Deal Operations Strategist

Deployment Strategist - North America

ElevenLabs

ABOUT ELEVENLABS ElevenLabs is an AI research and product company transforming how we interact with technology. We launched in January 2023 with the first human-like AI voice model. Today, we serve millions of users and thousands of businesses - from fast-growing startups to large enterprises like Deutsche Telekom and Meta. Our investors are some of the world's most prominent, including Andreessen Horowitz, ICONIQ Growth and Sequoia. We've raised $781M in funding and our last valuation was $11B - multiples of 11, always. We have expanded from voice into three main platforms: * ElevenAgents enables businesses to deliver seamless and intelligent customer experiences, with the integrations, testing, monitoring, and reliability necessary to deploy voice and chat agents at scale. * ElevenCreative empowers creators and marketers to generate and edit speech, music, image, and video across 70+ languages. * ElevenAPI gives developers access to our leading AI audio foundational models. Everything we do is the result of the creativity and commitment of our team - builders doing the best work of their lives. We are researchers, engineers, and operators. IOI medalists and ex-founders. If you want to work hard and create lasting positive impact, we want to hear from you. HOW WE WORK * High-velocity: Rapid experimentation, lean autonomous teams, and minimal bureaucracy. * Impact not job titles: We don’t have job titles. Instead, it’s about the impact you have. No task is above or beneath you. * AI first: We use AI to move faster with higher-quality results. We do this across the whole company—from engineering to growth to operations. * Excellence everywhere: Everything we do should match the quality of our AI models. * Global team: We prioritize your talent, not your location. WHAT WE OFFER * Innovative culture: You’ll be part of a generational opportunity to define the trajectory of AI, surrounded by a team pushing the boundaries of what’s possible. * Growth paths: Joining ElevenLabs means joining a dynamic team with countless opportunities to drive impact - beyond your immediate role and responsibilities. * Learning & development: ElevenLabs proactively supports professional development through an annual discretionary stipend. * Social travel: We also provide an annual discretionary stipend to meet up with colleagues each year, however you choose. * Annual company offsite: Each year, we bring the entire team together in a new location - past offsites have included Croatia and Italy. * Co-working: If you’re not located near one of our main hubs, we offer a monthly co-working stipend. ABOUT THE ROLE As a Deployment Strategist, you'll work as part of a driven and creative team of Forward Deployed Engineers, Go to Market professionals, Product Engineers and other Strategists to deploy ElevenAgents, our enterprise AI platform, against the challenging problems our customers face. Your mission is to synthesize disconnected streams of thought into a cohesive understanding of what the most important problem is, what the existing workflows are, what the product needs, what users are motivated by, and where the impact could be.   No two days are the same, but as a Deployment Strategist you can expect to: * Meet with strategic customers to deeply understand their AI transformation goals and locate their biggest pain points, particularly around customer-facing and operational workflows powered by AI agents. * Own flagship deals end-to-end — from identifying the right use case to structuring commercial terms (including outcome-based pricing, license fees, and implementation arrangements) and driving them to close. * Embed yourself deeply inside strategic customers: act as a trusted partner with a provisioned account, spend meaningful time onsite, and own delivery outcomes as if you were part of their team. * Identify high-impact use cases through close engagement with customer problems and workflows, and collaborate with Forward Deployed Software Engineers to bring them to life. * Guide customers on best practices for deploying our products (e.g. ElevenAgents); including agent design, agent orchestration, production readiness to maximize adoption and impact. * Scope out potential applications in new industries and expand our AI solutions across different sectors globally. * Present the results of our work and proposals for future work to audiences ranging from technical teams to C-suite executives. * Collaborate with our Research teams to feed field insights back into ElevenLabs' platform and models, helping shape the roadmap. * Build and deliver compelling demos of ElevenAgents and our broader AI technology to new and existing customers. * Collaborate daily with customers' engineering and executive teams to ensure agents reach production and deliver measurable business outcomes.   Requirements * 3+ years of experience working with customers in a technical capacity. Direct enterprise customer experience is preferred. * Experience in product development, delivery, and change management * Commercial instinct: comfort engaging in deal conversations, structuring value propositions, and navigating enterprise sales cycles alongside GTM partners. * Basic proficiency in Python and familiarity with API integration, sufficient to prototype, demo, and communicate credibly with engineering teams. * Excellent communication and problem-solving skills; particularly the ability to simplify complex technical concepts and structure clear logic in pursuit of optimal solutions. * A proven track record of taking ownership of complex, ambiguous projects and delivering results. * Adaptability to work across different customer environments, industries, and technical use cases. * Technical aptitude and familiarity with common LLM, tooling and AI agent frameworks. * Ability to creatively map enterprise use cases and workflows to AI systems   LOCATION This role is remote and can be executed globally. If you prefer, you can work from our offices in Bangalore, Dublin, London, New York, San Francisco, Tokyo, and Warsaw. #LI-Remote

