Business Development Jobs

About Abby Care: Powering the future of care at home for all of America.

Abby Care is building the leading AI-native platform for family-led care. America is facing a growing care crisis. Millions more people need care at home than ever. Over 50 million family caregivers support loved ones without the tools, training, or recognition they deserve.

We believe families are the largest untapped caregiving workforce in America, and that technology can help them deliver better care while driving stronger outcomes and greater transparency across the healthcare system.

Abby Care combines clinical oversight with an AI-powered platform to train, enable, and support family caregivers in delivering high-quality care at home. Our platform helps health plans and government partners better understand, verify, and improve care in the home. We expand access to care, reduce reliance on higher-cost settings, and help ensure public dollars are spent effectively.

We are proud to partner with leading health plans, providers, and community organizations and are backed by top VCs. We envision a future where family-led care is a core part of the healthcare system. Abby Care is building that future.

Join us in solving one of the most important challenges of our time.

The Opportunity:

From our entry into the Colorado market in 2022 we have grown our footprint to represent over 1,000 families on the Front Range, and are excited to continue that growth through developing and leveraging key relationships across the home care continuum. We’re hiring for a Strategic Partnerships leader to position Abby Care within the case management community, with the mission of building, owning, and scaling Abby’s relationships with case management professionals and organizations. Using a highly consultative, relationship-driven approach, you will help case management agencies fundamentally understand the Abby Care value proposition - how we enable caregivers to provide better quality care resulting in better patient outcomes - and leverage this knowledge to improve referral pipelines and help solve their placement challenges through trust and confidence in our model.

Mission-driven, you are adept at connecting your work to Abby Care’s goal of improving access to high quality home care. Developing relationships that result in impact resonates with you - trust and transparency are your calling cards. Self-directed, you are comfortable setting and achieving goals that move the mission forward. Growth-minded, you find professional satisfaction in creating the connections that will positively impact all your stakeholders. If you are excited about joining a growth-stage organization that cares deeply about improving care in our communities and serving at-need populations, we’d love to hear from you.

This is a Full-Time Remote opportunity based in the state of Colorado with anticipated travel to partners in the market.

What you’ll work on:

• Build & Own Relationships: Grow, foster and manage relationships with case management agencies on the front range, supporting these partnerships from outreach, discovery and referral management.

• Execute Market-Specific Strategies: Target, map, and build deep relationships directly with key stakeholders and decision makers in independent Case Management Agencies (CMAs).

• Consultative Education: Educate and socialize exactly who fits our programs, how to initiate a referral effortlessly, and why Abby Care delivers the best outcomes for the families they manage.

• Drive Targeted Referral Volume: Help us exceed our ambitious growth targets by opening new relationships with the leadership at CMAs. Part of your total compensation will be based on the success of the relationships you build.

• Field-Based Activity: Prioritize face-to-face meetings, community networking, and regular check-ins over office time.

• Relationship Management: Rigorously track all partner interactions, account statuses, and referral conversion metrics in our CRM.

What you’ll have:

• 4+ years of field based relationship or business development experience, ideally within the CO CMA landscape, with a deep understanding of Medicaid, disability services, or home-based care space.

• Familiarity with Colorado's CMA landscape. You know how Case Management Agencies operate, how case managers think and what they need to confidently place a client.

• A consultative edge that sets you apart. You'll become the go-to expert case managers call first, not just another vendor in their inbox.

Benefits:

• Competitive compensation packages that reflect the value you bring. We reward our team for the impact of their work.

• Comprehensive health coverage that works for you. Choose from high-quality medical dental and vision options, including a $0 deductible PPO and a company-funded HSA, alongside employer-paid life and disability insurance.

• Generous paid time off. We provide policies that allow you to recharge along with 10 paid company holidays.

• Financial savings benefits to support your future. We support your financial well-being with HSA contributions, optional FSA and commuter benefits, and full coverage of all 401(k) account fees (employer match not currently offered).

• Paid parental leave to support your growing family. We provide up to 10 weeks of paid parental leave based on tenure, so you can focus on bonding and adjusting to life as your family grows.

Our Values

1. Families First
   Redefining healthcare starts with how we treat the parents and children we serve. We go above and beyond for every family, building strong, lasting relationships. We continually ask ourselves, “Would we want this for our own families?”

2. Urgency with Precision
   Millions of families are waiting for care, and they cannot wait, therefore this is not your typical 9 to 5 job. We match their urgency with our own, delivering exceptional care without compromise. Here, speed and excellence go hand in hand.

3. Relentlessly Resourceful
   As an ambitious startup, we adapt quickly and make the most of limited time and resources. We solve challenges with creativity to deliver results without unnecessary complexity.

4. Purpose with Positivity
   We take our mission seriously while never losing sight of the people behind the work. Respect, kindness, memes, and coffee make us stronger as a team and better for the families we serve.

5. Driven to Redefine What’s Possible
   We are here to make healthcare better, which means asking hard questions, challenging outdated systems, and finding smarter, more compassionate ways to deliver care.

Equal Opportunity Employer

Abby Care is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, religion, sex, gender identity, sexual orientation, age, disability, veteran status, or any other legally protected basis. If you have a disability and require reasonable accommodation during any portion of the application or hiring process, contact talent@abbycare.org.

Abby Care considers qualified applicants with arrest or conviction records for employment and conducts background checks consistent with applicable law, including the California, Los Angeles County, San Francisco, Philadelphia, and New York City Fair Chance laws. We are an E-Verify participating company.

Automated Decision Tools

Abby Care may use automated decision tools to help match and rank candidate work experience, education and skills found in online profiles, resumes and job applications against job requirements. We believe that these tools help ensure objective, data-based decisions during the hiring process, however, all Abby Care hiring decisions involve final human review and input. If you have questions or would like to request an alternative process, contact talent@abbycare.org.

Who we are

Help Scout started in 2011 with a simple premise: support software should treat customers like people, not tickets. 3+ billion conversations later, more than 10,000 companies use Help Scout to grow relationships with customers of all types, from clients to patients and beyond.

Now we’re in a new chapter: not only building AI that gives teams more space to focus on the customer experience, but also reimagining how we operate in an AI-native world. That means shipping and learning faster, without compromising on craft. Great work here carries a strong opinion and sweats the details, regardless of the tools we use to drive it.

We’ve been a fully remote team since day one, with 120+ teammates now all over the world. It’s a culture where you’ll be trusted to take ownership, stay curious, and raise the quality of work around you. It comes with clear expectations and a team that will push you to do some of the best work of your career.

If that kind of challenge gives you energy, we’d love to meet you.

The opportunity

Help Scout is building a sales-led outbound motion to win more mid-market customers. Most of our pipeline comes from inbound today & we are changing that mix. This role is the engine for it.

