Senior Manager, GTM Sales Engineer & AI solutions

Toast

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy. Organic growth is critical to sustainable business success - and it is being actively redefined every day. We are building the team to address and meet that redefinition by investing in sustainable growth levers outside of paid media. This role will combine the art of experimentation with the science of optimization - building the next generation of organic growth loops that expand reach, authority, conversion, and impact.  We’re looking for an Organic Growth Hacker to uncover, test, and scale unproven, creative strategies that drive non-paid growth across web, lifecycle, social, and emerging discovery channels. This role is ideal for someone who thrives at the intersection of data, strategy, and execution - constantly experimenting to find what works and operationalizing those insights for scale. This role is responsible for driving organic MQLs from our small and medium business segment, directly contributing to our primary goal of growing our core market. The ideal candidate is resourceful, data-driven, and fluent in modern organic growth tactics - including usage of AI GTM tooling. They thrive in finding ways to bring a sense of measurement and structure to ambiguity. They use data to spot opportunities early, build experiments around them, and turn learnings into repeatable growth loops that compound over time. They are strong “general athletes” that over index on analysis and experimentation vs any one area of functional expertise.   A day in the life (Responsibilities): * Identify & Test Growth Levers: Design and run experiments to unlock organic acquisition and engagement opportunities across web, lifecycle, social, and product surfaces. Examples could include: 1) Defining our prospect lifecycle strategy (email and SMS) for our free tooling roadmap 2) Working with MOPs to enrich our prospect database and build personalized messaging at scale via AI 3) Partner with web on our on-site conversational experiences 4) Drive experimentation roadmap for content download forms/lead acquisition 5) Identify emerging channels or communities for Toast to begin off-site distribution experimentation * Collaborate Across Teams: Partner with MOPs, web, content, SEO, brand, and analytics teams to translate insights into actionable growth strategies. * Leverage Data to Drive Action: Analyze performance data, user behavior, and search trends to prioritize high-impact opportunities. * Build Scalable AI -powered Growth Systems: Turn one-off wins into repeatable playbooks that enrich customer and prospect data, surface high-intent opportunities, and enable personalized engagement at scale. * Stay Ahead of Trends: Constantly explore new channels, algorithms, and formats — from AI search to niche social communities — to keep our growth engine ahead of the curve.   What you'll need to thrive (Requirements): * 10+ years of experience in Growth, demand generation or digital marketing, with a track record of measurable impact * Familiarity with CRM/lifecycle channels (email, SMS, in-product messaging) * Experience working with AI workflows and automation tools (i.e. Clay), analytics platforms, and A/B testing methodologies. * Deep understanding of how AI, content, data, and technology intersect to drive discovery and conversion. * Creative problem-solving mindset — thrives on testing, iterating, and scaling what works. * Strong cross-functional collaboration and communication skills. * Curiosity about the evolving digital landscape — including LLM-driven search, social algorithms, and content discovery innovation.   AI at Toast At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. Our Total Rewards Philosophy We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits. The base salary range for this role is listed below. The starting salary will be determined based on skills, experience, and geographic location. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions if eligible), equity, and benefits. You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy. Zone A $142,000—$227,000 USD Zone B $123,000—$197,000 USD Zone C $111,000—$178,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. To learn more: https://careers.toasttab.com/ai-in-hiring Our Approach to Hybrid Working We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Moniepoint

WHO WE ARE: Moniepoint Inc. is Africa’s all-in-one financial ecosystem, helping 10 million businesses and individuals access seamless payments, banking, credit, and business management tools since 2019. As Nigeria’s largest merchant acquirer, it powers most of the country’s Point of Sale (POS) transactions. Through its subsidiaries, Moniepoint Inc. processes $22 billion monthly for its customers while operating profitably. Curious about what makes Moniepoint an incredible place to work? Check out posts on how we cultivate a culture of innovation, teamwork, and growth. ABOUT THE ROLE: We are hiring for a dedicated Google Acquisition function to drive scalable customer growth across both our personal and business banking products. This Senior Manager will own the end-to-end Google performance channel — from campaign architecture and technical infrastructure to economic modelling and channel governance. This is not an execution role dressed up as a leadership role. We need someone who thinks in systems, works from first principles, and has the depth to make credible judgements on strategy, technology, and economics simultaneously. RESPONSIBILITIES * Campaign Architecture & Execution * Design and own the full Google channel strategy across UAC / App Campaigns, Performance Max, and Search for both personal and business banking acquisition * Build and maintain campaign structures optimised for