Solution Sales Manager - Observability & AI Operations (w/m/d)

Über Octonomy.ai Wir bei octonomy sind kein typisches KI-Startup: Wir haben Großes vor – und sind dabei bereits über die klassische Early-Stage-Phase hinausgewachsen. Unsere Mission ist klar: Wir transformieren Unternehmen mit der intelligentesten digitalen Workforce, sodass sie mit uns als Partner eine neue Ära des Wachstums entfalten. Mit unserer KI können nun auch Unternehmen mit erklärungsbedürftigen Produkten und Services Geschäftsprozesse in höchster Qualität optimieren – zuverlässig, sicher und frei von Halluzinationen. Namhafte Kund:innen vertrauen uns bereits, und unser Wachstum nimmt stetig Fahrt auf. Jetzt suchen wir dich: Als (Senior) Account Executive (m/w/d) übernimmst du die Verantwortung für die Gewinnung von Neukund:innen und den Ausbau von Bestandskund:innen auf dem DACH Markt. Konkret heißt das: * Gewinne neue Kund:innen im Bereich Mid-Market bis Enterprise auf dem DACH Markt * Baue Bestandskund:innen aus, die nach erfolgreichem Start octonomy weiter im Unternehmen ausrollen möchten * Arbeite eng mit Kolleg:innen aus dem Bereich Sales Development (1:1 Ratio), Marketing, Solution Engineering und Customer Success zusammen * Werde zum Berater für die KI Reise deiner Kund:innen und positioniere octonomy nicht nur als Lösung sondern auch als optimalen Partner * Entwickle die Vertriebsstrategie mit uns weiter und bringe eigene Ideen ein Dein Profil:  * 3+ Jahre Erfahrung als Account Executive mit starkem Fokus auf New Business * Sehr gute Discovery Skills und die Fähigkeit Herausforderungen beim Interessenten in einen Business Case zu entwickeln * Gutes Stakeholder Management und Erfahrung mit komplexeren Buying Centern * Gutes IT Verständnis und Erfahrung, im Zusammenspiel mit einem SE, technische Anforderungen zu verstehen und Lösungsansätze dafür zu entwickeln * Teamplayer mit Interesse in einem frühen Unternehmensstadium auch kreative Wege zum Erfolg zu finden Wir suchen keine perfekten Lebensläufe, sondern Menschen, die mitdenken, mitbauen und mitlernen wollen.   Wenn du gestalten willst, Verantwortung übernimmst und lieber anpackst als abwartest, passt du perfekt zu uns. Was dich erwartet: * Ein Produkt, das für unsere Zielgruppe qualitativ auf einem komplett anderen Level spielt als die bekannten Standard KI Lösungen und Tools * Ein Startup, das auf viele Jahre KI Beratung zurückblicken und entsprechende Expertise und Vertrauen in die Sales Gespräche einbringen kann * Hohe Zielerreichung / Übererreichung im Team, sodass das OTE keine schöne Zahl auf dem Papier bleibt * Alle Möglichkeiten mit dem Unternehmen in seniorere Rollen und / oder Leadership zu wachsen * Möglichkeit im Büro in Köln, hybrid oder remote zu arbeiten * Transparenz & Vertrauen Let’s build the future of work – together. Seriously.  Bei octonomy erwartet dich ein Umfeld, das Qualität schätzt, Kreativität fördert und echte, messbare Resultate liefert. Wenn du Lust hast, KI praxisnah in den Business-Alltag zu bringen und mit uns gemeinsam zu wachsen, freuen wir uns darauf, dich kennenzulernen.  Schreib uns formlos oder mit allem Drum und Dran – Hauptsache, du hast Lust, mitzugestalten.  octonomy.ai | We grow output. Not headcount.

