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Come join the organization that is redefining security for the AI era. As one of the fastest-growing startups ever, we enable teams to secure cloud and AI applications by connecting code, cloud, and runtime into a single shared context. Trusted by security teams all over the world, we have a proven track record of success and a culture that values world-class talent. Not to mention, we’re now powered by Google, meaning we offer our customers an AI-powered platform that harnesses Google’s Threat Intelligence and Security Operations to better detect, prevent, and respond to threats across all environments, allowing for further innovation.

Our Wizards from all over the globe work together to protect the infrastructure of our customers, including over 65% of the Fortune 100, who trust us to scan and secure over 230 billion files daily. We’re honored to be a leading player in a massive and growing market, and we continue to look for exceptional Wizards who are eager to make a significant impact on our team. At Wiz, you’ll have the freedom to think creatively, dream big, and use your full range of skills to contribute to our momentous growth. Come join our team and help us create secure cloud environments that allow even the best companies to move faster, all while having some fun!

Senior Business Value Consultant

Location: Paris, France (remote / hybrid)

Minimum qualifications

• 7 years of experience in management consulting, value consulting, or relevant roles, with a focus on driving business transformation.
• Experience with quantitative analysis and financial modeling, including ROI, IRR, NPV, and payback concepts.
• Familiarity with enterprise cloud economics and understanding of enterprise data management concepts.
• Experience collaborating with cross-functional partners across sales, sales engineering, pricing, business consulting and other key partners
• Experience communicating qualitative and quantitative business cases to stakeholders.
• Fluency in French language
• Ability to travel up to 20% or higher as required to support sales efforts and industry events.

Preferred qualifications

• MBA degree.
• Experience in Cloud Security or the Cloud Security industry.
• Ability to utilize AI frameworks for accelerated data synthesis and research, driving scale and efficiency.
• Excellent verbal and written communication skills.

About the job We’re looking for a (Senior) Business Value Consultant to join us in articulating and spreading the impact and power of Wiz. Are you passionate about driving transformative business outcomes and shaping strategic initiatives? Are you skilled in translating complex technical solutions into compelling value propositions? In this role, you will represent the blend of front-line commercial execution and long-term strategic thinking, focusing on articulating the strategic and financial impact of Wiz to our customers.

Responsibilities

• Value Selling: Create high-quality deliverables that communicate strategic agreement, present multi-year roadmaps, and document the full business case to justify action by developing compelling business case and ROI analyses.
• Orchestration: Lead and facilitate discovery sessions to understand customers’ current challenges and future business capabilities, identifying and prioritizing key business value drivers.
• Sales Partnership: Collaborate closely with sales teams to define account strategies, prioritize sales initiatives, and identify new opportunities based on value creation potential.
• Customer Success: Lead strategic engagements with our customers, guiding them through the entire customer lifecycle, from strategic alignment to measuring realized value.
• Deal Negotiation: Assist in the development and delivery of commercial proposals and deal structures, providing insights to senior sales leaders to execute negotiation strategies effectively.
• Thought Leadership: Provide thought leadership, training, and consultative partnering with internal sales teams throughout and beyond the sales cycle.

Applicants must have the legal right to work in the country where the position is based, without the need forvisa sponsorship.This role does not offervisasponsorship.

Wiz is an equal opportunity employer. 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.

By submitting your application, you acknowledge that Wiz will process your personal data in accordance with Wiz’s Privacy Policy.

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We’re building an AI-native culture where technology and talent are unstoppable together. And we’re just getting started.

Join us to put AI to work for people.

Job Description

You will produce new business with a defined set of ServiceNow’s largest existing accounts in our Health Life Sciences vertical. You will oversee executive relationship management for assigned accounts and lead virtual teams, including Solution Sales, Solution Consulting, Support and Professional Services, in supporting our most esteemed clients.

