The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements. WHAT YOU’LL ACHIEVE * Own the full sales cycle for agency and professional services buyers, from prospecting through close. * Build pipeline through outbound to a named book across primary verticals: Advertising & Marketing, Media, Digital Services, Design & Creative, and PR. * Convert inbound PQLs from the self-serve trial population with rapid, context-aware responses referencing specific in-product behavior. * Run multi-threaded outbound to COOs, Heads of Delivery, and Heads of Client Services using tailored, signal-based outreach. * Work a mix of existing Asana customers expanding into ACM and net-new accounts displacing competitors in fast-paced deal cycles. * Partner with the solutions engineer in your pod for technical demos, platform configuration, and multi-stakeholder deals. * Feed discovery learnings back to the product and go-to-market teams to help shape how ACM is positioned at scale. * Document what works and build the playbook the broader SMB team runs on. ABOUT YOU * Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making. * 2+ years of quota-carrying SaaS sales with consistent performance in the €5K–€25K ACV range. * Understanding of AI LLMs and GPTs, and ability to articulate their business applications. * Experience selling to COOs, operations leaders, or delivery heads at professional services firms who care deeply about margin and capacity. * Strong discovery instincts with the ability to map out how work moves from a client request into production. * Able to explain why AI operating on a client-portal trigger layer is structurally different from operator-initiated tools. * Proven ability to run multi-threaded deals across two to three personas at the same account. * Proficiency with Salesforce, Outreach (or equivalent), and Sales Navigator. Preferred: Experience with incubation or early-stage go-to-market, familiarity with the agency technology landscape (PSA tools, project management, etc.), and a background in competitive displacement.   WHAT WE’LL OFFER Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit. For this role, the On-Target Earnings (OTE) range is $148,000 - $158,000. The total OTE includes a base salary range of $74,000 - $78,000 and performance-based sales incentive pay (based on the terms of the Sales Incentive Plan). These ranges are a guideline; actual base salary and OTE may vary based on various factors, including market and individual qualifications objectively assessed during the interview process, and the ranges for this role may be modified. In addition, your compensation package may include additional components such as equity and benefits. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role. We strive to provide equitable and competitive benefits packages that support our employees worldwide and include: * Mental health, wellness & fitness benefits * Career coaching & support * Inclusive family building benefits * Long-term savings or retirement plans * In-office culinary options to cater to your dietary preferences These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role. #LI-Hybrid   About us Asana is a leading platform for human + AI collaboration. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named to Fortune's Best Workplaces for 7+ years and recognized by Fast Company, Forbes, and Gartner for excellence in workplace culture and innovation. We offer an exceptional office-centric culture while adopting the best elements of hybrid models to ensure that every one of our global team members can work together effortlessly. With 13+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong. Join Asana’s Talent Network to stay up to date on job opportunities and life at Asana.

Asana

Asana Client Management (ACM) fixes client delivery friction by centralizing briefs, approvals, and file uploads within a branded client portal powered by the Asana Work Graph. We are looking for an Account Executive to sit at the forefront of this product launch, owning the go-to-market motion from day one and building the playbook the broader team inherits. In this role, you will work directly with sales leadership and the product team to bring ACM to market, targeting a warm pool of existing Asana customers and net-new professional services accounts. This is a unique opportunity to build a brand-new motion from the ground up at a company with over 170,000 existing customers. This role is based in our Dublin office with an office-centric hybrid schedule. The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements. WHAT YOU’LL ACHIEVE * Own the full sales cycle for agency and professional services buyers, from prospecting through close. * Build pipeline through outbound to a named book across primary verticals: Advertising & Marketing, Media, Digital Services, Design & Creative, and PR. * Convert inbound PQLs from the self-serve trial population with rapid, context-aware responses referencing specific in-product behavior. * Run multi-threaded outbound to COOs, Heads of Delivery, and Heads of Client Services using tailored, signal-based outreach. * Work a mix of existing Asana customers expanding into ACM and net-new accounts displacing competitors in fast-paced deal cycles. * Partner with the solutions engineer in your pod for technical demos, platform configuration, and multi-stakeholder deals. * Feed discovery learnings back to the product and go-to-market teams to help shape how ACM is positioned at scale. * Document what works and build the playbook the broader SMB team runs on. ABOUT YOU * Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making. * 2+ years of quota-carrying SaaS sales with consistent performance in the €5K–€25K ACV range. * Understanding of AI LLMs and GPTs, and ability to articulate their business applications. * Experience selling to COOs, operations leaders, or delivery heads at professional services firms who care deeply about margin and capacity. * Strong discovery instincts with the ability to map out how work moves from a client request into production. * Able to explain why AI operating on a client-portal trigger layer is structurally different from operator-initiated tools. * Proven ability to run multi-threaded deals across two to three personas at the same account. * Proficiency with Salesforce, Outreach (or equivalent), and Sales Navigator. Preferred: Experience with incubation or early-stage go-to-market, familiarity with the agency technology landscape (PSA tools, project management, etc.), and a background in competitive displacement.   WHAT WE’LL OFFER Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit. For this role, the On-Target Earnings (OTE) range is €109,000 - €115,000. The total OTE includes a base salary range of €59,950 - €63,250 and performance-based sales incentive pay (based on the terms of the Sales Incentive Plan). These ranges are a guideline; actual base salary and OTE may vary based on various factors, including market and individual qualifications objectively assessed during the interview process, and the ranges for this role may be modified. In addition, your compensation package may include additional components such as equity and benefits. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role. We strive to provide equitable and competitive benefits packages that support our employees worldwide and include: * Mental health, wellness & fitness benefits * Career coaching & support * Inclusive family building benefits * Long-term savings or retirement plans * In-office culinary options to cater to your dietary preferences These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role. #LI-Hybrid About us Asana is a leading platform for human + AI collaboration. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named to Fortune's Best Workplaces for 7+ years and recognized by Fast Company, Forbes, and Gartner for excellence in workplace culture and innovation. We offer an exceptional office-centric culture while adopting the best elements of hybrid models to ensure that every one of our global team members can work together effortlessly. With 13+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong. Join Asana’s Talent Network to stay up to date on job opportunities and life at Asana.

