Discord has a highly engaged community of millions of daily active users who use the platform for many different reasons, but there’s one thing that nearly everyone does: play video games. Discord plays a uniquely important role in the future of gaming, and we are focused on making it easier and more fun for people to hang out before, during, and after playing games.

We're looking for a technical, hands-on, and mission-focused Senior Engineering Manager to join our Consumer Revenue team. You’ll be responsible for building and scaling our Nitro product and organization. You will lead a team of engineers working across platforms to build revenue driving products and services at Discord.

What you'll be doing

• Build highly-engaged teams by hiring, coaching, and instilling a sense of ownership and impact in your engineers.
• Work cross-functionally with our Finance, Customer Experience, Product, Design and Marketing teams to define your team’s vision and roadmap by thoroughly understanding the customer and business needs.
• Use your technical expertise to constantly raise the bar and ensure your team delivers extraordinary results at the high technical level we set.
• Develop insights into issues slowing down the team and use it to develop processes that enable the team to deliver its goals.
• Mentor and guide the careers of the engineers through coaching and finding opportunities that support their technical skillset and goals.
• Make sound decisions around resourcing, and make the rationale clear to partners and team members.
• Partner with Revenue leadership on strategic planning and continuously improve the Engineering organization while upholding our workplace philosophy.

Who you are

• You have 5+ years of experience as an Engineering Manager
• You have strong communication skills and the ability to work well cross-functionally.
• You are motivated to help your team members succeed and have experience developing engineers of multiple levels.
• You approach problems from first principles.
• You are comfortable with ambiguity and get excited about working collaboratively to figure out solutions to complex problems, and then executing on them.
• You have a strong product sense and take pride in understanding your customers.
• You use experiments to make data informed decisions and are excited when numbers move by 1%.
• Code does not scare you, you are still an engineer even if you don't do it all the time.
• You keep up with the industry trends and can assess new technologies that can help us better solve problems.

*The US base salary range for this full-time position is $304,000 - $380,000 + equity + benefits. Our salary ranges are determined by role and level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include equity, or benefits.
*

Why Discord? Discord plays a uniquely important role in the future of gaming. We're a multiplatform, multigenerational and multiplayer platform that helps people deepen their friendships around games and shared interests, and helps developers build and grow their businesses. We believe games give us a way to have fun with our favorite people, whether listening to music together or grinding in competitive matches for diamond rank. Join us in our mission! Your future is just a click away!

Discord is committed to inclusion and providing reasonable accommodations during the interview process. We want you to feel set up for success, so if you are in need of reasonable accommodations, please let your recruiter know.

Please see our Applicant and Candidate Privacy Policy for details regarding Discord’s collection and usage of personal information relating to the application and recruitment process by clicking HERE.

Senior Project Manager, Engineering

About Carvana

At Carvana, we’re changing the way people buy and sell cars. With an ambitious vision and a fundamentally different approach designed to be fun, fast, and fair, Carvana became the fastest-growing automotive retailer in history. We expanded nationally, went public on the New York Stock Exchange, sold our 1 millionth car, and reached the Fortune 500, all in just eight years.

Today, with 4 million retail customers and counting, Carvana is both the fastest-growing and the most profitable public automotive retailer, and we’re just getting started. We continue to raise the bar for our customers as we tackle the enormous opportunity still ahead in the largest consumer vertical.

Working here means being part of a team that embraces change, celebrates creative problem solving, and always strives to be better. At Carvana, you’ll have the opportunity to take on meaningful challenges, learn quickly, and help shape the future of automotive retail. If you’re driven to grow and make an impact as part of a collaborative team, you’ll fit right in. Learn more about what it’s like to work here from the people that already do.

About the team and position

We are looking for a Senior Project Manager who operates as a strategic advisor rather than a traditional task-tracker. In this highly impactful role, you will drive the execution of complex technical initiatives across our technology organization.

You will act as the engine-optimizer for cross-functional teams, going beyond standard Agile facilitation to shape project strategy and build organizational capacity. As we lean further into the future of work, you will be expected to pioneer the use of AI workflows and develop agents to automate tactical execution to drive operational efficiencies.

This is a fully on-site position, Monday through Friday, at our corporate HQ in Tempe, Arizona.

