Sales Director - Site Partnerships

Okta

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. Get to know Okta Okta is The World’s Identity Company. We free everyone to safely use any technology, anywhere, on any device or app. Our flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core of business security and growth. At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences. Join our team! We’re building a world where Identity belongs to you.   The Enterprise Account Executive Opportunity Reporting to the LATAM Area Sales Director, Enterprise Sales, Okta’s Enterprise Account Executive manages the sales processes for enterprise customers (more than 2000 employees) located in Brazil. The right candidate for the position will enjoy closing new logos while simultaneously managing and expanding a book of install base customers. Our AE’s organize and conduct sales presentations, site visits and product demonstrations to prospects and represent Okta in a consistent, effective and professional manner to best develop and win new clients.       What you’ll be doing  * You will establish a vision and plan to guide your long-term approach to net new logo pipeline generation in LATAM. You will consistently deliver ARR revenue targets to support YOY growth – dedication to the number and to deadlines. * Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings. * Land, adopt, expand, and deepen sales opportunities with Enterprise accounts in your Region. * Explore the full spectrum of relationships and business possibilities across the client’s entire org chart. * Become known as a thought-leader in Okta’s platform. * Expand relationships and orchestrate complex deals across more diverse business stake-holders. * Embrace to Okta’s #1 core value to always love our customers. * Holistically embrace, access, and utilize the channel/alliances to identify and open new, uncharted opportunities. * Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions. * Position Okta at both the functional and “business value” level with target stakeholders. * Champion Okta to prospective clients at sales presentations, site visits, and product demonstrations * Build effective working partnerships with your Okta colleagues (channel partners, sales engineering, business value management, customer first, and many more globally) with humility and enthusiasm   What you’ll bring to the role * You will have 7+ years of a consistent track record of employment with direct field sales experience developing net new logos and selling enterprise cloud software to enterprise companies (2000+ employee count) within LATAM. * You have previous experience utilizing partners, channels, and alliances to sell more successfully and overachieve your quota. * You have sold a similar complex solution software and have experience in any of the following: enterprise cloud software or infrastructure management, application development and management, security, business applications, and/or analytics. * You have a measurable track record in new business development and over-achieving sales targets. * Experience in selling complex enterprise software solutions and ability to adapt in high-growth, fast-growing, and changing environments and can adapt quickly. * Experience in successfully selling during the market creation phase. * Proven track record of successfully closing six-figure software cloud deals with prospects and customers in the defined territory. * Experience in the “C” suite, strong executive presence and polish, and excellent listening skills. * Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDPIC and Challenger methodologies is a plus. * Bachelor's degree; MBA a plus or equivalent experience. * Must be fluent in Portuguese, Spanish is preferred * Must be willing to travel 20-30% * Please note this role is not eligible for sponsorship #LI-Remote         Conheça a Okta A Okta é a empresa líder mundial em identidade. Nós libertamos todos para usar qualquer tecnologia com segurança, em qualquer lugar, em qualquer dispositivo ou aplicativo. Nossos produtos flexíveis e neutros, a Plataforma Okta e a Plataforma Auth0, fornecem acesso seguro, autenticação e automação, colocando a identidade no centro da segurança e do crescimento dos negócios. Na Okta, valorizamos a diversidade de perspectivas e experiências. Não buscamos alguém que preencha