What you get to do in this role:

• Provide strategic leadership to clients
• Be the relationship manager between customers and ServiceNow
• Work with the greater ServiceNow solution teams to develop a ServiceNow solution based on the customer’s strategic outcomes
• Manage all Executive relationships between ServiceNow and assigned clients
• Oversee worldwide development of assigned accounts, including development and deployment of worldwide resources
• Build trust and deep multi-tiered relationships through assigned clients’ organization, from project/IT teams to CxO level
• Develop a clear roadmap and building capabilities across our clients and ServiceNow teams to promote an outstanding customer experience
• Achieve financial targets set out for the assigned clients, including Licenses, Renewals and Professional Services

Qualifications

To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry.
• 7+ years of experience in client management, and aligning account strategies to revenue opportunities
• 2+ years of experience as a Client Director or equivalent role with validated multi-million-dollar sales solutions experience and Executive level relationship management
• Previous sales experience in IT Service Management, HR, Security Operations, Customer Service and IT Operations Management (within software or IT sales organizations)
• Experience achieving sales targets
• Experience leading virtual or matrixed teams
• Ability to understand broad, macro-level business IT needs for a prospective client
• Travel up to 50% (depending on geography/region)

For positions in this location, we offer a base pay of $174,180 - $197,500, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity,  veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We’re building an AI-native culture where technology and talent are unstoppable together. And we’re just getting started.

Join us to put AI to work for people.

Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.

Job Description

You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical.

What you get to do in this role:

• Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales
• Oversee client relationship mapping to the account team, orchestrating an account strategy across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.)
• Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help help their IT roadmap
• Identify the right specialist/ support resources to bring into a deal, at the right time

Qualifications

To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry.
• 7+ years of sales experience within software OR solutions sales organization
• Experience establishing trusted relationships with current and prospective clients and other teams
• Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships
• Experience achieving sales targets
• The ability to understand the “bigger picture” and our plans around IT
• Experience promoting a customer success focus in a “win as a team” environment

For positions in this location, we offer a base pay of $114,400 - $170,000, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity,  veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.

Nexla, briefly

Nexla is the data connectivity layer for enterprise AI. Over 1,000 bidirectional connectors give agents real-time access to data and actions over MCP. Nexla’s Agentic Data Integration handles high-volume streaming ETL, CDC, and Document ETL. At the core of the platform is Helix, a context engine that continuously learns from metadata, schemas, telemetry, and documentation to give agents accurate context and keep pipelines reliable. Nexla processes over a trillion records a month for enterprises including DoorDash, LiveRamp, LinkedIn, and J&J. Honorable Mention in the Gartner Magic Quadrant™ for Data Integration Tools, and top-rated by customers on Gartner Peer Insights four years running.

About the role

You’ll own the technical relationship with our accounts: onboarding, implementation, adoption, escalations, and everything that happens when a pipeline that used to work stops working.

You are the person the customer’s data team calls, and the person who tells them the truth when the answer is inconvenient. Most of the job is conversation: understanding what they are actually trying to do, explaining what the platform will and will not do for them, keeping their expectations aligned with reality, and raising problems while they are still small.

The technical part matters, but not in the way people usually assume. We want a generalist who has built things before and therefore understands how the pieces fit together: what a Kubernetes cluster is for, why a VPN tunnel might be the bottleneck, what a stack trace is telling you, what a slow query looks like. You will not be asked to be the deepest engineer in the room. You will be asked to be the person who can talk to the deepest engineer in the room, understand them, and translate what they said to a VP who has thirty seconds.

What you will do

• Own the technical relationship for a portfolio of accounts. You are the continuity: the person who knows their environment, their history, and their constraints.
• Lead onboarding and implementation. Understand what the customer is trying to build, design the integration with them, and guide it to production.
• Run the hard conversations. A missed date, a degraded pipeline, a limitation they did not expect, a customer who is upset and technically wrong. You stay calm, keep credibility, and land on a next step everyone agrees to.
• Flag risk early and in writing. Adoption stalling, a champion who left, a project quietly losing sponsorship, an architecture heading somewhere that will not scale. Flagging a risk three weeks early is worth more here than fixing it heroically after it lands.
• Translate between audiences. The same situation explained to a data engineer, to a security reviewer, and to a VP, without losing any of them.
• Troubleshoot alongside the customer: failed runs, schema drift, connector and authentication failures, connectivity problems, performance issues. You do the first-line diagnosis and bring engineering a clear reproduction when it needs to escalate.
• Partner with CSM and Support on renewal risk, and hand expansion signals to Sales.
• Mentor other SAs on how to handle customers, not just how to solve problems.