What you’ll be doing

• Strategic Advising & Business Alignment: Move beyond tracking work to moving metrics. Define project strategies, evaluate opportunity costs, and directly align cross-functional goals with broader business strategy.
• AI-Accelerated Execution: Automate the mechanics of project management. Build, implement, and iterate on custom AI-agent workflows to streamline repetitive tasks, analyze technical domains, and pressure-test strategies.
• Solution Architecture & Framing: Identify systemic problems within your domain and write strategic briefs to secure stakeholder alignment on recommended solutions.
• Advanced Telemetry & Root Cause Analysis: Treat data with intense scrutiny. Dive deep into operational telemetry to move beyond simply reporting metrics; identify "smoking gun" correlations, validate root causes, and propose data-backed systemic fixes.
• The Architecture of Influence: Facilitate rigorous reviews, pre-wire stakeholders to align skeptics, and seamlessly communicate at different "altitudes" (from executive leadership to engineering squads).
• Mentorship & Capacity Building: Act as a force multiplier. Contribute to our shared organizational knowledge base and provide informal mentorship to mid-level and associate Project Managers to elevate the entire department's execution capabilities.

What you should have/know

• Experience: A minimum of 5+ years of proven experience managing complex projects and leading cross-functional project teams using Agile methodologies.
• Strategic & Analytical Thinking: A first-principles thinker who can independently compile comprehensive project plans, anticipate risks, and seamlessly pivot or escalate when necessary.
• AI & Automation Mindset: Strong enthusiasm for, and practical experience with, utilizing AI tools (e.g., LLMs, custom GPTs/Agents) to accelerate workflows, analyze complex data, and solve business problems.
• Influence Without Authority: Demonstrated ability to build consensus, navigate skepticism, and foster healthy, productive collaboration without relying on formal reporting structures.
• High Emotional Intelligence & Resilience: Demonstrated ability to persevere in high-pressure or ambiguous situations. You actively notice and accurately interpret team dynamics, foster psychological safety, and invite healthy criticism.
• Exceptional Communication: The ability to bridge the gap between technical and non-technical stakeholders, translating complex engineering challenges into clear business impacts.
• A sense of humor! We work hard, but we also like to have fun.

It would be great if you also have

• Proficiency with enterprise Agile project management tools (e.g., JIRA, Github).
• Hands-on experience with data analytics and visualization platforms (e.g., Snowflake, Sigma, Tableau) to drive data-informed decisions.
• Familiarity with querying languages (like SQL) or basic scripting to support advanced telemetry and AI-driven workflows.
• Hands-on experience leveraging advanced AI tools (e.g., Gemini, Claude, GitHub Copilot) or agent development frameworks to automate workflows and solve business problems.

What we’ll offer in return

• Full-Time salary position with a competitive salary and Carvana stock compensation.
• Medical, Dental, and Vision benefits.
• 401K with company match.
• A multitude of perks including student loan payments, discounts on vehicles, benefits for your pets, and much more.
• A great wellness program to keep you healthy and happy both physically and mentally.
• Access to opportunities to expand your skill set and share your knowledge with others across the organization.
• A company culture focused on high performance and bar-raising, with vast opportunity to learn and grow.

Other requirements

To be able to do your job at Carvana, there are some basic requirements we want to share with you.

• Must be able to read, write, speak, and understand English.

Of course, we’ll make any reasonable accommodations for those with disabilities to perform the essential functions of their jobs.

Legal stuff

Hiring is contingent on passing a complete background check. This role is not eligible for visa sponsorship.

Carvana is an equal employment opportunity employer. All applicants receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, marital status, national origin, age, mental or physical disability, protected veteran status, or genetic information, or any other basis protected by applicable law. Carvana also prohibits harassment of applicants or employees based on any of these protected categories.

Please note this job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

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.

As a Hotel Account Executive, you will play a key role in expanding our business within the hotel market. Your primary focus will be prospecting, building relationships, and securing new restaurant partnerships within major hotel brands, including Marriott, Hilton, and Choice Hotels, as well as supporting Independent/Boutique hotel properties and groups through the sales process. This role offers a highly cross-functional experience, where you’ll collaborate with multiple internal teams and work closely with independent, franchise and corporate contacts within the hotel industry.