todos os requisitos — buscamos pessoas que aprendem continuamente e que possam nos aprimorar com suas experiências únicas. Junte-se à nossa equipe! Estamos construindo um mundo onde a identidade pertence a você. A oportunidade para Executivo de Contas Corporativas Reportando-se ao Diretor de Vendas Corporativas da América Latina, o Executivo de Contas Corporativas da Okta gerencia os processos de vendas para clientes corporativos (mais de 2.000 funcionários) localizados no Brasil. O candidato ideal para a posição terá prazer em fechar novos negócios, enquanto gerencia e expande simultaneamente sua carteira de clientes já existentes. Nossos Executivos de Contas organizam e conduzem apresentações de vendas, visitas a instalações e demonstrações de produtos para clientes potenciais, representando a Okta de maneira consistente, eficaz e profissional para melhor desenvolver e conquistar novos clientes.   O que você fará Você estabelecerá uma visão e um plano para orientar sua abordagem de longo prazo para a geração de novos clientes na América Latina. Você atingirá consistentemente as metas de receita anual recorrente (ARR) para sustentar o crescimento ano a ano – dedicação aos números e aos prazos. Desenvolverá e executará estratégias e táticas de vendas para gerar oportunidades de negócios, impulsionar vendas e garantir contratos recorrentes e previsíveis. Conquistará, adotará, expandirá e aprofundará oportunidades de vendas com contas corporativas em sua região. Explorará todo o espectro de relacionamentos e possibilidades de negócios em toda a estrutura organizacional do cliente. Tornará-se uma referência na plataforma Okta. Explorará relacionamentos e orquestrará negociações complexas com stakeholders de negócios mais diversos. Acolherá o principal valor da Okta: sempre amar nossos clientes. Abraçará, acessará e utilizará o canal/alianças de forma holística para identificar e abrir novas oportunidades inexploradas. Trabalhará em equipe para o uso e a alocação mais eficientes dos recursos. Fornecerá feedback oportuno e perspicaz para outras funções corporativas. Posicione a Okta tanto no nível funcional quanto no de "valor comercial" junto às partes interessadas. Promova a Okta para clientes em potencial em apresentações de vendas, visitas a instalações e demonstrações de produtos. Construa parcerias de trabalho eficazes com seus colegas da Okta (parceiros de canal, engenharia de vendas, gestão de valor comercial, foco no cliente e muitos outros globalmente) com humildade e entusiasmo.   O que você trará para a função Você terá mais de 7 anos de experiência comprovada em vendas diretas em campo, desenvolvendo novos clientes e vendendo software empresarial em nuvem para empresas (com mais de 2.000 funcionários) na América Latina. Você tem experiência anterior na utilização de parceiros, canais e alianças para aumentar o sucesso nas vendas e superar suas metas. Você já vendeu um software de solução complexa similar e tem experiência em pelo menos uma das seguintes áreas: software empresarial em nuvem ou gerenciamento de infraestrutura, desenvolvimento e gerenciamento de aplicativos, segurança, aplicativos de negócios e/ou análise de dados. Você tem um histórico comprovado de desenvolvimento de novos negócios e superação de metas de vendas. Experiência na venda de soluções complexas de software empresarial e capacidade de adaptação a ambientes de alto crescimento, expansão rápida e mudanças constantes. Experiência em vendas bem-sucedidas durante a fase de criação de mercado. Histórico comprovado de fechamento de negócios de software em nuvem na casa dos seis dígitos com clientes potenciais e atuais no território definido. Experiência em contato com executivos de alto nível (C-suite), forte presença e elegância na comunicação, e excelentes habilidades de escuta. Experiência com vendas para contas-alvo, vendas de soluções e/ou técnicas de vendas consultivas; conhecimento das metodologias MEDDPIC e Challenger é um diferencial. Bacharelado; MBA é um diferencial ou experiência equivalente. É necessário ter fluência em português; espanhol é preferencial. É necessário ter disponibilidade para viajar de 20% a 30% do tempo. Observe que esta vaga não oferece patrocínio de visto.   The Okta Experience * Supporting Your Well-Being  * Driving Social Impact  * Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.