We're hiring our first Business Development Representative to join our sales team. In this role, you’ll open conversations with the companies that fit us best and drive pipeline for our Account Executives. You'll also help shape the outbound playbook: which accounts, which messages, and which channels work. As our first BDR, we’re not looking for someone to run an established playbook… we're looking for someone who is eager to help shape one.

Does that sound like you? If so, here’s more about the role:

What you’ll do

• Research and personalize. Use an AI tech stack to find the right prospects, from Support/Success leaders to Operations management and company executives. You'll maximize engagement by tailoring outreach using our messaging frameworks and templates, and will check AI-generated drafts before sending.

• Work defined target account lists. Prospect into a defined list of ideal-fit mid-market companies based on our ICP criteria & strategic campaigns, and flag accounts that are not the right fit.

• Execute multi-channel outreach. Manage outreach across several channels, including email, phone, LinkedIn, and video.

• Test and iterate. Run messaging, personas, and channels tests, track what converts at the highest rates, and recommend changes to drive continuous improvement.

• Report on results. Maintain updated reports and dashboards that illustrate your success rates across campaigns and performance towards your targets. Regularly review results and thoughtful recommendations for improvement with your manager.

• Hand off cleanly. Partner closely with Account Executives to brief them on sourced meetings with well documented details about the contacts, accounts and messaging that led to the booking. Use AE feedback to regularly improve your hand-offs.

About you

• You have 1 to 2+ years as an outbound BDR or SDR at a B2B SaaS company, with a track record of meeting pipeline or opportunity targets.

• You've prospected into companies with 250+ employees and know how to tailor messaging based on industry, job title and additional criteria.

• You’re a great communicator, both with prospects and internal colleagues.

• You actively use AI tools in your workflow for research, list building, or writing, and can recommend what works (experience with HubSpot & GTM platforms like Apollo, ZoomInfo, Sales Navigator or similar solutions a plus).

• You can thrive in a fast-paced, dynamic environment.

• You're coachable and want to grow into a closing role.

Compensation and benefits

We use a competency-based approach to pay, and pay is the same no matter where in the U.S. you live.

Base salary: $71,000 - $77,000

On-target earnings (OTE): $102,000 - $111,000

Company values

Happy to Help

Help is in our first name! We show up for each other — not out of obligation, but because we’re invested in the team’s collective success. We share knowledge freely, lead with generosity, and practice empathy with our teammates, customers, and community.

Craft over Convention

Our success relies on the quality and craft of the work we put into the world. The status quo simply won’t work. So we insist on narrow focus, sweating every detail, and relentless pursuit of customer delight.

Progress not Perfection

Achieving our true potential — collectively and individually — requires constant progress and forward momentum. By creating a culture of curiosity and openness, we aim to create a safe space for mistakes, the ability to identify them quickly, and use them to get better.

Own the Outcome

Own the outcome means taking full responsibility for the results of your work, decisions, and contributions. It reflects a mindset of accountability, proactiveness, and follow-through. If you “own the outcome,” you don’t just complete tasks, you ensure your work leads to meaningful results, and take initiative to solve problems rather than passing them along.

Read more about how we define, share, and live these values here.

Benefits And Perks

• Competitive salary and an internal, transparent salary formula based on market data

• Flexible time off – you choose the holidays and vacations that make sense for you

• 12 weeks of fully paid parental leave for all new parents, including adoption and foster care

• A home office stipend to help you get set up and productive

• A co-working stipend up to $300 a month if you choose to work out of your house

• A yearly professional development stipend of $1,800 to help you grow in your craft

• If you’re in the U.S. or Canada, we offer top tier health insurance for you and your dependents.

Hiring Guidelines:

All roles at Help Scout are fully remote. Some positions have specific location requirements. For roles outside the U.S. and Canada, we work with teammates as independent contractors under country-specific agreements.

We do not sponsor visas. Teammates must already be authorized to work from their home country.

We are an equal opportunity employer and are committed to building a company that embraces and celebrates diversity and inclusion. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. We have read the studies and understand that diverse teams build better products, bring more perspective to the table, contribute to a company’s financial success, and help foster a more inclusive environment for all employees, but the bottom line is that it's the right thing to do.

To provide you with the best experience, we can support you with accommodations or adjustments at any stage of the recruitment process. Simply inform our recruitment team during your conversation with them.

A note on the use of AI in our interview process

While we understand that AI is an important tool in a modern skillset, we ask that you do not utilize AI assistants live on our interviews. Of course, use any tools you need to prepare! But we'd like for you to have a real human-to-human conversation with our team.

On our end, we utilize a platform called Brighthire as a notetaker and review tool to ensure a fair and transparent hiring process.

Beware of scammers! All legitimate communication from Help Scout regarding your application will come directly from an @helpscout.com email address and through our applicant tracking system, Ashby. We will never ask for personal financial information or conduct interviews outside of these official channels.

ICON Prime is seeking an entrepreneurial, high-impact Associate Business Development Director to expand our defense business across the military services, from military construction (MILCON) to defense technology (MilTech). You will operate with significant autonomy to generate, shape, and close complex government opportunities. The ideal candidate has a defense background, a proven track record of winning competitive government contracts and converting relationships into awards, and knows how to navigate the Pentagon and defense innovation pathways to align ICON's capabilities with the government's highest-priority requirements. You will work closely with Engineering, Operations, and Regulatory teams so that BD commitments are technically grounded and contractually executable and customer needs shape our product roadmap. This role is based in Washington, DC, reports to the Senior Director, Prime Business Development & Government Affairs, and requires up to 30% travel.

RESPONSIBILITIES

• Develop and execute a business development strategy to expand ICON Prime's presence across DoD, including the Army, Navy, Air Force, Marine Corps, and National Guard.

• Build and maintain a high-quality federal pipeline. Engage program offices, requirements owners, and contracting officers early to shape opportunities before they are released.

• Cultivate deep relationships with key stakeholders at USACE, NAVFAC, AFCEC, DIU, AFWERX, and service-specific construction and installation commands.

• Lead capture for targeted opportunities end to end, from business validation and qualification through gate reviews, proposal development, final proposal revisions, and contract negotiation, including teaming strategy and pricing guidance.

• Pursue design-build, OTA, and IDIQ opportunities, including barracks, hardened facilities, and base infrastructure, as well as expeditionary construction and SCIF deployment.

• Develop and deliver briefings, white papers, and capability narratives for general officers and senior civilian officials, and represent ICON at industry events, industry days, and installation visits.

• Conduct market intelligence and competitive analysis, and assess competitors and emerging trends to guide capture strategy and product roadmap decisions.