What you need

Communication and customer ownership (the core of the role)

• You can explain a technical concept to a non-technical stakeholder without either dumbing it down or losing them.
• You handle conflict without escalating it. You can tell a customer no, or “that was our mistake” and keep the relationship intact.
• You build trust over months, not meetings. Customers should ask for you by name.
• You write clearly and unprompted: summaries, next steps, and owners after every meaningful call.
• You raise problems early, including your own. We would much rather hear “this is slipping and here is why” than a confident status update that turns out to be wrong.
• You push back on bad requirements instead of silently building them.

Technical breadth

You should be a generalist who has built software or data systems at some point. Not necessarily an expert in any one of these, but genuinely conversant in most of them, in the way someone is conversant after having actually worked with them:

• Python. You can read someone else’s script, follow what it does, make a modification, and understand stack traces.
• SQL. Comfortable writing joins, aggregations, and filters. You can look at a slow query and have a sensible first guess about why.
• Data pipelines and integration. APIs and their common failure modes (rate limits, pagination, retries, auth expiry), webhooks, CDC, file-based ingestion, batch versus streaming trade-offs.
• Cloud data platforms. Working familiarity with at least one of Snowflake, Databricks, BigQuery, Redshift, or a major cloud data warehouse.
• Authentication. You understand what OAuth, SSO, service accounts, and API keys are and roughly how they work. You can follow a conversation about a failing token exchange.
• Networking. DNS, firewalls, private connectivity, VPNs and SSH tunnels. You do not need to configure them, but you need to understand the concepts well enough to hold a productive call with a customer’s network team and know when the network is the problem rather than the platform.
• Containers and Kubernetes. Conceptual understanding only: what a container is, what Kubernetes does, why workloads run in pods, what it means when something runs out of memory. You will not be administering clusters.
• Linux. Comfortable enough in a terminal to read a log file, check a process, or run a curl command.

Experience

• 5+ years in technical customer-facing work: solutions architecture, implementation, technical account management, professional services, consulting, support engineering, or a data engineering role that involved heavy stakeholder contact.
• At least some of that spent hands-on building, not only advising.
• Experience owning accounts or projects through delivery, not just handing off.

Nice to have

• Prior experience at a data integration, ETL, or data platform vendor.
• Background in data engineering or software engineering earlier in your career.
• Experience in a regulated industry (healthcare, financial services, insurance).
• Entrepreneurial experience or similar (having worked at a fast-paced startup environment).

What this role is not

• Not a support queue. You own outcomes on named accounts.
• Not a deep engineering role.
• Not a pure relationship role either. You need to be technical enough to earn the customer’s respect in the first meeting.

Interview process

1. Recruiter screen (30 min)
2. Hiring manager conversation (45 min)
3. Technical breadth session (60 min): troubleshooting reasoning, plus basic Python and SQL
4. Customer scenario (60 min): you handle a difficult account situation with a panel playing customer roles

Why Nexla? Why now?

A few large companies - DoorDash, SentinelOne, Johnson & Johnson, LinkedIn, Amex, Integrity Marketing, among them use Nexla for data integration. Connectors, runtime, transformations, scheduling, the parts of the stack where data has to move between systems reliably.

The reason this is an interesting moment to join is what the agent shift is doing to the category. Data integration used to mean “land this data in that warehouse so a human can look at it.” That product is mature. What it’s becoming is closer to “an agent asks a business question, and the platform figures out which data and what code and which APIs add up to a real answer.” That’s a much bigger problem, and most of the architecture for it hasn’t been built yet by anyone.

A concrete example. A revenue team wants to ask “which enterprise customers are showing renewal risk” and get a real answer through whatever agent or app they work in. Today there is no clean way to answer that question, it requires CRM, usage, support, and billing data joined in org-specific ways, and the calling agent can’t just invoke a tool that returns the right answer unless someone first establishes whether the underlying data is even capable of producing one.