Moniepoint's dual-product funnel — separating signals, audiences, and bidding logic appropriately across segments * Set bidding strategies, budget allocation frameworks, and creative testing cycles that reduce dependence on any single signal or format * Own campaign performance end-to-end: from brief to launch to optimisation to reporting * Tracking, Attribution & Technical Infrastructure * Architect and own the full measurement stack: Firebase / GA4 event taxonomy, Google Tag Manager configuration, and server-side event pipelines * Lead the implementation and ongoing integrity of Conversion APIs and enhanced conversions to maximise signal quality sent back to Google * Define the attribution model — evaluate last-click, data-driven, and custom models against Moniepoint's funnel reality, and own the decision with clear reasoning * Partner with engineering and data teams to ensure event data flowing to Google is accurate, complete, and timely — treating signal quality as a competitive asset * Build audit protocols for tracking coverage and attribution consistency; surface gaps before they distort decisions * LTV/CAC Economics * Own the economic model for Google acquisition: define CAC targets by product, segment, and channel variant; set the inputs, assumptions, and review cadence * Understand the LTV/CAC relationship at a structural level — not just as a ratio to optimise, but as a function of product retention, monetisation curves, and cohort behaviour * Build and iterate on payback period models that account for Moniepoint's emerging market context: irregular income patterns, higher churn risk, and longer monetisation timelines * Design bidding and budget logic that reflects true LTV signals rather than proxy metrics, working closely with data science to enrich Google's Smart Bidding with offline conversion data * Proactively identify when CAC is drifting against LTV thresholds and lead the diagnosis — channel mix, audience quality, creative fatigue, product-market fit — before it becomes a financial problem * Governance & Reporting * Build a channel reporting system that surfaces reality clearly — not dashboards that flatter performance, but views that drive better decisions * Establish review cadences with clear owners, metrics, and follow-through mechanisms * Translate channel performance into business language for senior stakeholders: what is the cost of growth, is it sustainable, and what would change the trajectory * Emerging Market & Fintech Context * Adapt Google acquisition strategy for the realities of emerging market users: variable device penetration, low-bandwidth environments, trust barriers to financial services, and diverse * language/literacy contexts * Navigate platform constraints specific to fintech advertising on Google: financial services policies, verification requirements, and creative compliance * Bring genuine insight into what acquisition patterns distinguish sustainable fintech growth from subsidised growth in markets like Nigeria TO SUCCEED IN THIS ROLE, YOU SHOULD HAVE: * 6+ years of hands-on paid acquisition experience, with the majority of that time spent on Google UAC / App Campaigns at meaningful scale * Deep, demonstrable technical knowledge of Google's campaign infrastructure: bidding algorithms, audience signals, creative specs, and the mechanics of Smart Bidding * Proven ability to architect and own the full measurement stack — Firebase, GA4, GTM, Conversion APIs — not just configure it but understand why each component matters * Fluency in LTV/CAC modelling: you have built the models, owned the assumptions, and used them to make real budgeting and bidding decisions * Experience operating in a fintech or financial services context, with direct knowledge of the acquisition compliance and trust dynamics unique to financial products * Strongly Preferred * Experience running Google acquisition in Sub-Saharan Africa or comparable emerging markets — Nigeria specifically is a significant advantage * Familiarity with server-side conversion APIs, offline conversion imports, and enhanced conversions as mechanisms for improving signal quality in cookieless or app-first environments * Experience working with data science or analytics teams to build custom bidding signals and offline LTV imports into Google's systems * Prior work on dual-product or dual-segment acquisition (e.g., consumer and SME / business) with separate funnel logic WHAT SUCCESS LOOKS LIKE In the first 90 days * Full audit of existing Google campaign structure, tracking integrity, and attribution model completed — with a written assessment and prioritised improvement plan * Measurement stack gaps identified and remediation underway with engineering * LTV/CAC baseline model built with documented assumptions, reviewed with Growth and Finance * First governance cadence established — weekly performance review with clear owner, metrics, and follow-through log In the first year * Google channel operating as a reliable, scalable growth engine with predictable CAC across both personal and business banking segments * Signal quality measurably improved — higher match rates, cleaner conversion data, reduced reliance on last-click proxies * Attribution model validated against actual cohort data and actively used in budget allocation decisions * Playbook documented: campaign architecture, bidding logic, audience strategy, and economic model all institutionalised — not living in one person's head * A team (or foundations for one) built with clear ownership, development paths, and no single point of failure What to expect in the hiring process * A preliminary phone call with the recruiter  * A technical interview with the hiring manager * A Case Study * A behavioural and technical interview with a member of the Executive team * All interview stages are virtual