• Partner with Engineering, Operations, and Regulatory teams to ensure solutions align with Unified Facilities Criteria (UFC) and service requirements, and bring customer feedback into product development and the product roadmap.

• Maintain pipeline and customer data in HubSpot, contribute to pipeline and gate reviews with Prime leadership, and support and manage business development and proposal professionals as the team grows.

MINIMUM QUALIFICATIONS

• 7+ years of business development, capture management, or program management experience within DoD or military construction, with a track record of closing competitive federal contracts.

• Experience working with federal government agencies, DoW organizations, or military construction projects with understanding of government contracting and acquisition processes.

• Deep fluency in federal procurement, including FAR/DFARS, OTAs, IDIQs, DIU and AFWERX pathways, SBIR/STTR, the MILCON process, and defense appropriations cycles.

• Excellent verbal and written communication skills with proven ability to present complex technical information to government stakeholders, military officials, and internal teams, and create compelling proposals, presentations, and technical marketing content.

• Exceptional relationship-building and networking abilities with demonstrated success establishing trust and credibility with government agencies and federal stakeholders in professional and regulatory environments.

• Proven ability to engage senior DoD stakeholders at the Pentagon, service command, or major command level.

• Working knowledge of Unified Facilities Criteria (UFC) and military design standards.

• Entrepreneurial mindset with the ability to self-direct and execute at startup speed with limited institutional support.

• Ability to travel up to 30% for customer meetings, conferences, and industry events.

• Bachelor's degree in a relevant field, or equivalent practical experience.

PREFERRED SKILLS AND EXPERIENCE

• Prior military or federal civilian service, particularly with USACE, NAVFAC, AFCEC, Marine Corps Installations Command, or a DoD R&D command, including Navy Civil Engineer Corps or Seabees, Air Force civil engineering, or Marine Corps engineering and facilities.

• Active or current eligibility for a Secret or TS/SCI security clearance (TS/SCI preferred).

• Familiarity with MILCON project delivery, OTA construction agreements, or other non-traditional defense acquisition pathways.

• Background in design-build or fast-track delivery, or in 3D printing, additive manufacturing, robotics in construction, or other innovative construction methods.

• Graduate degree in construction management, engineering, or a related discipline, or a background in management consulting or strategic advisory focused on defense.

ICON is an equal opportunity employer committed to fostering an innovative, inclusive, diverse and discrimination-free work environment. Employment with ICON is based on merit, competence, and qualifications. It is our policy to administer all personnel actions, including recruiting, hiring, training, and promoting employees, without regard to race, color, religion, gender, sexual orientation, gender identity, national origin or ancestry, age, disability, marital status, veteran status, or any other legally protected classification in accordance with applicable federal and state laws. Consistent with the obligations of these laws, ICON will make reasonable accommodations for qualified individuals with disabilities.

Furthermore, as a federal government contractor, the Company maintains an affirmative action program which furthers its commitment and complies with recordkeeping and reporting requirements under certain federal civil rights laws and regulations, including Executive Order 11246, Section 503 of the Rehabilitation Act of 1973 (as amended) and the Vietnam Era Veterans' Readjustment Assistance Act of 1974 (as amended).

Headhunters and recruitment agencies may not submit candidates through this application. ICON does not accept unsolicited headhunter and agency submissions for candidates and will not pay fees to any third-party agency without a prior agreement with ICON.

As part of our compliance with these obligations, the Company invites you to voluntarily self-identify as set forth below. Provision of such information is entirely voluntary and a decision to provide or not provide such information will not have any effect on your employment or subject you to any adverse treatment. Any and all information provided will be considered confidential, will be kept separate from your application and/or personnel file, and will only be used in accordance with applicable laws, orders and regulations, including those that require the information to be summarized and reported to the federal government for civil rights enforcement purposes.

Internet Applicant Employment Notices

RevenueCat gives app businesses the infrastructure and tools to build, run, and improve their monetization. Since graduating from YC's S18 batch, we've grown into the default monetization platform for mobile.

We're in 50%+ of newly shipped subscription apps, we process $16B+ in annual purchase volume, and we help everyone from a solo developer to the OpenAI mobile team understand and grow their revenue.

We're a remote-first team of 150+ people across 25+ countries, guided by values we actually practice: Customer Obsession, Always Be Shipping, Own It, and Balance.

This isn't the right fit for everyone. The systems you’ll build here manage billions of dollars and touch hundreds of millions of end users, and we don’t take that lightly. You'll be expected to work hard and hold a high bar for what you ship, alongside some of the sharpest, most driven people you've worked with. If that sounds energizing rather than exhausting, keep reading.

The Role

We’re hiring a Senior Product Partnerships Manager to build partnerships that help developers make more money and create new growth opportunities for RevenueCat.

You’ll understand how RevenueCat and other products fit together, identify opportunities that matter to customers, and own the work to make those partnerships valuable - from the initial business case and partner agreement through launch, adoption, and growth.

The work could range from helping more developers adopt web payments with Stripe, to helping app teams put subscription data to work through OneSignal, to creating a new distribution relationship with a developer platform.

You’ll join a small Partnerships team with the scope to decide which opportunities we pursue, how we develop them, and where we should do less. That means going deep with a focused set of existing partners while proactively finding the next relationships RevenueCat needs.

This is a senior individual contributor role reporting to our Partnerships Lead. You’ll own the partnership and commercial work, collaborating directly with Product and Engineering on integrations and with Marketing, Sales, and Customer Success on adoption and growth.

What you’ll be responsible for

• Set the strategy for RevenueCat’s technology partner ecosystem. Identify where partnerships can solve customer problems or open new growth opportunities. Own the priorities across the ecosystem, deciding which relationships to build, deepen, or keep lower-touch.

• Create new product partnerships. Identify customer needs and market opportunities, build the business case, engage the right partners, and negotiate commitments. Own the relationship from discovery through launch and adoption.

• Create a scalable route for partners to build with RevenueCat. Establish how we evaluate inbound opportunities and work with Product to provide the guidance, onboarding, and support companies need to develop integrations without a high-touch partnership.

• Turn our most important integrations into meaningful partnerships. Own and execute plans with priority partners that go beyond the integration itself, from customer adoption and education to co-selling, incentives, distribution, and other creative GTM motions suited to the opportunity each partnership creates.

• Measure the impact of the ecosystem. Define and report the metrics that show which partnerships are creating value and where we should invest next.

What success looks like

In the first month, you’ll:

• Get deeply familiar with RevenueCat’s product, customers, integrations, and the teams you’ll work with.

• Meet existing partners and begin taking ownership of day-to-day relationships.

• Deliver your “first ship,” a project that demonstrates your insights and adds value to the team.

