Manager, Enterprise Sales

Adyen

This is Adyen Adyen provides payments, data, and financial products in a single solution for customers like Meta, Uber, H&M, and Microsoft - making us the financial technology platform of choice. At Adyen, everything we do is engineered for ambition.  For our teams, we create an environment with opportunities for our people to succeed, backed by the culture and support to ensure they are enabled to truly own their careers. We are motivated individuals who tackle unique technical challenges at scale and solve them as a team. Together, we deliver innovative and ethical solutions that help businesses achieve their ambitions faster. Manager – Enterprise Business Development Location: San Francisco As an Enterprise BDR Leader, you will lead a high-performing team of Business Development Representatives focused on driving commercial growth across North America. Your team sits at the center of Adyen’s new business engine, generating pipeline through targeted outbound and inbound activity, and partnering closely with Sales, Marketing and Partnerships to move the right merchants through the funnel. You will work hand-in-hand with the North America commercial leadership team and the Global BDR function to align on strategy, exceed pipeline goals, and continue to raise the bar for how Enterprise BDR operates in the region. What you’ll do * Lead, develop, and grow a team of 8-10 Enterprise BDRs by recruiting top talent, coaching for performance, and creating an environment where people do their best work. * Serve as a key member of the North America BDR Leadership team, owning regional pipeline generation and driving execution against quarterly targets with a clear understanding of top-of-funnel metrics, pipeline quality, and revenue influence across verticals. * Set the standard for outbound excellence by guiding your team through consultative campaign design, prospect strategy, and hands-on execution that converts activity into qualified pipeline. * Shape regional go-to-market strategy by contributing thought leadership on messaging, targeting, and vertical plays and feeding those insights back into how we approach the market. * Own team reporting and turn data into decisions by tracking what matters and translating metrics into clear actions that improve productivity and outcomes. * Build for scale by developing frameworks for account targeting, lead management, and BDR productivity that make the team more effective over time. * Partner cross-functionally with Sales, Marketing, and Partnerships to co-create acquisition plays and align on how we approach key verticals. * Invest in your team’s growth by supporting individual development paths and helping your team members build toward the next step in their careers at Adyen. Who you are * You have at least 2 years of experience leading a BDR team of 5+ reps, with at least 3 years in an outbound sales or BDR role prior to that. * You are a builder and a multiplier who elevates the people around you through coaching, operational clarity, and genuine investment in their success. * You have strong commercial instincts and a solid understanding of enterprise sales cycles, inbound and outbound strategy, and what it takes to generate and qualify high-quality pipeline at scale. * You are data driven and comfortable owning reporting, diagnosing performance gaps, and making decisions grounded in metrics. * You know your tools well - Salesforce, LinkedIn Sales Navigator, ZoomInfo, Clay, Gong, etc. - and you are knowledgeable about how AI and emerging technology can make your team sharper and faster. * You communicate clearly and with purpose, whether you are coaching a rep, presenting to commercial leadership, or aligning with stakeholders across the business. * You bring energy and focus to a fast-moving environment and know how to balance multiple priorities without losing sight of what matters most. * Experience in payments or fintech is a plus, but not required. Compensation OTE for this role is $200k–$230k annually, plus RSUs. To learn more about our compensation philosophy, please click here. Our Diversity, Equity and Inclusion commitments  Our unique approach is a product of our diverse perspectives. This diversity of backgrounds and cultures is essential in helping us maintain our momentum. Our business and technical challenges are unique, and we need as many different voices as possible to join us in solving them - voices like yours. No matter who you are or where you’re from, we welcome you to be your true self at Adyen.  Studies show that women and members of underrepresented communities apply for jobs only if they meet 100% of the qualifications. Does this sound like you? If so, Adyen encourages you to reconsider and apply. We look forward to your application! What’s next? Ensuring a smooth and enjoyable candidate experience is critical for us. We aim to get back to you regarding your application within 5 business days. Our interview process tends to take about 4 weeks to complete, but may fluctuate depending on the role. Learn more about our hiring process here. Don’t be afraid to let us know if you need more flexibility. Adyen is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status. All your information will be kept confidential according to EEO guidelines. SAN FRANCISCO  Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. This role is based in our San Francisco office, with an expectation of three days per week in-office. We are an office-first company and value in-person collaboration; we do not offer remote-only roles.

