US Sales Development Team Lead - Agentic AI

Humaans

ABOUT US Humaans is building the next generation of infrastructure for the workplace; software designed for companies that are scaling fast, operating globally, and pushing into new boundaries. What started as a system of record has evolved into a broader platform for operating people globally. With Athena, our agentic AI layer, Humaans moves beyond data management into intelligent orchestration, connecting workflows across HR, IT, Finance, and Operations so organisations can act faster and with greater confidence, redefining how work gets done. We work with ambitious teams across Europe and the US, from AI-native companies like Lovable, Poolside, Fyxer AI, and Tandem Health, to established, high-growth organisations scaling internationally and through acquisition, including Quantexa, Sellpy, Manychat, Gigs, Croud, and Threecolts. These teams don’t buy software for features,they buy leverage. The ability to run faster, cleaner, and with more control as complexity compounds. To date, we’ve raised $20m in venture funding from some of the most respected founders, operators, and funds in technology: Lachy Groom (Physical Intelligence), Stewart Butterfield (Slack), Tobias Lütke (Shopify), Dylan Field (Figma), Jeff Weiner (LinkedIn), Claire Johnson (Stripe), Oliver Jay (OpenAI), Jay Simmons (Bond) as well as Y Combinator, Moonfire, Frontline Ventures, Pathlight Ventures, and Exor. If you have massive ambition and want to work on a hard problem, with a small team that moves fast, at a moment when the category is genuinely up for grabs - this is it. THE ROLE After proving our product and operating model internationally, we're now expanding into the US from San Francisco. This role is about bringing Athena AI Agents there first. As Founding GTM Lead, you will own Athena’s commercial momentum in America. You’ll close our largest and most meaningful US logos, define how Athena is positioned and sold in the enterprise, and set the standard for what “great” looks like as we scale. This is a hands-on role with real ownership. You will run deals end to end, work directly with founders and product, and help shape the future US sales organisation - from messaging and motion to hiring and culture. You won’t be inheriting a playbook. You’ll be writing it. And the decisions you make here will compound for years. WHAT YOU’LL OWN * End-to-end ownership of Athena revenue in the US * Closing early-stage and design-partner deals with HR, Finance, Ops, and Transformation leaders * Defining ICP, segmentation, and positioning for the US market * Creating the first Athena GTM assets: decks, demos, POVs, outbound angles * Acting as the voice of the customer back to Product and Engineering * Establishing the cultural bar for US sales: urgency, clarity, curiosity, and taste * Helping design the future AE motion and hiring profile HOW YOU OPERATE * You have a true hunter mindset, creative in how you open doors, persistent without being reckless, and comfortable hearing “no” repeatedly while refining your approach * You don’t wait for perfect enablement, context, or certainty, you create clarity as you go * You are highly resilient and emotionally steady through rejection and complex sales cycles * You actively leverage AI and data as force multipliers: account research, deal strategy, messaging iteration, follow-ups * You move fast, test hypotheses, and adjust quickly when something isn’t working WHO YOU ARE * 8-10 years of B2B SaaS / Enterprise sales experience, ideally including early-stage or category-creating products * Proven track record closing $100k+ ARR deals with senior executives * Comfortable selling ambiguity and vision before the market fully understands the category * Strong commercial instincts paired with intellectual curiosity * Founder-energy: you think in systems, not just deals * You expect to run something bigger in the future, this role is part of that journey WHY THIS ROLE IS SPECIAL * You’re not inheriting a territory, you’re creating one in a massive greenfield * You’ll shape Athena’s US narrative before the category hardens * Direct access to founders, product, and investors * Clear path toward Revenue Leadership role YOU MAY NOT BE A GREAT FIT IF * You dislike cold outreach. Hunting is a core part of the job, at this stage you'll own your pipeline coverage entirely. * You need strong brand recognition to sell. We're still establishing our US presence and need someone who thrives on evangelism. * You'd rather leave the AI conversation to someone else. Our product is technical and fast-moving, the best reps understand what Athena does and speak to it with conviction. * You need a fully built playbook before you can perform. We're building the US motion and need someone who thrives without structure. * You're not keen on travel. Getting in front of prospects, at their offices, events, and conferences, is a core part of how we win in the US. * You struggle with a GMT role covering international hours. Async communication, time zone discipline, and high self-management are non-negotiables. This is an in-person role. Our team comes together in the office Monday through Thursday, while most of the team collaborates in person on Mondays, Tuesdays, and Thursdays. PACKAGE & BENEFITS Early stage startups can be messy – we know that. We're putting effort in providing you with the best employee experience and a quality driven environment in exchange for trusting us. * Market-leading