A day in the life (Responsibilities)

• Work within a list of prospective hotel properties within assigned geographical territory with restaurants, banquets, and retail outlets and manage the entire sales cycle, from the initial discovery calls to closing (experience with self-generating leads is preferred).
• Conduct a high volume of calls, emails, and coordination efforts between internal teams, independent, franchisee or corporate hotel customers.
• Deliver product demos and craft tailored solutions that best meet each prospect’s needs.
• Collaborate with cross-functional teams to ensure seamless delivery and meet the expectations set during the sales process.
• Use Salesforce (CRM) to manage all sales activities and maintain up-to-date records.
• Analyze the competitive landscape to strategically position Toast within the hotel market.
• Clearly communicate the strengths, benefits, and potential challenges of Toast’s POS products and services, ensuring a smooth transition for customers.
• Develop a deep understanding of the Master Service Agreements (MSA) of Enterprise Hotel customers to support account needs effectively.
• Travel: 10%-15%

What you'll need to thrive (Requirements)

• 1+ years in an outbound sourcing or sales role (preferably in hospitality or a related field), with experience managing the full sales cycle from lead generation to closing.
• Proven relationship-building skills with both internal and external stakeholders, managing high volumes of calls, emails, and coordination.
• Familiarity with POS or tech solutions and ability to conduct tailored product demos.
• Cross-functional collaboration experience to ensure seamless alignment between sales and delivery.
• Effective communicator with strong verbal, written, and organizational skills; able to present product value clearly.
• Technical proficiency with CRMs (Salesforce preferred) and strong problem-solving skills.
• Market analysis and negotiation skills to position products strategically within the competitive landscape.
• Comfortable working with Master Service Agreements for large enterprise accounts.
• Self-motivated, resourceful, and detail-oriented with a competitive, organized approach to projects.
• Comfortable navigating ambiguity and adapting to evolving customer and business needs.
• Attention to detail and ability to thrive & adapt in fast-paced shifting environment

What will help you stand out (Nonessential Skills/Nice to Haves):

• Preferably Associate’s or Bachelor’s degree
• Experience using Salesforce to keep track of Sales activities
• Sales competency, Command of the Message

Note: Toast will not sponsor applicants for work visas for this role.



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.

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. We ask that you complete interviews and assessments on your own, without real-time AI tools, recording, or transcription bots, unless we tell you otherwise in advance. To learn more: https://careers.toasttab.com/ai-in-hiring

Our Approach to Hybrid WorkingWe 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

People Are the Secret Ingredient in Our Recipe for Success

At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry brings together people with a wide range of backgrounds, experiences, and perspectives, and we value that same breadth at Toast. We strive to build a culture grounded in authenticity, respect, and humility, where every Toaster has a real opportunity to grow, contribute, and do their best work—raising the bar in delivering exceptional experiences for our customers and each other.

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](mailto: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.

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.

As a Hotel Account Executive, you will play a key role in expanding our business within the hotel market. Your primary focus will be prospecting, building relationships, and securing new restaurant partnerships within major hotel brands, including Marriott, Hilton, and Choice Hotels, as well as supporting Independent/Boutique hotel properties and groups through the sales process. This role offers a highly cross-functional experience, where you’ll collaborate with multiple internal teams and work closely with independent, franchise and corporate contacts within the hotel industry.

A day in the life (Responsibilities)

• Work within a list of prospective hotel properties within assigned geographical territory with restaurants, banquets, and retail outlets and manage the entire sales cycle, from the initial discovery calls to closing (experience with self-generating leads is preferred).
• Conduct a high volume of calls, emails, and coordination efforts between internal teams, independent, franchisee or corporate hotel customers.
• Deliver product demos and craft tailored solutions that best meet each prospect’s needs.
• Collaborate with cross-functional teams to ensure seamless delivery and meet the expectations set during the sales process.
• Use Salesforce (CRM) to manage all sales activities and maintain up-to-date records.
• Analyze the competitive landscape to strategically position Toast within the hotel market.
• Clearly communicate the strengths, benefits, and potential challenges of Toast’s POS products and services, ensuring a smooth transition for customers.
• Develop a deep understanding of the Master Service Agreements (MSA) of Enterprise Hotel customers to support account needs effectively.
• Travel: 10%-15%