That is the system we are building. A probe agent investigates the data plane whether the right fields are populated, whether freshness is adequate, whether the joins exist, whether credentials cover the required scope and returns a grounded feasibility answer. Where there are gaps, Express.dev composes the pipelines to close them. The capability is then exposed as an MCP server: “renewal risk” as a curated product, with the business logic correct and the query semantics described well enough that the calling agent uses it as intended. The MCP Gateway governs which agents can call which capabilities, with the policies, audit, and observability an enterprise control plane requires.

The bet is that ten years of connector work, an enterprise customer base, and a runtime that already moves real volume are the right foundation to define this layer from.

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a “normalized” problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.

Available Locations: San Francisco

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

About this Role

Senior AEs are positioned to drive in-depth product discussions while communicating and demonstrating value quickly to customers.  This role within this segment focuses on both the acquisition of prospective Commercial accounts, as well as the expansion of existing customer accounts.  The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development and Infrastructure teams.

Key Responsibilities

• Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment.
• Be an expert in three unique sales motions; new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
• Build a robust sales pipeline utilizing the four sourcing funnels: AE led outbound, BDR, Channel, and Marketing Inbound.
• Develop and strategically leverage a deep technical understanding of the problems Cloudflare solves in order to drive a consultative sales motion.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Accurately forecast, build commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare’s platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

Requirements:

• 5+ years sales experience selling B2B SaaS
• Strong B2B discovery skills
• Candidates have a point of view of industry trends and able to customize a client centric why change narrative
• Track record of beating annual targets of $1M+ and successfully managing complex six figure deals
• Experienced in multithreading into the C-suite and across an organization to manage a complex sales cycle
• Self-motivated; entrepreneurial spirit
• Bachelor’s degree required
• Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)
• Ability to travel up to 25% of the time.

Compensation

Compensation may be adjusted depending on level and work location.

For Bay Area-based hires: Estimated annual salary of $244,000 - $336,000

This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!  The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers–at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we’ve provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process.

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person’s, perceived or actualrace, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We’re building an AI-native culture where technology and talent are unstoppable together. And we’re just getting started.

Join us to put AI to work for people.

Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.

Job Description

You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical.

What you get to do in this role:

• Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales
• Oversee client relationship mapping to the account team, orchestrating an account strategy across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.)
• Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help help their IT roadmap
• Identify the right specialist/ support resources to bring into a deal, at the right time

Qualifications

To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry.
• 7+ years of sales experience within software OR solutions sales organization
• Experience establishing trusted relationships with current and prospective clients and other teams
• Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships
• Experience achieving sales targets
• The ability to understand the “bigger picture” and our plans around IT
• Experience promoting a customer success focus in a “win as a team” environment

For positions in this location, we offer a base pay of $114,400 - $170,000, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity,  veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.

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Beacon Biosignals is transforming precision medicine for the brain, from clinical development to clinical care. For Life Sciences partners, we offer the leading at-home EEG platform for clinical development of novel therapeutics for neurological, psychiatric, and sleep disorders. Our Diagnostics business is building the most comprehensive at-home platform for precision diagnostics, combining EEG and cardiopulmonary signals to deliver reimbursable assessments for sleep and central nervous system disorders. Together, we’re changing the way patients are diagnosed and treated for any disorder that affects brain physiology.

Beacon Biosignals is seeking a scientifically and clinically credentialed, relationship-driven Academic Partnerships Director to grow adoption of the Beacon Platform, including the research use of its medical devices, within academic and research institutions. This role will build and manage relationships with principal investigators (PIs), academic medical centers, core facilities, and research consortia whose studies in neurology, psychiatry, and sleep are funded through NIH, NSF, foundation, and other grant mechanisms. The role will identify, cultivate, and secure partnership opportunities to leverage Beacon’s physiology evidence generation infrastructure for labs studying the brain, build evidence for translational medicine applications, develop novel biomarkers, generate longitudinal data sets, or other use cases, in the context of grant-funded or foundation-sponsored research from early proposal development through study execution.