Cloudflare

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.  At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations: Lisbon, Portugal  ABOUT THE ROLE Cloudflare is a system spanning the globe, on a mission to make the internet safer and more powerful everyday. To help fulfill this mission, we are seeking a talented REACT Analyst / Consultant to join us in growing our Cloudforce One REACT organization. In this role, you will be instrumental in building a proactive and threat intelligence-driven approach to protecting Cloudflare and its customers from sophisticated and evolving threat actors. As a REACT Consultant, you will respond to customer security incidents across on-premises, cloud, and hybrid environments. This position requires an innovative, self-starting, and detail-oriented problem solver with a passion for analyzing, tracking, and triaging malicious activity. You will engage with customers at all levels—including Executive, VP, Director, and engineering levels—serving an integral role alongside forensic analysts, threat researchers, detection engineers, and malware analysts to detect, isolate, and mitigate threats. KEY RESPONSIBILITIES 1. INCIDENT RESPONSE & ACTIVE EDGE MITIGATION * Active Edge Mitigation: Execute immediate defensive maneuvers at the Cloudflare edge to protect customer availability. This includes deploying custom WAF rules, implementing L3/L4 DDoS shunning, and performing real-time traffic filtering to neutralize attacks before they reach the customer's origin. * Support Full IR Lifecycle Management: Support and execute the end-to-end incident response process for clients (investigation, containment, remediation, and recovery). Review technical deliverables and coordinate sessions with customer stakeholders to ensure high-quality service and resolution. * Incident Remediation: Build a strong understanding of targeted attacks to create and execute customized tactical and strategic remediation plans for compromised organizations. 2. DIRECT CUSTOMER CONTAINMENT & THREAT ISOLATION * Ransomware & BEC: Identify and isolate infected hosts, revoke compromised sessions/identities, and stop data exfiltration within the customer's infrastructure. * Insider Threats & Nation-State Attacks: Track unauthorized lateral movement, identify sophisticated persistent backdoors, correlate threat actor activity across the environment, and execute containment to preserve evidence while neutralizing the adversary. 3. FORENSICS, ENGINEERING & AI ANALYSIS * Forensic Evidence & Chain of Custody: Conduct initial evidence preservation (logs, volatile memory, disk images) within customer environments according to forensic standards to support legal, regulatory, or insurance requirements. * Crisis Solution Development: Create and enhance client-facing Crisis & Incident Response solutions based on industry standards (ISO 27001, NIST, CIS). Advance customer cyber readiness by identifying opportunities for process optimization in monitoring, detection, and response. * AI-Leveraged Analysis: Utilize AI-powered security platforms to synthesize massive telemetry sets, automate log summarization, and accelerate the identification of emerging threat patterns during active customer engagements. * Technical Documentation & Reporting: Prepare high-fidelity incident reports, forensic findings, and client communications. Maintain rigorous standards for clarity and accuracy to ensure customer executives and engineers understand both the threat and the resolution. DESIRABLE SKILLS, KNOWLEDGE, AND EXPERIENCE * Education: Bachelor's degree in Computer Science, Information Systems, Cybersecurity, a related technical field, or equivalent training/practical experience. * Experience: 3+ years of overall experience in cybersecurity, including 2+ years of dedicated Incident Response / Digital Forensics experience, and 1+ years in a customer-facing role. * OS & Cloud Environments: In-depth understanding of Windows operating systems and general knowledge of Unix, Linux, and Mac environments. Familiarity with cloud environments (AWS, Azure, O365, Google Cloud, Cloudflare) and cloud IR methodologies. * Network Forensic Analysis: Strong technical knowledge of common network protocols and design patterns (TCP/IP, HTTPS, FTP, SFTP, SSH, RDP, CIFS/SMB, NFS). Experience with network analysis tools like Bro/Zeek or Suricata, and analyzing associated network logs. * Industry Standards: Solid understanding of MITRE ATT&CK and NIST Cyber Security Frameworks. * Communications: Excellent verbal and written communication skills with a proven ability to establish relationships and clearly explain tasks, guidance, and complex technical findings to executive and technical clients. BONUS POINTS * Proficient in Python or Golang, capable of writing modular code or simple scripts that can be installed on a remote system. * Proficient with Yara and writing rules to detect similar malware samples. * Understanding of source code, hex, binary, regular expressions, data correlation, and analysis (such as network flow and system logs). * Practical malware analysis experience with static, dynamic, and automated techniques, including the ability to reverse engineer various file formats and analyze complex samples. * Reverse engineering experience with APT malware with an understanding of common infection vectors, infrastructure enumeration, malware attribution, and current evasion tactics. * Familiarity with bash command-line executables to conduct static analysis and investigate Indicators of Compromise (IOCs). COMPENSATION ● For Portugal based hires: Estimated annual salary is between €54,000 - €75,000. * The final offer will be inclusive of time exemption, in alignment with the applicable law and collective bargaining agreements. EQUITY This role is eligible to participate in Cloudflare’s equity plan.     What Makes Cloudflare Special? We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.