Director of Business Operations & Legal

Omni

ABOUT OMNI Omni is the AI analytics platform that turns company data into a trusted source of truth for AI. Built on a semantic model, Omni gives enterprises a governed context graph for analytics and AI. Teams use Omni to ask questions in plain English, refine answers in workbooks, and bring trusted data into tools like Claude, ChatGPT, Cursor, and Slack. Based in San Francisco, CA, Omni has raised $217M from the world’s top investors, including ICONIQ, Theory Ventures, First Round Capital, Redpoint Ventures, and GV. Its latest $120M Series C valued the company at $1.5B. ABOUT THE ROLE We're looking for a Director of Business Operations & Legal to build the systems that keep Omni moving — closing deals faster, scaling our go-to-market motion, and solving the operational problems that come with rapid growth. You'll design the playbooks, workflows, and AI-driven tooling that let our revenue team self-serve on standard terms and close deals without a bottleneck. With the contracting process running smoothly, you'll take on higher-leverage work across the business: the deal economics behind our contracts, security and compliance certifications, international expansion, and financing and M&A transactions. You'll approach these as business problems first, with the legal fluency to navigate them cleanly. You'll report to the VP of Finance and partner closely with Sales, Finance, IT, Channel Partnerships, Professional Services, and outside counsel. This is a remote-first role; candidates near our San Francisco office are welcome to work hybrid. KEY RESPONSIBILITIES * Build the contracting machine. Design scalable, AI-enabled processes across the full commercial lifecycle — customer, vendor, partner, reseller, NDA, DPA, and employment agreements — that move deals quickly while keeping risk well-calibrated on the terms that matter most. * Own the commercial mechanics. Partner with Finance and Sales on pricing, discounting, usage-based and AI billing, over-provisioning, true-up, deal desk, and approval workflows — the terms that drive revenue and margin. * Operationalize the rulebook. Build the playbooks, fallback positions, and escalation criteria that let AEs and RSDs resolve standard redlines themselves. You're a process engineer, not a drafter — your job is to make the right answer the easy one. * Drive security and compliance. Work with the CTO and IT to enact the certifications and policies that unlock enterprise and public-sector deals, including SOC 2, ISO 27001, and FedRAMP. * Push AI to the front line. You seek out the newest tools, test them, and build with them. Continuously improve AI-assisted review, redlining, and risk-flagging to compress cycle times. * Be a strategic thought partner. Serve as an internal partner on financing and M&A transactions — diligence, deal structure, and document review — working alongside outside counsel, supporting entry into new markets, and managing counsel for leverage and cost. ABOUT YOU * A builder and problem solver. You think in revenue, margin, and velocity. Handed ambiguous, cross-functional problems, you figure them out. * Systems-minded. You're not satisfied closing one deal cleanly; you build the process so the next 50 close without you. * AI-native and hungry for it. You actively seek out and build with the latest AI tools and get real leverage from them, energized by pushing the frontier rather than waiting to be handed a workflow. * Commercially sharp. You understand the tradeoffs in a negotiation — risk, speed, relationship — and optimize for the right outcome, not the most conservative position. * Experienced. 7+ years across business operations, deal desk, legal operations, or contract management with meaningful commercial responsibility. B2B SaaS and startup or high-growth experience required. NICE TO HAVE * A strong grasp of deal economics — pricing, packaging, discounting, and revenue mechanics. * A JD or equivalent legal training, with sharp instincts across commercial, corporate, and compliance matters. * Experience with security certifications (SOC 2, ISO 27001, FedRAMP) * Exposure to financing or M&A transactions WHY JOIN US * Passionate, close-knit team with extensive experience in the space, including founders from Looker and Stitch Data * Health, dental, and vision insurance * 401(k) Plan * Flexible PTO Omni is an equal opportunity employer. We value diversity and encourage you to apply even if you don’t check every single box. Please, let us know if you need any reasonable accommodations during the interview proces