What you'll need to thrive (Requirements)

• 1+ years in an outbound sourcing or sales role (preferably in hospitality or a related field), with experience managing the full sales cycle from lead generation to closing.
• Proven relationship-building skills with both internal and external stakeholders, managing high volumes of calls, emails, and coordination.
• Familiarity with POS or tech solutions and ability to conduct tailored product demos.
• Cross-functional collaboration experience to ensure seamless alignment between sales and delivery.
• Effective communicator with strong verbal, written, and organizational skills; able to present product value clearly.
• Technical proficiency with CRMs (Salesforce preferred) and strong problem-solving skills.
• Market analysis and negotiation skills to position products strategically within the competitive landscape.
• Comfortable working with Master Service Agreements for large enterprise accounts.
• Self-motivated, resourceful, and detail-oriented with a competitive, organized approach to projects.
• Comfortable navigating ambiguity and adapting to evolving customer and business needs.
• Attention to detail and ability to thrive & adapt in fast-paced shifting environment

What will help you stand out (Nonessential Skills/Nice to Haves):

• Preferably Associate’s or Bachelor’s degree
• Experience using Salesforce to keep track of Sales activities
• Sales competency, Command of the Message

Note: Toast will not sponsor applicants for work visas for this role.



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.

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. We ask that you complete interviews and assessments on your own, without real-time AI tools, recording, or transcription bots, unless we tell you otherwise in advance. To learn more: https://careers.toasttab.com/ai-in-hiring

Our Approach to Hybrid WorkingWe 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

People Are the Secret Ingredient in Our Recipe for Success

At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry brings together people with a wide range of backgrounds, experiences, and perspectives, and we value that same breadth at Toast. We strive to build a culture grounded in authenticity, respect, and humility, where every Toaster has a real opportunity to grow, contribute, and do their best work—raising the bar in delivering exceptional experiences for our customers and each other.

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](mailto: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.

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.

As a Hotel Account Executive, you will play a key role in expanding our business within the hotel market. Your primary focus will be prospecting, building relationships, and securing new restaurant partnerships within major hotel brands, including Marriott, Hilton, and Choice Hotels, as well as supporting Independent/Boutique hotel properties and groups through the sales process. This role offers a highly cross-functional experience, where you’ll collaborate with multiple internal teams and work closely with independent, franchise and corporate contacts within the hotel industry.

A day in the life (Responsibilities)

• Work within a list of prospective hotel properties within assigned geographical territory with restaurants, banquets, and retail outlets and manage the entire sales cycle, from the initial discovery calls to closing (experience with self-generating leads is preferred).
• Conduct a high volume of calls, emails, and coordination efforts between internal teams, independent, franchisee or corporate hotel customers.
• Deliver product demos and craft tailored solutions that best meet each prospect’s needs.
• Collaborate with cross-functional teams to ensure seamless delivery and meet the expectations set during the sales process.
• Use Salesforce (CRM) to manage all sales activities and maintain up-to-date records.
• Analyze the competitive landscape to strategically position Toast within the hotel market.
• Clearly communicate the strengths, benefits, and potential challenges of Toast’s POS products and services, ensuring a smooth transition for customers.
• Develop a deep understanding of the Master Service Agreements (MSA) of Enterprise Hotel customers to support account needs effectively.
• Travel: 10%-15%

What you'll need to thrive (Requirements)

• 1+ years in an outbound sourcing or sales role (preferably in hospitality or a related field), with experience managing the full sales cycle from lead generation to closing.
• Proven relationship-building skills with both internal and external stakeholders, managing high volumes of calls, emails, and coordination.
• Familiarity with POS or tech solutions and ability to conduct tailored product demos.
• Cross-functional collaboration experience to ensure seamless alignment between sales and delivery.
• Effective communicator with strong verbal, written, and organizational skills; able to present product value clearly.
• Technical proficiency with CRMs (Salesforce preferred) and strong problem-solving skills.
• Market analysis and negotiation skills to position products strategically within the competitive landscape.
• Comfortable working with Master Service Agreements for large enterprise accounts.
• Self-motivated, resourceful, and detail-oriented with a competitive, organized approach to projects.
• Comfortable navigating ambiguity and adapting to evolving customer and business needs.
• Attention to detail and ability to thrive & adapt in fast-paced shifting environment

What will help you stand out (Nonessential Skills/Nice to Haves):

• Preferably Associate’s or Bachelor’s degree
• Experience using Salesforce to keep track of Sales activities
• Sales competency, Command of the Message

Note: Toast will not sponsor applicants for work visas for this role.