Figma

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! The Technical & Competitive Sales Solutions manager will shape how Figma positions our cross-product technical solutions, and differentiates from both established and emerging competitors across priority segments and markets. This role will define our technical narrative and solutions, and translate competitive insights into clear and differentiated positioning. Ultimately, this person will deliver high-impact field assets and enablement that drive pipeline growth and revenue.  The role will partner closely with Sales Leadership, Product, Marketing, and Enablement to ensure technical and competitive insights inform GTM strategy, product direction, and field execution. The ideal candidate combines analytical rigor with exceptional storytelling and a strong understanding of enterprise sales motions. This is a high-visibility opportunity to build something new – you’ll elevate Figma’s technical and competitive capabilities, and strengthen our overall sales strategy in an increasingly dynamic market.  This is a full time role that can be held from one of our US hubs or remotely in the United States. WHAT YOU’LL DO AT FIGMA: * Develop differentiated technical messaging and positioning to show Figma’s strengths across product, design, and engineering workflows, aligned to Figma’s sales narrative * Collect and synthesize multi-source intelligence (customer and sales feedback, industry research, analyst insights, sales data, etc.) to identify actionable competitive trends and dynamics * Create high-impact technical and competitive assets, including architectures, battlecards, objection-handling frameworks, customer-facing materials, and segment-specific guides * Establish scalable intake channels for competitive and buyer feedback, along with a framework for distributing insights across product and GTM stakeholders to influence company strategies * Partner with the product team to understand and influence Figma’s product roadmap, funneling buyer feedback to highlight emerging customer needs and identify opportunities for new features that would increase differentiation and product-market fit WE'D LOVE TO HEAR FROM YOU IF YOU HAVE: * 4+ years of experience in competitive intelligence, product marketing, sales, or a related field * 4+ years of either go-to-market or direct work experience in software engineering, product development, or a related technical field * Process creation experience – developing new processes, optimizing existing ones, and influencing decisions without direct authority * Strong analytical, critical thinking, and problem-solving skills, with the ability to synthesize and interpret data and information from multiple sources and present it in a clear and concise manner * Excellent communication, presentation, and storytelling skills, with the ability to tailor the message and format to different audiences and levels of the organization * Self-motivation and proactivity, with the ability to work independently and cross-functionally in a fast-paced and dynamic environment WHILE NOT REQUIRED, IT’S AN ADDED PLUS IF YOU ALSO HAVE: * Customer facing experience (e.g., sales, customer success, consulting)  * Experience with Figma products  * Technical experience – building products, coding/development, or similar At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. #LI-CT4 Pay Transparency Disclosure If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated below.     Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information.  Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement.  Figma also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Figma’s compensation and benefits are subject to change and may be modified in the future. Annual Base Salary Range: $153,000—$269,000 USD At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.  Examples of accommodations include but are not limited to:  * Holding interviews in an accessible location * Enabling closed captioning on video conferencing * Ensuring all written communication be compatible with screen readers * Changing the mode or format of interviews  To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.