Principal, Strategic Finance, Community Support

Airbnb

Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe. Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way. The Difference You Will Make: We're looking for a thoughtful, analytically rigorous, and strategically minded finance professional to partner with our Community Support leadership team. This role sits at the intersection of strategy, product, and operations: evaluating the impact of what we build, shaping the Airbnb customer experience, and connecting Community Support initiatives to Airbnb's broader company priorities. You'll be a trusted advisor to leadership and a key voice in cross-functional conversations across Product, Engineering, Finance, and Operations, working on some of the most consequential technology and investment decisions at Airbnb. A Typical Day:  * Build frameworks to measure ROI and cost-effectiveness of technology deployed within Customer Support, surfacing where investments are working and where spend should be reallocated * Develop financial analyses evaluating AI initiatives, differentiated Customer Support models, unit economics, customer retention, and contribution margin * Provide financial analysis and deal support for negotiations with operations partners to secure optimal pricing and contract terms * Ensure Customer Support proactively and efficiently supports new business initiatives such as Hotels on Airbnb, Experiences, and other partnerships * Monitor Customer Support industry trends and emerging technologies, including AI in customer service, to identify risks and opportunities * Own core financial planning for CS, including forecast accuracy, the annual planning process, and long range planning Your Expertise: * 9+ years in strategic finance, investment banking, or management consulting, ideally with meaningful exposure to customer support or operations at enterprise scale * Resilient under pressure, with a track record of prioritizing and delivering in fast-paced, ambiguous environments * Executive presence and exceptional communication skills; proven ability to translate operational concepts into clear financial insights and influence senior stakeholders * Superb financial modeling skills; comfortable building frameworks from scratch, stress-testing assumptions, and sizing complex opportunities with incomplete data * Familiarity with SQL or willingness to learn; able to independently extract, manipulate, and analyze large datasets and develop strategic narratives for an executive audience Preferred Qualifications * Experience at a scaled marketplace, platform, or technology company with a global CS operation * Familiarity with data visualization software * Familiarity with customer support economics Your Location: This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed to with your manager. While the position is Remote Eligible, you must live in a state where Airbnb, Inc. has a registered entity. Click here for the up-to-date list of excluded states. This list is continuously evolving, so please check back with us if the state you live in is on the exclusion list  If your position is employed by another Airbnb entity, your recruiter will inform you what states you are eligible to work from. Our Commitment To Inclusion & Belonging: Airbnb is committed to working with the broadest talent pool possible. We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply. We strive to also provide a disability inclusive application and interview process. If you are a candidate with a disability and require reasonable accommodation in order to submit an application, please contact us at: reasonableaccommodations@airbnb.com. Please include your full name, the role you’re applying for and the accommodation necessary to assist you with the recruiting process.  We ask that you only reach out to us if you are a candidate whose disability prevents you from being able to complete our online application. How We'll Take Care of You: Our job titles may span more than one career level. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range is subject to change and may be modified in the future. This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits.   Pay Range $168,000—$206,000 USD