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.

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. We ask that you complete interviews and assessments on your own, without real-time AI tools, recording, or transcription bots, unless we tell you otherwise in advance. To learn more: https://careers.toasttab.com/ai-in-hiring

Our Approach to Hybrid WorkingWe 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

People Are the Secret Ingredient in Our Recipe for Success

At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry brings together people with a wide range of backgrounds, experiences, and perspectives, and we value that same breadth at Toast. We strive to build a culture grounded in authenticity, respect, and humility, where every Toaster has a real opportunity to grow, contribute, and do their best work—raising the bar in delivering exceptional experiences for our customers and each other.

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](mailto: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.

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.

As a Hotel Account Executive, you will play a key role in expanding our business within the hotel market. Your primary focus will be prospecting, building relationships, and securing new restaurant partnerships within major hotel brands, including Marriott, Hilton, and Choice Hotels, as well as supporting Independent/Boutique hotel properties and groups through the sales process. This role offers a highly cross-functional experience, where you’ll collaborate with multiple internal teams and work closely with independent, franchise and corporate contacts within the hotel industry.

A day in the life (Responsibilities)

• Work within a list of prospective hotel properties within assigned geographical territory with restaurants, banquets, and retail outlets and manage the entire sales cycle, from the initial discovery calls to closing (experience with self-generating leads is preferred).
• Conduct a high volume of calls, emails, and coordination efforts between internal teams, independent, franchisee or corporate hotel customers.
• Deliver product demos and craft tailored solutions that best meet each prospect’s needs.
• Collaborate with cross-functional teams to ensure seamless delivery and meet the expectations set during the sales process.
• Use Salesforce (CRM) to manage all sales activities and maintain up-to-date records.
• Analyze the competitive landscape to strategically position Toast within the hotel market.
• Clearly communicate the strengths, benefits, and potential challenges of Toast’s POS products and services, ensuring a smooth transition for customers.
• Develop a deep understanding of the Master Service Agreements (MSA) of Enterprise Hotel customers to support account needs effectively.
• Travel: 10%-15%

What you'll need to thrive (Requirements)

• 1+ years in an outbound sourcing or sales role (preferably in hospitality or a related field), with experience managing the full sales cycle from lead generation to closing.
• Proven relationship-building skills with both internal and external stakeholders, managing high volumes of calls, emails, and coordination.
• Familiarity with POS or tech solutions and ability to conduct tailored product demos.
• Cross-functional collaboration experience to ensure seamless alignment between sales and delivery.
• Effective communicator with strong verbal, written, and organizational skills; able to present product value clearly.
• Technical proficiency with CRMs (Salesforce preferred) and strong problem-solving skills.
• Market analysis and negotiation skills to position products strategically within the competitive landscape.
• Comfortable working with Master Service Agreements for large enterprise accounts.
• Self-motivated, resourceful, and detail-oriented with a competitive, organized approach to projects.
• Comfortable navigating ambiguity and adapting to evolving customer and business needs.
• Attention to detail and ability to thrive & adapt in fast-paced shifting environment

What will help you stand out (Nonessential Skills/Nice to Haves):

• Preferably Associate’s or Bachelor’s degree
• Experience using Salesforce to keep track of Sales activities
• Sales competency, Command of the Message

Note: Toast will not sponsor applicants for work visas for this role.



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.

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. We ask that you complete interviews and assessments on your own, without real-time AI tools, recording, or transcription bots, unless we tell you otherwise in advance. To learn more: https://careers.toasttab.com/ai-in-hiring

Our Approach to Hybrid WorkingWe 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

People Are the Secret Ingredient in Our Recipe for Success

At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry brings together people with a wide range of backgrounds, experiences, and perspectives, and we value that same breadth at Toast. We strive to build a culture grounded in authenticity, respect, and humility, where every Toaster has a real opportunity to grow, contribute, and do their best work—raising the bar in delivering exceptional experiences for our customers and each other.