We're transforming the grocery industry At Instacart, we invite the world to share love through food because we believe everyone should have access to the food they love and more time to enjoy it together. Where others see a simple need for grocery delivery, we see exciting complexity and endless opportunity to serve the varied needs of our community. We work to deliver an essential service that customers rely on to get their groceries and household goods, while also offering safe and flexible earnings opportunities to Instacart Personal Shoppers. Instacart has become a lifeline for millions of people, and we’re building the team to help push our shopping cart forward. If you’re ready to do the best work of your life, come join our table. Instacart is a Flex First team There’s no one-size fits all approach to how we do our best work. Our employees have the flexibility to choose where they do their best work—whether it’s from home, an office, or your favorite coffee shop—while staying connected and building community through regular in-person events. Learn more about our flexible approach to where we work. OVERVIEW Instacart’s Shopper Activation & Engagement team owns the complete shopper lifecycle—from activation and onboarding through engagement, earnings, quality and ratings, recognition, retention, and safety. Our mission is to help millions of shoppers get started, succeed, and thrive on our marketplace while ensuring compliance and operational excellence. We’re looking for a Staff Software Engineer to serve as the Activation Domain Tech Lead. In this role, you’ll define the technical strategy and architecture for critical shopper activation surfaces such as onboarding funnel optimization, waitlist management, supply levers, and compliance systems. You’ll partner closely with Product, Design, Data Science, Operations, Legal, Trust & Safety, and key onboarding vendors to deliver fast, safe, and scalable solutions. This is a high-impact role where your work directly influences shopper supply, marketplace efficiency, and our ability to scale sustainably while maintaining quality and regulatory standards. If you thrive in fast-moving, highly cross-functional environments and enjoy rolling up your sleeves to solve complex problems at scale, you’ll feel right at home here. We go far together, communicate with candor, and prioritize solutions where everyone can win. ABOUT THE JOB * Define and drive the end-to-end technical strategy and architecture for the activation domain, enabling rapid, safe delivery as the roadmap scales to support millions of shoppers. * Lead product strategy in partnership with Product and Design across onboarding funnel optimization, waitlist management, incentives, and supply levers; set clear OKRs, instrumentation, and experimentation plans. * Own delivery of business-critical compliance and vendor initiatives (e.g., background checks, identity/eligibility workflows), building auditable, privacy-first systems with strong observability and SLAs. * Run large, cross-functional programs across multiple engineering and business teams; translate ambiguous requirements into crisp technical plans, manage risk and dependencies, and unblock execution. * Mentor and develop engineers through design reviews, high-quality code practices, and clear technical standards; raise the technical bar and cultivate the next generation of technical leaders. * Continuously improve reliability, performance, and cost efficiency of services; establish and enforce SLOs, drive incident learnings, and champion secure-by-default, AI-augmented development workflows. ABOUT YOU MINIMUM QUALIFICATIONS * 10+ years of software engineering experience building and operating large-scale distributed systems, high-traffic services, or mobile backends. * 3+ years owning end-to-end architecture and technical strategy for a domain or product area, from design through production operations. * Proven track record leading cross-functional initiatives across 3+ teams and delivering under hard deadlines in ambiguous problem spaces. * Proficiency in one or more backend languages (e.g., Go, Java, Python) and with modern cloud infrastructure (e.g., AWS or GCP) and data stores (e.g., Postgres, DynamoDB, Redis). * Hands-on experience building AI tooling or agentic automation and integrating AI into developer workflows or product features. * Experience designing compliant systems involving identity, eligibility, certifications, or similarly sensitive workflows, with privacy and security best practices. * Demonstrated mentorship and team development experience, including leveling up engineers through design guidance and rigorous code reviews. * Bachelor’s degree in Computer Science, Engineering, or a related field, or equivalent practical experience. PREFERRED QUALIFICATIONS * Experience partnering with Legal/Policy on compliance-related projects and navigating evolving labor or regulatory requirements; familiarity with audit trails and policy engines. * Background in evaluating, integrating, and managing third-party vendors; establishing technical SLAs; and executing zero-downtime migrations and fallback strategies. * Experience with experimentation platforms, analytics, and growth funnels to improve conversion, supply availability, and utilization. * Experience building mobile-first products or collaborating closely with iOS/Android teams on shopper experiences. * Familiarity with trust & safety, fraud/identity, or background screening systems in high-scale marketplaces. * Experience in marketplace, logistics, rideshare, or gig-economy environments. #LI-Remote Instacart provides highly market-competitive compensation and benefits in each location where our employees work. This role is remote and the base pay range for a successful candidate is dependent on their permanent work location. Please review our Flex First remote work policy here. Offers may vary based on many factors, such as candidate experience and skills required for the role. Additionally, this role is eligible for a new hire equity grant as well as annual refresh grants. Please read more about our benefits offerings here. For US based candidates, the base pay ranges for a successful candidate are listed below. CA, NY, CT, NJ $265,000—$279,500 USD WA $254,000—$268,000 USD OR, DE, ME, MA, MD, NH, RI, VT, DC, PA, VA, CO, TX, IL, HI $243,000—$256,500 USD All other states $221,000—$233,000 USD