compensation that reflects your value * 25 days paid time off each year plus public holidays * Share Options with 5-year exercise window so you don’t feel pressure to exercise if you leave * Free Thursday lunches at HQ, quarterly team events, and company offsites. * Top tier private coverage for health, vision and dental care * A new MacBook and tools you need to do your best work * Enhanced parental leave with up to 16 weeks for primary and 4 weeks for secondary * Learning & development budget WHY JOIN HUMAANS TODAY? HR tech is having its AI moment and we’re positioned to own it. Humaans started as a next-gen HRIS taking on large incumbents in a massive market. We’ve since evolved into something even bigger: an AI platform that sits across workforce data and automates the operational layer of HR entirely; the natural progression of what we’ve been building toward. The product is highly differentiated. It’s built around a structured workforce data model that makes AI reliable in an HR context, something no one else has gotten right. Customers notice the difference immediately. We’re backed by Y Combinator, Lachy Groom, Moonfire, Frontline Ventures, and operators who’ve built some of the most consequential software companies of the last decade: the founders of Slack, Figma, and Shopify, and Asana’s former CRO and Head of OpenAI International. We’re a small team with an unapologetically high bar. It shows up in the product, in how we communicate, and in the standards we hold each other to. OUR COMMITMENT TO DIVERSITY At Humaans we’re looking for genuinely good people that are transparent and emphatic. We’re committed to providing equal opportunities, a diverse and inclusive work environment, and ensuring a fair interview process for everyone. You’re welcome to apply no matter your gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. PRIVACY NOTICE We care about your privacy. When you apply for a role at Humaans, we’ll collect and process your personal data as part of our recruitment process. This includes things like your CV, contact details, and any other information you choose to share. We may also contact you about future opportunities. You can ask us to delete your data at any time. For more details, see our Privacy Policy.

Newrelic

We are a global team of innovators and pioneers dedicated to shaping the future of observability. At New Relic, we build an intelligent platform that empowers companies to thrive in an AI-first world by giving them unparalleled insight into their complex systems. As we continue to expand our global footprint, we're looking for passionate people to join our mission. If you're ready to help the world's best companies optimize their digital applications, we invite you to explore a career with us! Your opportunity As the Director of Strategic Cloud Partnerships at New Relic, you will lead New Relic’s relationships with AWS, Microsoft Azure, and Google Cloud. This is a high-impact role that combines business development with complex commercial negotiation and go-to-market leverage. Reporting to the VP, Ecosystem and Strategic Partnerships, you will be the primary architect of these partnerships, ensuring that our cloud infrastructure spend translates into strategic leverage, better margins, and accelerated market growth. Your responsibilities include engaging with C-level executives, integrating partner product integration and go-to-market strategies, and creating frameworks to optimize outcomes for New Relic as well as customer value. You will partner closely with executive cross-functional leadership, including co-sell and co-marketing efforts led separately by the go-to-market organization, to ensure that the company's strategic engagements with cloud partners address the company's objectives across the areas of engineering, product, finance, procurement contracting, marketing, sales enablement, and services. What you'll do Strategic Partner Management * Partnership Strategy: Define and evolve the strategy for how New Relic wins with AWS, Azure, and GCP. * Execution Alignment: Serve as the primary face of New Relic to cloud partner leadership; lead QBRs and Executive Briefing sessions to ensure top-to-bottom alignment.   * Joint Business Plan and GTM Integration: Lead the annual global business plans; partner with Sales and Marketing to ensure our cloud relationships are fueling our co-sell engine and market expansion. Lead the development of Better-Together content, use cases, and customer win stories. * Cross-Functional Leadership: Orchestrate a “One New Relic” approach across Product, Engineering, and Marketing to ensure we are building for and selling with the hyperscaler’s latest innovations. * Performance Governance: Establish operating cadences and dashboards to track the health, funding, and strategic impact of each partnership. Commercial Negotiations & Cloud Spend Oversight * Strategic Negotiations: Lead the commercial negotiations of major cloud agreements and GTM partnership agreements.  * Spend Management: Maintain a deep understanding of our cloud infrastructure costs and consumption patterns to inform negotiation strategy and commercial terms.  * Financial Partnership: Work closely with FinOps and Finance to review cost models and consumption forecasts, ensuring our contracts reflect business needs. Who You Are: * A Strategic Orchestrator: You excel at moving organizations towards a shared goal. You know how to navigate the large complex organizations of the hyperscalers to get executive sponsorship and get things done. * GTM Minded: You understand how cloud marketplaces and co-sell programs work to accelerate New Relic revenue. * Commercially Sharp: You have “deal teeth.” You understand the levers of a cloud contract and how to work for New Relic’s interests during negotiations. This role requires * 10+ years in Cloud Partner Management, Business Development, or Product Management. * Cloud Knowledge: Deep understanding of the cloud ecosystem (AWS, Azure, GCP) and the SaaS market.  * Negotiation Track Record: Proven experience leading the negotiation of at least one major cloud agreement. * Ability to Execute: Proven ability to translate strategic objectives into executable plans with strong analytical and project management skills. Bonus points if you have * Knowledge of observability, AI, and Agentic AI. Please note that visa sponsorship is not available for this position. #LI-JH1 The pay range below represents a reasonable estimate of salary for the listed position. This role may be eligible for the corporate bonus plan. Pay within this range varies by work location and may also depend on job-related factors such as an applicant’s skills, qualifications, and experience. New Relic provides a variety of benefits for this role, including healthcare, dental, vision, parental leave and planning, and mental health benefits, a 401(k) plan and match, 11 paid holidays, volunteer time off, paid time-off, and other competitive benefits designed to improve the lives of our employees. Estimated Base Pay Range $202,000—$272,000 USD Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.  If you require a reasonable accommodation to complete any part of the application or recruiting process, please reach out to resume@newrelic.com. We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid. Our hiring process In compliance with applicable law, all persons hired will be required to verify identity and eligibility to work and to complete employment eligibility verification. Note: Our stewardship of the data of thousands of customers means that a criminal background check is required to join New Relic. We will consider qualified applicants with arrest and conviction records based on individual circumstances and in accordance with applicable law including, but not limited to, the San Francisco Fair Chance Ordinance. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. New Relic does not accept unsolicited headhunter and agency resumes, and will not pay fees to any third-party agency or company that does not have a signed agreement with New Relic. New Relic develops and distributes encryption software and technology that complies with U.S. export controls and licensing requirements. Certain New Relic roles require candidates to pass an export compliance assessment as a condition of employment in any global location. If relevant, we will provide more information later in the application process. Candidates are evaluated based on qualifications, regardless of race, religion, ethnicity, national origin, sex, sexual orientation, gender expression or identity, age, disability, neurodiversity, veteran or marital status, political viewpoint, or other legally protected characteristics.  Review our Applicant Privacy Notice at https://newrelic.com/termsandconditions/applicant-privacy-policy

Pinterest

About Pinterest: Millions of people around the world come to our platform to find creative ideas, dream about new possibilities and plan for memories that will last a lifetime. At Pinterest, we’re on a mission to bring everyone the inspiration to create a life they love, and that starts with the people behind the product. Discover a career where you ignite innovation for millions, transform passion into growth opportunities, celebrate each other’s unique experiences and embrace the flexibility to do your best work. Creating a career you love? It’s Possible. At Pinterest, AI isn't just a feature, it's a powerful partner that augments our creativity and amplifies our impact, and we’re looking for candidates who are excited to be a part of that. To get a complete picture of your experience and abilities, we’ll explore your foundational skills and how you collaborate with AI. Through our interview process, what matters most is that you can always explain your approach, showing us not just what you know, but how you think. You can read more about our AI interview philosophy and how we use AI in our recruiting process here. The Advertiser and Seller Experience team builds intelligent systems that help Pinterest advertisers and sellers move from insight to action. Our work spans advertiser-facing products such as Ads Manager as well as internal seller productivity tools that help sales teams identify opportunities, prepare customer conversations, troubleshoot campaign performance, and drive advertiser growth. As a Staff Machine Learning Engineer focused on Agentic AI & Recommendations, you will lead the ML strategy and execution for the intelligence layer behind these experiences. You will build recommendation systems, context foundations, and feedback loops that help AI agents understand advertiser and seller goals, surface the right next-best action, and learn from user response over time. This is a high-impact Staff IC role for someone who wants to combine deep recommendation systems expertise with modern agentic AI to shape how Pinterest advertisers and sellers work.   