Within 3 months, you’ll:

• Own a focused set of priority partnerships, with clear recommendations on where to invest and where to do less.

• Have joint plans, success measures, and initial performance baselines for priority relationships.

• Bring your first integration business cases and a qualified pipeline of new partner opportunities to the team.

• Complete your first side quest.

Within 6 months, you’ll:

• Have launched partner-specific GTM initiatives and demonstrated progress against agreed adoption, customer, or commercial measures.

• Have converted priority new opportunities into signed agreements or partnerships, moving toward launch.

• Have influenced integration investment through customer evidence and business cases developed with Product.

• Have a working process for evaluating inbound requests and supporting lower-touch integration partners.

Within 12 months, you’ll:

• Demonstrate measurable improvements against your initial baselines, including integration adoption, customer outcomes, and RevenueCat pipeline or revenue where relevant.

• Have sourced, signed, and launched new partnerships that expand what customers can achieve with RevenueCat or how developers discover and adopt it.

• Have scaled the GTM approaches that work, adapted them to different partners, and reduced investment in activities that aren’t delivering.

• Have established a repeatable way to evaluate, launch, and support partnerships without every opportunity depending on high-touch involvement.

What you’ll need to be successful

• You have 4+ years of partnerships experience, including ownership of product, integration, technology or platform partnerships, and experience in a startup or scale-up. Your work has involved actual product collaboration, not solely referral, reseller, or co-marketing relationships.

• You’ve created opportunities, not just inherited relationships. You can point to partnerships you identified, built the internal case for, secured, and launched, and explain what they changed for customers or the business.

• You can get into the detail of an integration. You can read API and SDK documentation, explain how products and data flows fit together, and identify important requirements or constraints before involving technical specialists.

• You know how to drive value after launch. You’ve designed creative, partner-specific GTM strategies and can explain the audience, why you chose the approach, and what changed as a result. Your experience goes beyond coordinating isolated campaigns or launch announcements.

• You’ve helped build or significantly improve a product or technology partner ecosystem, and can show how you decided where to invest, where not to, and why

• You’ve repeatedly taken ambiguous, cross-functional initiatives from idea to execution with minimal direction, and you’re comfortable moving between strategic thinking and hands-on execution to get things shipped.

Ideally, you also

• Have experience in developer tools, mobile, payments, analytics, engagement, attribution, or a related technical ecosystem.

• Understand how developers evaluate, adopt, and integrate products.

• Experiment with products, APIs, or developer and AI tools to understand opportunities firsthand.

• Are comfortable working as part of a fully remote team in an asynchronous environment using a lot of Notion, Slack, and Zoom.

What we offer:

• Competitive equity in a fast-growing, Series C startup backed by top-tier investors, including Y Combinator

• 10-year window to exercise vested equity options

• A fully remote environment designed around autonomy and flexibility

• 4-5 weeks of flexible time off annually

• Paid desk at a co-working space

• Workspace budget and continuous learning stipend

Interviewing at RevenueCat

Our interview process is rigorous on purpose. We want to be sure that everyone we bring on is genuinely excited about this work, aligned with how we operate, and ready to meet our high bar for performance. Curious what that actually looks like? Read more in our blog post on how we hire at RevenueCat, including tips to help you succeed.

More on how we work:

• How we think about hiring and team design: Building a Winning Team

• The values that guide how we work: Our Values

• How we work as a remote team: How We Work Remotely at RevenueCat

• What to expect from our interview process: Interview Expectations

• What to expect from comp and employment: Employment FAQ

What you’ll be part of

Garner is on a mission to transform the U.S. healthcare system — and we’re the only proven player doing exactly that. We partner with employers to redesign how healthcare works: applying 550+ proprietary clinical metrics across 80+ specialties to a dataset of 320M+ patients to identify the best-performing doctors, then using compelling incentives to steer members to the care that helps them get healthier, faster.

The result is a rare “win win” — better care and lower costs for both members and employers. In just five years, our work has helped over 2.5 million people access higher-quality care and saved $1B in healthcare costs. We recently raised our Series E and have doubled five years running. If you've ever wanted your work to solve a problem that touches every person in this country, this is the opportunity to do exactly that. You'd be joining a team fundamentally reimagining healthcare in the U.S. — and using AI to scale that impact further and faster than anyone else can.

About the role:

We are seeking an exceptional Business Development Representative to join our revenue team. This role will report to the Business Development Manager. As a BDR, you own initial outreach to targeted accounts and partners, working in conjunction with the sales and marketing teams.

Where you will work:

Garner is headquartered in NYC, but this position is available for individuals who are comfortable with remote work and occasional travel to HQ.

What you will do:

• Generating qualified meetings and pipeline for Garner’s revenue organization
• Meet or exceed BDR activity metrics set forth
• Work with and leverage sales teammates to develop targeted lists, call strategies, and messaging to drive opportunities
• Utilize business and industry knowledge to research accounts, identify key targets, generate interest, identify compelling events, and develop accounts
• Conduct high-level discovery conversation in target accounts
• Manage, track and report on all activities using Salesforce
• Work in collaboration with Growth Marketing to drive attendance at regional and national events

What we're looking for:

• 1 - 3 years relevant work experience
• Positive and energetic phone skills, excellent listening skills and strong writing skills
• Inbound and outbound calling experience
• Proficient in Salesforce, Outreach, and ZoomInfo
• Experience with healthcare a plus
• A willingness to “roll up your sleeves” and do whatever is necessary to ensure company success
• A desire to be a part of a high-performing, mission-driven team that operates with intense urgency, a strong sense of individual accountability, and a commitment to authentic feedback

This is a unique opportunity to join a fast-growing company in a transformative role, helping shape the future of healthcare.

Please note: we are unable to sponsor or take over sponsorship of an employment visa at this time.

What you'll get here

You’ll work on problems that matter, at a company working to change healthcare at scale. You’ll work at the intersection of AI and systemic healthcare reform, where the problems we solve are as interesting and compelling as the mission.

At Garner, you’ll take on real, ambitious problems with real ownership and autonomy, alongside exceptional, principles-based people who genuinely want you to win. It’s demanding by design. You’ll be challenged to stretch beyond what you thought possible and receive consistent coaching to help you grow and do the best work of your career. This isn't the right fit for everyone, and that's intentional. The people here are driven by what's at stake for real people, and that's what gives our intensity its purpose.

Compensation Transparency:

The base salary for this position is $70,000 - $75,000. This position is also commission eligible. Individual compensation for this role will depend on various factors, including qualifications, skills, and applicable laws. In addition to base compensation, this role is eligible to participate in our equity incentive and competitive benefits plans, including but not limited to: flexible PTO, Medical/Dental/Vision plan options, 401(k), Teladoc Health and more.