This role will start as a senior independent contributor in the Life Sciences Commercial organization, reporting directly to the President of Life Sciences and Chief Business Officer. The position could evolve over time to incorporate additional responsibilities in academic alliance management and team leadership as Beacon’s academic and grant-funded research portfolio priorities grow.

This is a remote position with periodic travel to customer meetings, academic conferences, and site visits. In-person hubs are preferred in Boston and New York City.

What success looks like:

• Build and manage a portfolio of relationships with PIs, academic medical centers, core facilities, and research consortia pursuing NIH, NSF, foundation, and other grant-funded studies in neurology, psychiatry, and sleep-related disorders.
• Partner with PIs during proposal development to position Beacon’s Waveband EEG platform and analytics capabilities as the preferred solution for grant-funded studies, and support the scientific and budgetary narrative in the grant-writing phase.
• Apply a working command of U.S. academic grant funding cycles and mechanisms (e.g., R01, R21, U01, SBIR/STTR, foundation and philanthropic grants) as well as EU and other international regulatory frameworks relevant to academic research, and use that knowledge to time outreach and shape proposals.
• Grow and steward relationships with academic core facilities and research consortia, identifying opportunities for institution-wide or multi-site adoption of Beacon’s platform.
• Own account-level pipeline generation, negotiation, and closing for academic and grant-funded opportunities, and record activity and forecasts in Beacon’s CRM.
• Represent Beacon at relevant academic and scientific conferences (e.g., SLEEP, SfN, ACNP, ASSC) and build a network among grants administrators, research development offices, and technology transfer offices.
• Serve as a credible scientific thought partner to PIs and research teams, translating Beacon’s technology and data assets into clear value for specific study designs and aims.
• Collaborate with Program Management, Clinical Operations, Marketing, and Scientific teams to ensure academic partnerships are scoped accurately and delivered successfully.
• Provide leadership with visibility into pipeline health, win/loss patterns, and emerging opportunities across the academic and grant-funded segment.
• Manage and extend the Academic strategy, including pricing structure, to align to the priorities of academic partners and Beacon

What you will bring:

• MD with training in psychiatry or neurology, or PhD in neuroscience.
• 3+ years of experience in business development, academic partnerships, alliance management, or a related commercial role, ideally supporting grant-funded research, core facilities, or academic medical centers.
• Firsthand familiarity with the academic research and grant funding environment, gained through prior lab, postdoctoral, or research administration experience.
• Strong scientific acumen, with experience in neuroscience, sleep science, or a related clinical research domain preferred.
• Demonstrated ability to translate strategic and commercial context into actionable operational briefs for delivery teams
• Exceptional interpersonal skills, with a demonstrated ability to build trusted relationships with PIs, research administrators, and academic leadership.
• A track record of self-generated pipeline, managing not only inbound interest but also building new interest with PIs, core facilities, and consortium relationships through creative demand generation that become revenue generating partnerships
• Entrepreneurial mindset, comfortable navigating the long and often unpredictable timelines of academic funding cycles while managing a disciplined pipeline.
• Excellent written and verbal communication skills, with the ability to build compelling proposal language and presentations for scientific and administrative audiences.
• Ability to use CRM tools to track accounts and opportunities.
• Experience contracting with academic institutions, including Tech Transfer Offices and Legal teams.
• Willingness to travel for conferences, site visits, and internal meetings, 1-3 times per quarter.
• Empathy for all stakeholders, including academic researchers, research administrators, co-workers, and most of all patients.

The base salary range for this role is determined based on past experience, specific skills, and qualifications. The base salary is one component of the total compensation package, which includes incentive compensation, equity, PTO, and other benefits.

At Beacon, we’ve found that cultural and scientific impact is driven most by those that lead by example. As such, we’re always seeking new contributors whose work demonstrates an avid curiosity, a bias towards simplicity, an eye for composability, a self-service mindset, and, most of all, a deep empathy towards colleagues, stakeholders, users, and patients. We believe a diverse team builds more robust systems and achieves higher impact.