Axelera AI

About Us Axelera AI is not your regular deep-tech startup. We are creating the next-generation AI platform to support anyone who wants to help advancing humanity and improve the world around us. In just four years, we have raised a total of $370 million and have built a world-class team of 220+ employees (including 49+ PhDs with more than 40,000 citations), both remotely from 18 different countries and with offices in Belgium, France, Switzerland, Italy, the UK, headquartered at the High Tech Campus in Eindhoven, Netherlands. We have also launched our Metis™ AI Platform, which achieves a 3-5x increase in efficiency and performance, and have visibility into a strong business pipeline exceeding $100 million. Our unwavering commitment to innovation has firmly established us as a global industry pioneer. Are you up for the challenge? Position Overview You'll own Silicon Product Engineering and our Bristol validation lab end-to-end — from tapeout through NPI to volume production — and lead the teams that get us there. The NPI Engineering Manager and Lab Manager report to you; you report to the executive team and partner closely with Design, Sales, and our external manufacturing ecosystem. This is a director-level leadership role. It needs someone with the technical depth to make sound ATE, NPI and OSAT calls and earn senior engineers' respect, plus the commercial judgement to own budgets, headcount, and the day-to-day running of two technical departments as we scale across concurrent chip programs. Key responsibilities: Product engineering & strategy * The product engineering roadmap across all silicon programs, from tapeout planning to high-volume manufacturing * ATE strategy and major NPI decisions: build-vs-buy, test-coverage trade-offs, OSAT selection * Tapeout-to-production timelines — surfacing risk early and coordinating resolution across design, validation, and partners * Product qualification strategy for datacentre and automotive markets * NPI governance: phase gates, cross-functional reviews, executive reporting External partners * Strategic relationships with OSATs, ATE vendors, foundries, and test houses — selection, negotiation, production readiness * Test program transfer, ramp, and ongoing yield improvement with OSAT and foundry partners Bristol lab * Evolving the validation lab into a scalable, well-run operation; owning its budget, standards, and safety * Through the Lab Manager, overseeing silicon bring-up, characterization, and production test development * Ensuring validation capability (power, JTAG/scan, signal integrity, thermal) keeps pace with the roadmap Team * Building, leading, and mentoring a multidisciplinary team of test engineers, validation engineers, and lab technicians * Recruiting and retaining senior talent in a competitive market * Translating executive strategy into clear direction, and representing both functions to the exec team, board, and key customers What we are looking for: * A background spanning product, test, assembly, and qualification of complex SoCs — ideally including hands-on lab time and exposure to startup or high-growth environments * Deep command of ATE platforms and test program development, from early silicon to volume * Strong grasp of reliability physics and qualification methodology, including automotive and datacentre standards * Working knowledge of DFT, silicon debug/FA workflows, and test/manufacturing economics * A proven track record leading and scaling technical teams in fast-moving semiconductor environments * Senior-level OSAT/foundry/test-house management, including commercial negotiation * Director-level department ownership: budgets, headcount, resourcing * Strong executive communication — able to take complex technical topics to a board-level audience * Comfort building process and infrastructure from scratch, and making high-impact calls with incomplete information Nice to have: automotive (AEC-Q100) or datacentre qualification experience; prior time in AI hardware or a high-growth deep-tech startup. Success in the first 12 months * Next chip program brought up and qualified on schedule * Current products transitioned into qualified, cost-effective production * A clear, executive-aligned test and product engineering strategy across all active programs * A better-structured, better-equipped, better-controlled Bristol lab * Key OSAT and foundry partnerships strengthened and formalised Location * Our Bristol (UK) office in an on-site / hybrid capacity. What we offer  This is your chance to shape and be part of a dynamic, fast-growing, international organisation. We offer an attractive compensation package, including a pension plan, extensive employee insurances and the option to get company shares.    An open culture that supports creativity and continual innovation is awaiting you. Collaborative ownership and freedom with responsibility is characteristic for the way we act and work as a team.  At Axelera AI, we wholeheartedly embrace equal opportunity and hold diversity in the highest regard. Our steadfast commitment is to cultivate a warm and inclusive environment that empowers and celebrates every member of our team. We welcome applicants from all backgrounds to join us in shaping the future of AI.