Fraud and Security Notice:

Please be aware of recent job scam attempts. Our recruiters use getgarner.com and garnerhealth.com email domains exclusively. If you have been contacted by someone claiming to be a Garner recruiter or a hiring manager from a different domain about a potential job, please report it to law enforcement here and to candidateprotection@garnerhealth.com.

Equal Employment Opportunity:

Garner Health is proud to be an Equal Employment Opportunity employer and values diversity in the workplace. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.

Garner Health is committed to providing accommodations for qualified individuals with disabilities in our recruiting process. If you need assistance or an accommodation due to a disability, you may contact us at talent@garnerhealth.com.

About Upstart

At Upstart, we’re united by a mission that matters: to radically reduce the cost and complexity of borrowing for all Americans. Every day, we bring creativity, experimentation, and advanced AI to reshape access to credit, helping millions move forward financially with clarity and confidence.

As the leading AI lending marketplace, we partner with banks and credit unions to expand access to affordable credit through technology that’s both radically intelligent and deeply human. Our platform runs over one million predictions per borrower using more than 3,000 signals, powering smarter, fairer decisions for millions of customers. But the numbers only hint at the impact. Every idea, every voice, and every contribution moves us closer to a world where credit never stands between people and their financial progress.

We’re proudly digital-first, giving most Upstarters the flexibility to do their best work from wherever they thrive, alongside teammates across 80+ cities in the US and Canada. Digital-first doesn’t mean distant. We’re intentional about in-person connection through team onsites, planning sessions, and moments that spark creativity and trust. And whether you choose to work primarily from home or collaborate in-person from one of our offices in Columbus, Austin, the Bay Area, or New York City, you’ll have the support to work in the way that works best for you.

If you’re energized by tackling meaningful problems, excited to innovate with purpose, and motivated by work that truly matters, we’d love to hear from you.

The Team:

Upstart’s Auto Retail team is building the future for car buying. We believe that AI-powered lending can help dealerships create a faster, more seamless financing experience for their customers while improving profitability. Upstart Auto Finance (UAF) gives dealership finance teams access to AI-powered credit decisioning that uses thousands of data points beyond traditional credit scores to help more car buyers access flexible financing options.

Our Auto Retail Sales Development team is responsible for lead generation. They seek out new opportunities to reach dealerships and introduce Upstart Auto Finance, our AI-powered auto finance solution. UAF empowers dealership finance teams with soft credit pulls, instant credit decisions, and automated pricing to help them present more competitive offers to more car buyers. They’re an analytical, ambitious team that brings a unique proposition to the industry and provides support in a number of ways to help hit sales pipeline generation targets. Alongside the Account Executives, they will enable Upstart to continue to grow its customer base and drive revenue.

As the Business Development Representative on the Auto Retail team at Upstart, you'll be responsible for driving revenue by prospecting and building pipelines with automotive dealerships. You are an energetic, committed, over-achiever who is passionate about sales and bringing value-added UAF solutions to customers. You consistently exceed your quota and are always looking for ways to have a larger impact. In addition to your core responsibilities, you’ll also get to play a pivotal role in partnering with marketing, executive teams and the OEM team on driving strategic initiatives and identifying key accounts. This is a great opportunity for candidates who want to work in a fast-paced environment, make a big impact, grow, and win as a team to scale a growing business.

How you’ll make an impact

• Account research: Research target dealerships and identify key decision makers to better tailor messaging
• 1:1 sales prospecting: Deliver compelling, personalized messages and offers via daily cold calls and emails to key personas such as the General Manager, General Sales Manager, Dealer Principle and Directors of Marketing.
• Inbound lead follow-up: In partnership with marketing, follow-up with marketing qualified leads generated from the website and marketing campaigns in a timely manner.
• Sales partnership: Coordinate with account executives to align on target accounts, handoff leads, share prospect insights, and prepare for first meetings.
• Structured lead management: Consistently update account and lead information and assist the operations team on data cleanup within the CRM system and support weekly reporting efforts.
• Market insights: Provide “voice of customer feedback and competitive insights to sales, marketing and OEM teams to improve go-to-market strategy.
• Company support: Work closely with the Marketing and OEM teams on special projects to drive critical initiatives.

Minimum Qualifications

• Bachelor’s degree in business or a related field is preferred.
• At least 6+ months of Enterprise software / SaaS B2B sales development experience including cold calling and email outreach
• A track record of measurable success in growing sales pipeline through a targeted account-based approach
• Strong communication, analytical, and listening skills, with a positive and energetic phone presence
• Strong work-ethic with a strong sense of ownership, accountability and a desire to continually improve.

Preferred Qualifications

• Exceptional writing skills and verbal communication skills to engage prospective customers
• Strong organizational and time management skills to prioritize daily and weekly activities, specifically following up with leads in a structured manner
• Natural teamwork skills to collaborate with marketing and sales colleagues
• Passion for having an impact on demand generation and sales growth
• Familiarity with sales development tools such as Outreach, Connectandsell, Zoominfo, and Sendoso
• Previous experience within automotive industry a plus

Position location This role is available in the following locations: Austin, TX

Time zone requirements The team operates on the Central time zones.

In-Office requirements. This team has regular onsite collaboration sessions. These occur 3 days per week at one of Upstart’s offices. If you need to travel to make these meetups, Upstart will cover all travel related expenses.

Travel requirements As a digital first company, the majority of your work can be accomplished remotely. The majority of our employees can live and work anywhere in the U.S but are encouraged to to still spend high quality time in-person collaborating via regular onsites. The in-person sessions’ cadence varies depending on the team and role; most teams meet once or twice per quarter for 2-4 consecutive days at a time.

#LI-REMOTE

#LI-Associate

At Upstart, your base pay is one part of your total compensation package. The anticipated base salary for this position is expected to be within the below range. Your actual base pay will depend on your geographic location–with our “digital first” philosophy, Upstart uses compensation regions that vary depending on location. Individual pay is also determined by job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

In addition, Upstart provides employees with target bonuses, equity compensation, and generous benefits packages (including medical, dental, vision, and 401k).