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](mailto: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.

ABOUT RAMP Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. About the Role You will serve as a front-line manager for Ramp’s founding Public Sector Sales Development Representative (SDR) team. This team will drive outbound prospecting and pipeline generation within a critical growth segment for Ramp: Public Sector. You will build and evolve Ramp’s Public Sector go-to-market motion from the ground up. Key responsibilities include coaching and developing SDRs, setting team strategy, and partnering closely with Sales, Marketing, Product, and executive leadership to drive pipeline and business outcomes. As a member of the Sales Leadership team, you will play a critical role in shaping, scaling, and refining Ramp’s Public Sector growth strategy. WHAT YOU'LL DO - Build and scale the Public Sector SDR function, including team structure, playbooks, messaging, and operating processes. - Foster a high-performing team culture by managing daily activity, quota attainment, and key performance metrics. - Hire, onboard, and train SDRs on Ramp’s products, Public Sector positioning, buyer personas, competitive landscape, and sales tools. - Create and execute career-development and leadership plans for direct reports, including regular 1:1 coaching on time management, objection handling, prospecting strategy, and active listening. - Coach SDRs through complex, multi-threaded outbound motions, including account research, executive-level messaging, and strategic pipeline generation. - Define Ramp’s Public Sector competitive differentiation and develop resources to strengthen objection handling and go-to-market execution. - Lead cross-functional initiatives with AEs and partners across Product, Sales, and Marketing to achieve company objectives. - Report on segment performance and forecast pipeline to senior leadership. - Improve team output and efficiency by continuously optimizing systems, processes, and operating rhythms. - Represent the Public Sector Sales Development team in cross-functional forums and with leaders across the organization. WHAT YOU NEED - At least 2 years of quota-carrying individual-contributor sales experience, with a consistent record of exceeding goals. - At least 3 years of experience building and leading sales development teams, with a demonstrated record of exceeding team goals. - Success in fast-paced, results-oriented go-to-market environments (ideally within SaaS) and a history of outperforming quota in outbound sales. - Experience managing or selling into the Public Sector. - A passion for hiring and talent development, with a thoughtful approach to team planning and career growth. - Proficiency with data-analysis tools and familiarity with email and call-automation platforms. - Ability to use data to inform decisions, build scalable systems, and identify process improvements. - Strong collaboration, communication, influence, and presentation skills. NICE-TO-HAVES - Experience selling financial-services products in a full-cycle sales role. - Experience building a Public Sector SDR function from the ground up or scaling a team within a new segment. - Experience at a high-growth startup. - Bachelor’s degree from an accredited university. BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf. OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Beware of recruiting scams: Ramp will only contact you through official @ email addresses and will never ask for payment or sensitive personal information during the hiring process. Ramp Applicant Privacy Notice

*EST OR CST preferred

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.

Delivery is one of the hardest parts of running a restaurant. Whether an order goes out with the restaurant's own driver or a Toast Delivery Services courier, a lot has to go right: the food has to be ready when the driver arrives, the right driver has to get the right order, and the guest needs to know where it is. When something slips, the restaurant has to make it right fast. Today much of that still depends on a manager watching a screen and making judgment calls in the middle of a rush.

Our vision is to make running delivery effortless: one place to dispatch, track and manage every delivery order. Because Toast sits at the center of the restaurant, we can see both sides of every delivery, the kitchen and the road. That lets us build smarter dispatch, catch problems before the guest notices, and use AI to take on the tedious work of exceptions and refunds.

A day in the life (Responsibilities)

As a Senior PM on Delivery, you'll own that roadmap and ship it. You'll work closely with the Guest team on the consumer experience, and with POS, Order Management and Toast's AI teams. If you like technical problems that show up directly in a restaurant's dinner rush and a guest's evening, this is the role.