Lyft

At Lyft, our purpose is to serve and connect. We aim to achieve this by cultivating a work environment where all team members belong and have the opportunity to thrive. The strongest enterprise and mid-market marketing doesn't lead with a product — it leads with the problem a buyer already has. A hospital administrator isn't looking for "Lyft Concierge"; they're looking to reduce missed appointments. An auto dealer principal isn't looking for a rideshare product; they're looking to keep loaner logistics from costing them revenue. We are in the process of revising our go-to-market for Lyft Business to organize around these audiences and their transportation problems, with Concierge, Lyft Pass, Business Profiles, and our Business Travel products positioned as the answer to a clearly named pain point by customer profile. We're hiring an Industry Marketing Manager to build that audience-first structure for our priority verticals, starting with Healthcare and Automotive, across both mid-market and enterprise segments. You'll own the vertical narrative and the content, demand generation strategy, and enablement that will drive marketing-attributable revenue.  The primary function of this role is to build and lead vertical-specific go-to-market (GTM) motions for our mid-market and Enterprise business — bringing together vertical-specific content, demand generation, and sales enablement into a coherent, audience-first strategy. RESPONSIBILITIES:  * Own vertical strategy and integrated programs * Design and execute large, orchestrated tentpole programs for our priority verticals (no more than 2 per quarter) — multichannel activation spanning digital, live events, paid media, social, and press — that bring our value proposition and industry point of view to life for a defined buyer (e.g., hospital CFO, healthcare operations leader, dealer principal/service manager). * Build and maintain a thought leadership agenda for each prioritized vertical: original research, proof points, and points of view that establish Lyft as the transportation authority in that space. * Lead Healthcare as the highest-revenue priority, and scale the model to new verticals * Own the strategic objective for Healthcare: defend Lyft's market leadership in NEMT (Non-Emergency Medical Transportation) while identifying and building new growth avenues within the segment. * Treat Healthcare as the proof-of-concept for vertical GTM — once the content, demand gen, and enablement model is working there, codify what worked into a repeatable playbook. * Scale that playbook to other priority verticals (e.g., Automotive, Universities, Hospitality/Events) as "Scalable Growth" opportunities — each with its own buyer, core transportation problem, and proof points, but built on a shared, repeatable "ROI playbook" methodology (defined vertical narrative → targeted demand gen → sales enablement → measured pipeline impact).  * Drive cross-functional alignment and partnership * Build a strong, trust-based partnership with Sales and Product leadership; represent vertical marketing's point of view in cross-functional and executive forums. * Produce vertical-specific content and proof points that support Sales conversations and strengthen our positioning with target buyers. * Partner with Sales on account-based marketing (ABM) for priority accounts, and support full-funnel marketing ownership: from vertical paid demand generation and lead qualification (MQL/SQL definitions) through to sales handoff. * Bring together marketing, sales, and product perspectives across mid-market and enterprise segments. This role is the connective force that pulls a multi-faceted go-to-market motion into a coherent, audience-first strategy.  * Scale through agencies and partners * Manage relationships with marketing and creative agencies to scale program execution, from campaign development through multichannel activation. * Build and run co-marketing programs with industry and technology partners to extend reach and credibility within each vertical. * Ensure all vertical marketing programs comply with the relevant regulatory and marketing requirements of the industry (e.g., healthcare marketing/compliance considerations). * Measure and prioritize with data * Define success metrics for every program and report business impact against them: pipeline influenced, MQL/SQL conversion, program ROI. * Bring rigor and evidence-based prioritization to a growing portfolio of vertical initiatives, using internal analytics tools to establish accurate baselines and guide where to invest next. EXPERIENCE:  * 7+ years (L5) in B2B/enterprise marketing, with meaningful experience in industry or vertical marketing, integrated campaigns, or product marketing for regulated or complex-sale industries. * A track record of designing and running large, multichannel tentpole programs (digital, event, paid, social, PR) that tie back to measurable pipeline or revenue impact. * Experience managing marketing or creative agencies to scale output beyond what an internal team can deliver alone. * Demonstrated success building and co-executing marketing programs with external industry partners. * Strong cross-functional relationship-building skills, with real experience developing a vertical or audience-first GTM motion using data and content. * Familiarity with marketing compliance considerations in a regulated industry (healthcare experience a strong plus). * Executive presence: able to represent marketing's point of view credibly in senior/steering-committee settings and help align cross-functional plans. * Entrepreneurial mindset and comfort building structure where it doesn't fully exist yet — you'll be one of the people bringing the vertical strategy together across mid-market and enterprise, not simply executing an established playbook. * Experience with marketing automation platforms (e.g., HubSpot) and demand gen operations. * Experience using AI to automate workflows and speed of programs to market. * Nice to Have: * Experience in mobility, transportation, healthcare, or automotive B2B marketing specifically. * Experience building ABM programs in partnership with enterprise sales teams. BENEFITS: * Great medical, dental, and vision insurance options with additional programs available when enrolled * Mental health benefits * Family building benefits * Child care and pet benefits * 401(k) plan with company match to help save for your future * In addition to 12 observed holidays, salaried team members have discretionary paid time off, hourly team members have 15 days paid time off * 18 weeks of paid parental leave. Biological, adoptive, and foster parents are all eligible * Subsidized commuter benefits * Monthly Lyft credits and complimentary Lyft Pink membership Lyft is an equal opportunity employer committed to an inclusive workplace that fosters belonging. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, age, genetic information, or any other basis prohibited by law. We also consider qualified applicants with criminal histories consistent with applicable federal, state and local law. Lyft highly values having employees working in-office to foster a collaborative work environment and company culture. This role will be in-office on a hybrid schedule — Team Members will be expected to work in the office 3 days per week on Mondays, Wednesdays, and Thursdays. Lyft considers working in the office at least 3 days per week to be an essential function of this hybrid role. Your recruiter can share more information about the various in-office perks Lyft offers. Additionally, hybrid roles have the flexibility to work from anywhere for up to 4 weeks per year. #Hybrid The expected base pay range for this position in the San Francisco area is $118,000 - $147,500, not inclusive of potential equity offering, bonus or benefits. Salary ranges are dependent on a variety of factors, including qualifications, experience and geographic location. Your recruiter can share more information about the salary range specific to your working location and other factors during the hiring process.