United States | Remote - Anticipated Base Salary Range

$65,000—$90,000 USD

What you'll love

At Upstart, our benefits for full-time employees are designed to support your health, financial well-being, family, and personal growth. Here’s what you can expect:

• Competitive compensation, including base pay, bonus opportunities, and annual equity grants that vest quarterly
• Retirement benefits to help you plan for the future, including a 401(k) or Group Retirement Savings Plan with a company match of $2 for every $1 contributed, up to $15,000 annually (USD in the US, CAD in Canada)
• Employee Stock Purchase Plan (ESPP) with discounted stock purchase options for eligible employees (US only)
• Comprehensive health coverage designed to support you and your family, including medical, dental, vision, and wellness resources for US and supplemental health coverage for Canada.
• Health Savings Account contributions from Upstart for eligible plans (US only)
• Income protection benefits, including life insurance and disability coverage for added financial security
• Paid time off, sick leave, and company holidays, in line with local requirements
• Paid family and parental leave to support caregiving and major life moments (duration varies by country)
• Family-centered benefits to support fertility, parenthood, and caregiving needs
• Employee Assistance Program (EAP) offering mental health support and life-centered resources
• Financial wellness resources, including access to financial planning tools and a financial concierge service (US Only)
• Annual wellness allowance to support your physical and emotional well-being and personal development, based on what matters most to you
• Annual productivity allowance to invest in relevant tools and resources you need to do your best work, no matter where you work from
• Connection and community through team events, all-company updates, and employee resource groups (ERGs)
• Onsite perks, including catered lunches and fully stocked micro-kitchens when working from one of our offices in the Bay Area, Austin, Columbus, and New York City

For roles based in Canada, please note that we are not currently able to hire in Quebec.

Upstart is a proud Equal Opportunity Employer. Just as we are dedicated to improving access to affordable credit for all, we are committed to inclusive and fair hiring practices.

If you require reasonable accommodation in completing an application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please email candidate_accommodations@upstart.com

https://www.upstart.com/candidate_privacy_policy

About Supabase

Supabase is the Postgres development platform, built by developers for developers. We provide a complete backend solution including Database, Auth, Storage, Edge Functions, Realtime, and Vector Search. All services are deeply integrated and designed for growth.

About the role

Supabase is scaling its AWS partnership across multiple go-to-market motions, and gaming is one of the fastest-moving. This role owns the AWS gaming segment end to end, driving adoption of Supabase within game studios building on AWS, and managing the technical and commercial relationship with AWS's gaming ecosystem (GameLift, gaming ISVs, and gaming-focused SI/SA teams).

You'll work closely with our SI partner ecosystem (including gaming-focused system integrators) on feature enhancements, run co-sell motions with AWS gaming account teams, and build the pipeline that proves out gaming as a durable growth motion for the AWS relationship.

What you'll do

• Own the AWS gaming segment strategy and roadmap

• Manage relationships with AWS's gaming team (GameLift, gaming ISV/partner org) and gaming-focused AWS SAs

• Drive the SI partnership motion with gaming systems integrators -- including scoping technical gap analyses (SDK coverage across Unity, Unreal, Godot), negotiating MNDAs/agreements, and managing joint GTM plans

• Build and run co-sell pipeline with AWS gaming account teams through ACE

• Identify and close gaps in Supabase's gaming-specific product story (SDK support, real-time/multiplayer patterns, missing feature parity vs. incumbents)

• Represent the gaming motion in AWS SCA/funding conversations, providing data and narrative to support investment asks

• Partner with product marketing on gaming-specific content, case studies, and launch narratives

Who you are

• 3-5+ years in partnerships, alliances, or business development, ideally with AWS or another hyperscaler

• Experience working with or in the gaming industry (studios, publishers, or gaming-focused ISVs/SIs) a strong plus

• Track record managing complex, multi-stakeholder partner relationships (SI partners, hyperscaler field teams, internal product/eng)

• Comfortable operating with technical ambiguity -- you don't need to write code, but you need to understand SDK gaps, integration patterns, and technical GTM stories well enough to be credible with SAs and engineers

• Strong program management instincts -- this role is equal parts relationship-building and disciplined execution (gap analyses, joint plans, quarterly business reviews, and pipeline tracking)

• Proven ability to execute co-marketing and co-sell initiatives that impact the bottom line, paired with a deep understanding of partner attribution and reporting

• High degree of autonomy and external credibility—you lead your own workstreams, close loops, and represent Supabase in high-stakes partner discussions independently

• Experience with AWS Partner Central, ACE, and Marketplace mechanics is a plus.

What We Offer

• Fully Remote

  We hire globally. We believe you can do your best work from anywhere. There are no Supabase offices, but we provide a WeWork membership or co-working allowance you can use anywhere in the world.

• ESOP

  Every team member receives ESOP (equity ownership) in the company. We want everyone to share in the upside of what we’re building together.

• Tech Allowance

  Use this budget to set up your ideal work environment—laptop, monitor, headphones, or whatever helps you do your best work.

• Health Benefits

  Supabase covers 100% of health insurance for employees and 80% for dependents, wherever you are. Your wellbeing and your family’s health are important to us.

• Annual Off-Sites

  Once a year, the entire company gathers in a new city for a week of connection, collaboration, and fun. It’s a highlight of our year.

• Flexible Work

  We operate asynchronously and trust you to manage your own time. You know what needs to be done and when.

• Professional Development

  Every team member receives an annual education allowance to spend on learning—courses, books, conferences, or anything that supports your growth.

About the Team

Supabase was born-remote and open-source-first. We believe our globally distributed team is our secret weapon in building tools developers love.

• ~400 team members

• 60+ countries

• 20+ languages spoken

• Over $1B raised (including our $500M Series F)

• 540,000+ community members

We move fast, build in public, and use what we ship. If it’s in your project, we probably use it in ours too. We believe deeply in the open-source ecosystem and strive to support—not replace—existing tools and communities.

About Dutchie

Founded in 2017, Dutchie is a comprehensive technology platform powering dispensary operations, while providing consumers with safe and easy access to cannabis. Dutchie aims to further support the positive societal change the cannabis industry brings to the world through wellness benefits, social justice, and empowering local communities through tax revenue. Powering thousands of dispensaries across 40+ markets throughout the United States and Canada, Dutchie is the leading technology company in the cannabis space and was named in Fast Company’s 10 Most Innovative Companies in North America and listed two years in a row on LinkedIn’s Top 50 Startups.

Dutchie has raised over $600M in funding to date, backed by D1 Capital Partners, Tiger Global, Dragoneer, DFJ Growth, Thrive Capital, Howard Schultz, Snoop Dogg’s Casa Verde Capital, Gron Ventures, members of the founding team at DoorDash, Kevin Durant’s Thirty Five Ventures, and other notable angel investors.

About This Job

As a Business Development Representative on our outbound team, you'll find and open doors with dispensaries that haven't discovered Dutchie yet. You'll build target lists, run sequences, and start conversations that turn into qualified meetings for our Account Executives and Account Managers. To succeed here, you'll need to be curious about the businesses you're prospecting into, resourceful when a first attempt doesn't land, and genuinely energized by the grind of top-of-funnel outbound — the volume, the research, the follow-up.