CarbonChain

PARTNERSHIP DIRECTOR London, UK ABOUT US The world’s most pressing problem requires the world’s best talent to fix it, and here at CarbonChain we’re bringing together a superstar team to tackle decarbonization head on. We’re lean, scrappy and determined to make a massive impact by helping the world’s biggest emitters measure their full emissions and enact plans to reduce them. At CarbonChain we see the climate challenge as a transformative opportunity for the global economy, and a rewarding career opportunity for those willing to take on the challenge in a rapidly growing market. OUR PEOPLE CarbonChain’s people are passionate about solving huge challenges, are driven by personal and mutual success, and take extreme ownership for their individual part of getting us to world-changing results. We live and breathe our values every day, and pride ourselves on creating a positive, inclusive and world-class environment for our talent to develop. We’ve got MBAs and PhDs, and experience leading huge initiatives and teams at some of the world’s best companies and scale-ups, but we know that there’s a lot we don’t know, and we’re hoping you can help fill that gap. ABOUT THE ROLE We are seeking our first-ever Partnership Director to build and scale CarbonChain’s partner ecosystem. This is a high-impact, entrepreneurial role at the forefront of our go-to-market motion, reporting directly to the Head of Sales and working closely with co-founders, Marketing, and Product. Your mission: establish, grow, and manage strategic partnerships that generate 7+ figures of pipeline annually, with a particular focus on * Big 4 consultancies and global SIs like Accenture as a primary goal, and * Select boutique consultancies and sustainability-focused service providers as a secondary goal. You’ll bring a track record of creating, structuring, and growing partnerships from scratch — including the messy, hands-on work of opening doors, aligning value propositions, and securing executive buy-in. This is a role for a builder: someone equally comfortable in the boardroom with global executives and in the trenches working hand-in-hand with boutique SI founders. KEY RESPONSIBILITIES * Partnership Strategy & Execution: Design and execute CarbonChain’s partnership strategy, starting with a focus on consultancies and global SIs, scaling to a broader partner ecosystem over time. * Origination & Deal-Making: Initiate and negotiate partnership agreements that unlock pipeline and revenue - you’ll be directly responsible for generating partner-sourced pipeline. * Executive Engagement: Build strong relationships with senior leaders at partner organizations, ensuring CarbonChain is positioned as a priority partner. Partner Enablement: Work cross-functionally to ensure our partners are equipped to market, sell, and deliver CarbonChain’s solutions effectively. * Pipeline & Revenue Ownership: Set and achieve partnership-driven pipeline targets * Market Intelligence: Act as the voice of the partner ecosystem internally, sharing insights on market trends, customer needs, and competitive positioning. * Team Building: Over time, build and lead a high-performing partnerships team as the function scales. WHAT WE’RE LOOKING FOR * Proven experience building strategic partnerships from scratch with Big 4 firms and/or global SIs like Accenture, with a demonstrable impact on revenue generation. * Experience partnering with boutique consultancies or sustainability-focused service firms. * A hands-on, “get it done” attitude - you’re not afraid to open doors, pick up the phone, or personally drive deals forward. * Track record of managing partner-sourced pipeline of $1M+ annually. * Exceptional relationship-building skills, with the executive presence to engage C-level stakeholders. * Deep understanding of enterprise sales motions and partner economics. * Strong Bias for Action - thrives in ambiguity, moves fast, and adapts quickly. * Strong organizational and prioritization skills - you know how to juggle short-term wins and long-term strategic bets. * Excellent communication skills, both written and verbal. * Experience in B2B SaaS * Nice to have: Experience in Sustainability Tech and/or German language skills WHAT WE CAN OFFER YOU * Competitive base salary and uncapped commission plan. * 28 days of annual leave. * £500 home office setup allowance. * £2,000 annual learning & development budget. * Weekly team lunches in our London office. * Subsidized gym classes, on-site gym access, and cycle-to-work scheme. * Generous parental leave policy. * Private healthcare. * A chance to join a category-defining climate tech company at a critical growth stage. JOIN US If you think your skills and experience match what we’re looking for and you’d like to join the next Climate Tech industry unicorn, please get in touch! Apply by sending your CV to adam@carbonchain.com. CarbonChain values diversity and inclusion and welcomes applications from candidates with diverse backgrounds.  If you think your skills and experience match what we’re looking for and you’d like to join the next Climate Tech industry unicorn, please get in touch! You can find out more about interviewing at CarbonChain at https://www.carbonchain.com/careers/interview-process.