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 * Remote US About the Role The Global GTM Strategy, Planning and Operations team at Cloudflare supports our high-growth Sales organization through scalable, AI supported GTM planning and operations. We focus on thoughtful planning of sales capacity, segmentation, territory carving, quota setting, and compensation design while ensuring clear rules of engagement for our Sales Team. Our goal is to establish a cohesive, consistent process framework that can support high growth, enable the Company's strategy, and accelerate Cloudflare's leadership in the developer and AI-native business segments. As the Senior Principal, Sales Compensation Design & Strategy, you will design and manage Cloudflare's Sales Compensation Plans across all customer facing teams including Sales, Technical Sales, Partner Sales, and Customer Success & Experience, to ensure they are motivating, aligned with Cloudflare's strategy, and industry leading. This is a high visibility role with significant executive engagement, including leading C-level discussions with our CRO, CFO, CPO, and COO, and serving as the design authority on the Executive Compensation Steering Committee. You will architect new compensation metrics that reflect how Cloudflare monetizes a developer first, AI supportive business - including consumption, adoption, and platform attach - and ensure roles, territories, and quotas align with compensation plans to achieve our GTM objectives. You will establish a governance framework for efficient compensation planning and partner closely with the Compensation Administration and Operations Teams to ensure effective implementation and accurate payouts. A strong understanding of SaaS bookings, monetization approaches, and consumption and adoption models is essential. The scope of executive influence, the architectural work required to support our developer/AI business model, and the AI-native transformation of the compensation design function make this seat fundamental to our GTM execution strategy.  Responsibilities Executive Leadership & Design Authority * Lead the Sales Compensation Design Process with the Executive Steering Committee, including CRO, CFO, and CPO level stakeholders. * Drive C-level discussions on compensation philosophy, pay-for-performance outcomes, and strategic trade-offs; develop recommendation decks and own the narrative through approval. * Architect new metrics that align seller incentives with Cloudflare's developer platform and AI product strategy (e.g., Workers consumption, AI Gateway adoption, platform attach, multi-product penetration). * Create a 3-year roadmap for the Sales Compensation Design function. AI-Native Compensation Design * Build the AI Compensation Design Framework and Application - an internal capability that uses AI to accelerate plan modeling, scenario simulation, payout forecasting, and what-if analysis across thousands of sellers and territories. * Leverage AI to design high-quality SPIFFs and incentive structures, including generating candidate designs, simulating seller behavior, and stress-testing against historical data before launch. * Track ROI of comp plans, SPIFFs, and incentive programs using AI-driven analytics - moving from lagging reporting to predictive measurement of plan effectiveness, seller behavior change, and revenue lift. * Develop AI-powered pay-for-performance reporting that surfaces insights for executives, managers, and sellers in real time, replacing static quarterly reviews with continuous intelligence. Cross-Functional Execution * Collaborate with GTM Strategy, Operations, Finance, HR, IT, and Product to ensure effective deployment of compensation plans and GTM strategy. * Lead compensation enablement and change management for the global Sales team, including AI-assisted communications, FAQ generation, and plan-acceptance workflows. * Design SPIFFs and incentive strategies that balance long-term strategic bets with short-term revenue goals. * Partner with the Compensation Administration and Operations Teams to ensure design intent translates into accurate, auditable payouts. Required Experience & Skills * 15+ years of experience in Sales Compensation Design in a fast-paced tech company or as a management consultant. * Demonstrated fluency with AI tools and AI-augmented workflows - whether through prior comp design work, analytics, or strategic projects. Comfort building or directing the build of AI-powered internal applications is strongly preferred. * Strong analytical skills, including the ability to architect new metrics for emerging business models (consumption, AI monetization). * Exceptional presentation and communication skills, with proven experience presenting to and influencing C-level executives. * Proven experience driving Executive Steering Committee meetings and owning the decision narrative end-to-end. * Experience leading cross-functional initiatives to completion across Finance, HR, IT, Product, and GTM. * Detail-oriented with a strategic mindset. * Bachelor's degree required. Bonus Points The ideal candidate combines a strong background in sales strategy and compensation design with genuine curiosity about applying AI to transform the function. Candidates will have exceptional stakeholder management skills, executive presence, and the confidence to manage evolving strategies in a high-growth company.  Compensation Compensation may be adjusted depending on work location. ● For New York City and Washington based hires: Estimated annual salary of $220,000 - $303,000 ● For Colorado based hires: Estimated annual salary of $200,000 - $275,000 ● For San Francisco Bay Area based hires: Estimated annual salary of $230,000 - $317,000 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.