This role sits on a strong, growing sales team and comes with real coaching and mentorship as you ramp. You'll need to move comfortably across systems and adapt quickly as our outbound motion takes shape — prioritizing the accounts and activities that create the most pipeline. Your success will be rooted in consistent activity, sharp messaging, and a coachable mindset that keeps improving week over week.

What You'll Do…

• Outbound Prospecting: Build and work target account lists across U.S. dispensaries, using state, license status, and market maturity to prioritize who you reach out to and when.
• Multi-Channel Outreach: Run cold and warm outreach across call, email, and social, using the Dutchie Revenue Playbook to deliver consistent, proof-point-driven messaging that resonates with dispensary owners and operators.
• Meeting Generation: Book qualified meetings for Account Executives and Account Managers, and manage a clean handoff so context and momentum aren't lost.
• Pipeline Hygiene: Log activity, disposition, and source data accurately in HubSpot and Salesforce (Legacy and Greenpath), giving leadership reliable visibility into pipeline health.
• Performance & Coaching: Hit weekly and monthly activity and meetings-booked targets, and show up for regular 1:1 coaching and Gong call reviews to keep sharpening your messaging and objection handling.
• Market Intelligence: Share what you're hearing in the field — competitive signals, regional trends, buying triggers — so the team can keep refining how we target and message.

What You Bring

• 1+ years of experience in a sales, BDR/SDR, or outbound prospecting role, preferably within B2B SaaS or tech.
• A track record of hitting activity and pipeline-generation targets in a metrics-driven environment.
• Strong written and verbal communication skills, with the confidence to cold call and the ability to write outreach that doesn't sound templated.
• Comfort working in a CRM (Salesforce, HubSpot, or similar) and following a defined process for logging activity and disposition.
• A coachable, growth-oriented mindset — you want mentorship from a strong team and a path toward Account Executive or Account Management.
• Genuine curiosity about the cannabis retail industry and a willingness to learn the regulatory nuances that shape how dispensaries buy.
• Organizational skills to manage a high volume of accounts and outreach without losing attention to detail.

It’s a Bonus if You…

• Have prior outbound (not just inbound) sales experience and can speak to how you build and prioritize a target account list.
• Have experience with sales engagement/sequencing tools and call intelligence platforms (e.g., Gong).
• Have sold into retail, POS, fintech, or another regulated or vertical SaaS market.
• Have exposure to or interest in the cannabis industry specifically.

You’ll Get…

We are targeting a starting salary of $50,000 - $65,000 based on the intended level for this role.

In addition to cash compensation, our total rewards package includes:

• Full medical benefits including dental and vision plans to ensure you always have the best care.
• Equity packages in the form of stock options to all employees.
• Technology (hardware, software, reading materials, etc..) allowance
• Flexible vacation and sick days

At Dutchie, we’re committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Dutchie believes that diversity and inclusion among our teammates is critical to our success, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

The company is founder-led, profitable, and growing.

We are seeking a highly motivated and experienced Global Alliances Director to join our strategic partnerships team who will be responsible for leading the Dell Technologies alliance team globally. Reporting to the Head of IHV Alliances, the Dell Global Alliance Director will work closely with Dell and Canonical teams in all geographies to develop and maintain strong relationships with senior executives at strategic partner organizations, fostering collaboration and alignment on joint business objectives. The Dell Global Alliance Director will manage and grow a global team of Business Development Managers and help them identify and pursue new business opportunities with Dell, driving revenue growth and market expansion, develop and execute go-to-market strategies for joint offerings, oversee the day-to-day management of the alliance including contract negotiations and performance tracking, and issue resolution. The Dell Global Alliance Director will also contribute to thought leadership initiatives, such as joint publications and joint customer events.

Location: This role will be based remotely in AMER regions.

The role entails

• Build and own the strategy and the development of the Alliance on a global level
• Expand strategic relationships and enable Dell teams on the partnership
• Grow business motions with Dell Technologies, across sell-to, sell-through and sell-with motions
• Grow Dell’s awareness of open source capabilities on Canonical Ubuntu
• Manage, develop and grow a team of experienced business development managers
• Demonstrate a deep understanding of the Linux and cloud software ecosystem
• Deliver on targets, objectives and provide a voice of the partner
• Travel internationally - to drive partnerships in person
• Align and support internal canonical field teams - identify, support, grow, transact
• Expand existing footprint with Dell customers with an aim to upsell to broader portfolio

What we are looking for in you

• Proven experience as an Alliance Manager/Director
• Solid experience in Linux, virtualization, containers, and other cloud technologies
• Excellent interpersonal skills and the ability to build strong relationships with executives at all levels.
• Strong business acumen and a strategic mindset, with a focus on driving revenue growth and market expansion.
• Excellent verbal and written communication skills, with the ability to effectively present complex ideas to a variety of audiences.
• Autonomous, disciplined, hands-on, get-it-done mentality
• Passionate about Canonical products and mission
• Comfortable in fast-paced and high pressure environments with measurable goals
• Team player with superior accountability and customer support skills
• Experience managing cross-functional teams and track record of operational excellence

What we offer colleagues

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.

• Distributed work environment with twice-yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Team Member Assistance Program & Wellness Platform
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long-haul company events

About Canonical

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game.

Canonical is an equal opportunity employer

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.

#LI-remote

About Us

Fanatics is building a leading global digital sports platform. We ignite the passions of global sports fans and maximize the presence and reach for our hundreds of sports partners globally by offering products and services across Fanatics Commerce, Fanatics Collectibles, and Fanatics Betting & Gaming, allowing sports fans to Buy, Collect, and Bet. Through the Fanatics platform, sports fans can buy licensed fan gear, jerseys, lifestyle and streetwear products, headwear, and hardgoods; collect physical and digital trading cards, sports memorabilia, and other digital assets; and bet as the company builds its Sportsbook and iGaming platform. Fanatics has an established database of over 100 million global sports fans; a global partner network with approximately 900 sports properties, including major national and international professional sports leagues, players associations, teams, colleges, college conferences and retail partners, 2,500 athletes and celebrities, and 200 exclusive athletes; and over 2,000 retail locations, including its Lids retail stores. Our more than 22,000 employees are committed to relentlessly enhancing the fan experience and delighting sports fans globally.

The Role

Fanatics is building a leading global digital sports platform, and partnerships are a core lever for accelerating growth across loyalty, financial services, and payments. The Enterprise Strategic Partnerships team sits at the enterprise level, working across Fanatics Commerce, Collectibles, and Betting & Gaming to develop and execute high-impact partnerships that create value for fans, partners, and operating companies.