• Own the roadmap for your area of Toast Delivery, and decide what gets built next based on what makes delivery easier and more profitable for restaurants.
• Improve how orders get dispatched, whether to the restaurant's own drivers or Toast Delivery Services couriers, so food goes out on time and operators always know where things stand.
• Partner with the Guest team on the guest side of delivery: ordering, live tracking and quick resolution when something goes wrong.
• Take the manual work out of exceptions and refunds. Decide where AI helps and where simple rules work better, then ship it with guardrails operators can trust.
• Shape the next generation of delivery at Toast: AI-assisted dispatch, proactive alerts that catch problems before guests notice, and smarter ways to match delivery capacity to what the kitchen can handle.

What you'll need to thrive (Requirements)

• A strong self-starter: you find the most important problem, get the context you need and move.
• A proven track record owning a product roadmap and driving measurable outcomes, not just shipping features.
• Technical fluency: you're comfortable going deep with engineers on integrations and data. You stay anchored on what it changes for the restaurant or guest.
• Strong instincts for the busy restaurant operator, someone running a dinner rush without an ops analyst, and for what makes a guest choose to order direct.
• Comfort working with external partners and integrations, where some of what shapes your product is outside your direct control.
• Experience in delivery, logistics, marketplaces or other real-time operational products is a plus.

Embrace and advocate for the use of AI tools to accelerate product discovery, streamline execution, and explore new product experiences - helping shape how we build and what we build.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
$105,000-$168,000 USD
Zone B
$91,000-$146,000 USD
Zone C
$82,000-$131,000 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. We ask that you complete interviews and assessments on your own, without real-time AI tools, recording, or transcription bots, unless we tell you otherwise in advance. To learn more: https://careers.toasttab.com/ai-in-hiring

Our Approach to Hybrid WorkingWe 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

People Are the Secret Ingredient in Our Recipe for Success

At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry brings together people with a wide range of backgrounds, experiences, and perspectives, and we value that same breadth at Toast. We strive to build a culture grounded in authenticity, respect, and humility, where every Toaster has a real opportunity to grow, contribute, and do their best work—raising the bar in delivering exceptional experiences for our customers and each other.

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](mailto:candidateaccommodations@toasttab.com).

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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.

MongoDB Technical Services Engineers combine technical expertise, structured problem solving, and exceptional customer service to help customers build and operate reliable MongoDB applications and deployments.

The team supports the MongoDB ecosystem—including the database server, drivers, Atlas, Cloud Manager, Compass, and related services. Engineers work directly with customers to understand complex technical challenges, identify root causes, and provide practical solutions for largescale, data intensive environments.

We are looking for highly technical, insatiably curious, and adaptable engineers who enjoy understanding how systems are designed, deployed, and operated. Success in this role requires sound judgment, clear communication, initiative, collaboration, and a genuine desire to help others.

Location and working model

This role is based in Toronto and follows a hybrid working model, with a minimum expectation of three days per week in the office.

Office location: 333 Bay St., Suite 1400, Toronto, ON M5H 2R2, Canada

Cool things you’ll do

You'll be working alongside our largest customers, solving their complex challenges - resolving questions on architecture, performance, recovery, security, and everything in between. You'll be an expert resource on best practices in running MongoDB at scale, whatever that scale may be. You'll be an advocate for customers' needs - interfacing with our product management and development teams on their behalf. And you'll contribute to internal projects, including software development of support tools for performance, benchmarking, and diagnostics.

What you need

We consider all candidates with an eye for those who are self-taught, insatiably curious, and multi-faceted.

The ideal candidates should have strong technical experience in one (or more) of the following areas

• Systems administration
• Distributed systems
• Network Administration
• Database architecture and administration
• Application Architecture
• Data architecture and design
• Performance tuning and benchmarking
• Extra bonus points if you have experience in one or more of Java, Python, Ruby, C, C++, C#, Javascript, node.js, Go, PHP, or Perl

If you have an operations background, we prefer experience administering large-scale production environments, including hardware, operating systems (e.g. Linux, Windows), networks (including firewalls and load balancers), as well as cloud-based resources (e.g. AWS, Azure, Google Cloud Platform).

It’s crucial for every candidate that they can check off all of these boxes

• Excellent communication skills, both written and verbal
• Genuine desire to help people
• Uncontrollable urge to investigate and solve problems, with advanced diagnostic and troubleshooting skills
• Ability to think on your feet, remain calm under pressure and solve problems in real-time
• Desire and ability to rapidly learn a wide variety of new technical skills
• Strong teamwork: willingness and ability to get help from team members when required, and the good judgment to know when to seek help

About MongoDB

MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the data platform for the AI era, enabling builders to create, transform, and disrupt industries with software. MongoDB’s unified data platform, the most widely available, globally distributed data platform on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud data platform and is available across AWS, Google Cloud, and Microsoft Azure.