What you’ll do:  * Lead the design and implementation of large-scale recommendation and decisioning systems that power proactive advertiser and seller guidance across Ads Manager, Pinterest Business Assistant, Pinnacle, and sales productivity workflows. * Build ML foundations for a unified context layer and context agent that transforms campaign, account, performance, market, workflow, and interaction data into reusable signals for agentic experiences. * Own recommendation initiatives end-to-end, from problem framing, label and feedback design, feature pipelines, model development, and offline evaluation through production deployment, experimentation, and monitoring. * Develop evaluation and feedback loops that measure recommendation quality, user trust, action rates, business impact, and failure modes, then use those learnings to continuously improve models and agent behavior. * Apply modern ML techniques such as retrieval and ranking, embeddings, personalization, multi-objective optimization, contextual decisioning, and response modeling to business-critical advertiser and seller workflows. * Use AI to accelerate analysis, prototyping, documentation, and experimentation while applying strong judgment, testing, data validation, and review to ensure correctness, reliability, privacy, and customer trust. * Mentor engineers and raise the technical bar for ML development, experimentation rigor, responsible AI usage, and production-quality agentic systems across the organization. What we’re looking for: * 7+ years of experience building and deploying large-scale ML systems in production (e.g., ads ranking, recommendation, Agentic AI, or search), with strong end-to-end ownership from problem scoping through evaluation and experimentation, and solid software engineering skills in at least one modern language (e.g., Python, Java) and large-scale data systems. * Degree in Computer Science, Mathematics, or a related technical field, or equivalent experience. * Strong end-to-end ML ownership, including problem scoping, data and label design, feature engineering, model training, production deployment, offline/online evaluation, experimentation, and monitoring. * Deep understanding of recommendation system architectures such as candidate generation, retrieval, ranking, re-ranking, embeddings, vector search, multi-task learning, calibration, contextual bandits, or reinforcement learning. * Proven Staff-level technical leadership as a hands-on IC, setting technical direction and driving multi-quarter ML and systems roadmaps, including aligning stakeholders on priorities, trade-offs, and execution plans. * Excellent cross-functional communication and collaboration skills, building strong partnerships with product, data science, infra, and partner ML teams to clarify ambiguous problem spaces, co-create solutions, and drive consensus with senior stakeholders. * Experience using AI coding assistants (e.g., Cursor, Claude Code) and LLM-powered productivity tools to accelerate development, experimentation, and data exploration, with a clear approach to validation, data protection, and critical review of AI-assisted work. * Bachelor’s degree in Computer Science, Engineering, a related field or equivalent experience. Relocation Statement: * This position is not eligible for relocation assistance. Visit our PinFlex page to learn more about our working model. In-Office Requirement Statement: *  We recognize that the ideal environment for work is situational and may differ across departments. What this looks like day-to-day can vary based on the needs of each organization or role. * This role will need to be in the office for in-person collaboration 1 day per week and therefore needs to be in a commutable distance from one of the following offices [Seattle or Bay Area]. #LI-REMOTE #LI-DM57 At Pinterest we believe the workplace should be equitable, inclusive, and inspiring for every employee. In an effort to provide greater transparency, we are sharing the base salary range for this position. The position is also eligible for equity. Final salary is based on a number of factors including location, travel, relevant prior experience, or particular skills and expertise. Information regarding the culture at Pinterest and benefits available for this position can be found here. US based applicants only $189,308—$389,753 USD Our Commitment to Inclusion: Pinterest is an equal opportunity employer and makes employment decisions on the basis of merit. We want to have the best qualified people in every job. All qualified applicants will receive consideration for employment without regard to race, color, ancestry, national origin, religion or religious creed, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, age, marital status, status as a protected veteran, physical or mental disability, medical condition, genetic information or characteristics (or those of a family member) or any other consideration made unlawful by applicable federal, state or local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you require a medical or religious accommodation during the job application process, please complete this form for support.   By submitting this application, I certify that all information submitted in my application and throughout the hiring process is true, accurate, and complete to the best of my knowledge. I understand that any false statement, omission, or misrepresentation may disqualify me from employment consideration or result in termination if discovered after hire.