We are seeking a Manager, Strategic Partnerships & Business Development Operations to support and scale our business development efforts across new loyalty partnerships (e.g., airlines and hotels), expansion of Fanatics’ financial services strategy (credit and debit), and large strategic partnerships with payments companies and digital wallets.

This role is ideal for a strong operator with BD instincts — someone who can manage complex deal processes end-to-end, coordinate across a decentralized organization, and also step into partner-facing conversations when needed. You will work closely with senior BD leaders while owning much of the operational and executional backbone that turns ideas into launched partnerships.

What You’ll Do:

Business Development Operations & Execution

• Manage the enterprise partnerships pipeline across loyalty, payments, and financial services, including opportunity tracking, stage gating, and prioritization
• Support business case development for new partnerships, including economics, customer value, partner value exchange, and operational feasibility
• Own project management for new partnership launches, coordinating across product, legal, finance, risk, loyalty, marketing, and operating companies
• Help operationalize complex partnerships in a decentralized, multi-opco environment, ensuring alignment and clear ownership across teams
• Support ongoing partner management post-launch, including cadence, performance tracking, and issue resolution

Partner-Facing & Deal Support

• Develop sales and pitch materials for prospective partners, including decks, operating models, and value propositions
• Participate in partner meetings and pitches, presenting defined sections such as partnership structure, loyalty mechanics, or operational approach
• Support negotiation and deal structuring alongside senior BD leaders, particularly around payments, loyalty conversion, and financial services consideration
• Help translate partner needs into clear internal requirements and execution plans

What We’re Looking For

• 5–8 years of experience in business development, partnerships, strategy & operations, fintech, payments, loyalty, or a related field
• Strong understanding of loyalty ecosystems, including earn/burn mechanics, currency conversion, and coalition-style partnerships
• Familiarity with the payments ecosystem from a merchant perspective, including how transactions flow across wallets, networks, issuers, processors, and platforms
• Experience supporting or executing complex, cross-functional initiatives with multiple stakeholders and long timelines
• Strong analytical skills with the ability to build and communicate clear, ROI-driven business cases
• Highly organized, execution-oriented, and comfortable operating in ambiguity
• Clear communicator who can distill complex concepts for both internal and external audiences
• A “general athlete” mindset — intellectually curious, adaptable, and willing to roll up sleeves where needed
• Passion for sports and excitement about Fanatics’ mission and platform

Why This Role Matters

This role is a force multiplier for Fanatics’ enterprise partnerships strategy. You’ll help ensure that big, strategic partnership ideas actually turn into launched, scalable programs — while building the experience and exposure needed to grow into a more senior deal-leading role over time.

Achieving our goals requires strong collaboration and partnership between our teams and our internal stakeholders. To best support this, the person who accepts this role is expected to be on site, in office four days per week. To provide our employees with flexibility, we offer a unique benefit where employees at Fanatics' corporate entity can work remotely for up to four weeks per year, which can be taken in daily or weekly increments.

The salary range represents base pay only and does not include short-term or long-term incentive compensation. When determining base pay as part of a final compensation package, we consider several factors such as location, experience, qualifications, and training. For information about our benefits, please visit https://benefitsatfanatics.com/

Salary Range

$138,000—$168,000 USD

By submitting your application, you agree to our terms of service and acknowledge you have read our Candidate Privacy Policy.

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1000+ colleagues in 70+ countries and very few roles based in offices. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

The company is founder led, profitable and growing. We are hiring an Cloud Solutions Architect in our Alliances team to help our biggest partners (companies like Intel, Nvidia, Google, Dell, HP, Accenture, Tata and the like) understand and embrace our open source platform for themselves and their customers.

Our worldwide field engineering team apply expert insights to real-world customer problems, enabling the enterprise adoption of Ubuntu, OpenStack, Kubernetes, AI/MLOps and a wide range of associated technologies. We are experts in the whole open source stack, from kernel to desktop, from cloud to the edge. Our team is also interested in business problems - building things reliably, efficiently and cost-effectively, and we have to learn to speak the language of our customers and their industries.

We help global companies embrace public and private cloud infrastructure, cloud native operations, and open source applications. For this team we are looking for several Alliances Engineers to support OEM (hardware manufacturers), GSI (global system integrators), ISV (independent software vendors), Channel partners and Public Cloud alliance partners. You will support various alliances and partners of Canonical to adopt our products and technologies, help business leaders to define joint go-to-market programs with partners from the technical standpoint.

We often say that our field engineers have 'the hardest job at Canonical' because customers can ask about any aspect of our solutions and products and expect a thoughtful, well-informed answer. We always want to do the best thing for our partners and customers, regardless of our company interests, and field engineers are the people we trust to ensure that is true.

Location: This is a home-based role, we are hiring worldwide.

What your day will look like

• Understand Ubuntu, Linux, networking and services in real-world environments
• Architect cloud infrastructure solutions like Kubernetes, Kubeflow, OpenStack, Ceph, and Spark either On-Premises or in Public Cloud (AWS, Azure, Google Cloud)
• Architect and integrate popular open source software such as PostgreSQL, MongoDB, Kafka, Cassandra and NGINX
• Help partners to offer and architect joint solutions utilizing Canonical’s technologies on top of the public clouds and in the data center
• Design and publish joint Reference Architectures and perform technical validations with various partners
• Prepare and run onboarding sessions/workshops with various partners’ teams to promote Canonical products and solutions

If you have a passion for the latest open source technologies, cloud-native development, data center technologies such as Kubernetes and computer networking, you will love the Alliances Architect role at Canonical.

What we are looking for in you 

• Extensive experience with Linux (Ubuntu preferred), Kubernetes, Ceph, software automation
• Experience designing and implementing solutions on top of public or private clouds
• Python and bash understanding, troubleshooting skills
• Fluent written and spoken English
• Excellent communication and presentation skills
• High motivation, ability to multi-task and follow-up reliably on commitments
• Interest in customer-facing engagement, including pitching, demonstrating and understanding customer environment and needs
• Interest in new technologies like LXD, Juju and Snaps
• Ability to travel globally up to 30% of the time
• Degree in Computer Science, Mathematics, Physics or related technical field experience

What we offer you

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.

• Distributed work environment with twice-yearly team sprints in person - we’ve been working remotely since 2004!
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Employee Assistance Programme
• Opportunity to travel to new locations to meet colleagues from your team and others
• Priority Pass for travel and travel upgrades for long haul company events

About Canonical

Canonical is a pioneering tech firm that is at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world on a daily basis. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do.

Canonical has been a remote-first company since its inception in 2004.​ Work at Canonical is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical provides a unique window into the world of 21st-century digital business.

Canonical is an equal opportunity employer

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.

#LI-Remote