With offices worldwide and over 67,000 customers, including AI-native startups and approximately 75% of the Fortune 100, relying on MongoDB for their most important applications, we’re powering the next era of software.

Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.

To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys. Learn more about what it’s like to work at MongoDB, and help us make an impact on the world!

MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.

MongoDB is an equal opportunities employer.

Req. ID: 3273563161

AI is used to review applications based on job-related criteria and does not replace human decision-making. The hiring team decide who moves forward.

MongoDB’s base salary range for this role is posted below. Compensation at the time of offer is unique to each candidate and based on a variety of factors such as skill set, experience, qualifications, and work location. Salary is one part of MongoDB’s total compensation and benefits package. Other benefits for eligible employees may include: equity, participation in the employee stock purchase program, flexible paid time off, 20 weeks fully-paid gender-neutral parental leave, fertility and adoption assistance, Registered Retirement Savings Plan (RRSP) with employer match, mental health counseling, backup child and elder care, and health, dental, and vision benefits offerings. Please note, the base salary range listed below and the benefits in this paragraph are only applicable to candidates based in Canada.

MongoDB’s base salary range for this role in Canada is:
$94,000-$130,000 CAD

Solutions Architect Greenfield Enterprise France

The role is based in Paris or within commuting distance of the office.

The Role

As a Solutions Architect, you will lead the technical strategy for your Greenfield (New Logo) customers — owning architecture discussions, driving platform adoption, and serving as a trusted advisor to customer technical leads and architects. You combine deep technical expertise with strategic thinking to position Databricks as the foundation of your customers’ data and AI strategy. You are developing a technical specialization (archetype) and are recognized within your team for depth in a specific domain.

The Impact You Will Have

• Own the end-to-end technical strategy for your accounts, from initial discovery through production deployment and consumption growth
• Lead complex architecture discussions — designing scalable, production-grade solutions spanning data engineering, ML/AI, and real-time analytics
• Serve as a trusted technical advisor to customer architects, engineering leads, and Directors
• Drive technical wins in competitive scenarios by demonstrating Databricks’ differentiation through custom-built solutions
• Develop and declare an emerging technical specialization (archetype) — becoming a go-to resource for your team in that domain
• Orchestrate cross-functional resources (DSAs, SSAs, Partners) to deliver comprehensive solutions for complex customer needs
• Influence product direction by providing structured feedback on customer requirements and competitive gaps

What We Look For

• 6+ years in solutions architecture, data engineering, technical pre-sales, or a senior hands-on technical role
• Strong coding proficiency in Python and SQL — you must demonstrate live coding, debugging, and solution-building skills
• Deep expertise in distributed data systems architecture: designing scalable pipelines, streaming architectures, lakehouse patterns, and cloud-native data platforms
• Proficient on the Databricks Platform (or demonstrated ability to achieve proficiency rapidly) with a developing technical specialization in one area (e.g., real-time/streaming, ML/AI, data governance, migrations)
• Proven ability to lead architecture discussions with senior technical stakeholders — whiteboarding, design reviews, and trade-off analysis
• Experience with production deployments on public cloud (AWS, Azure, or GCP), including infrastructure, security, and governance considerations
• Track record of driving platform adoption and consumption growth within accounts
• Excellent communication skills — able to translate complex architectures into business value for both technical and executive audiences
• Fluency in French and English
• Bachelor's or Master's degree in Computer Science, Engineering, or a quantitative discipline (or equivalent experience)

Nice to Have:

• Databricks certifications (Data Engineer, ML, Platform)
• Experience with competitive platforms (Snowflake, AWS native services, Azure Synapse) — understanding the landscape you'll position against
• Background in a data/AI company or cloud provider
• Industry domain expertise (Financial Services, Healthcare, Retail, Media, etc.

About Databricks

Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram.BenefitsAt Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.

Our Commitment to Diversity and Inclusion

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.

Compliance

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.