Deel

• Systematically mine the sales pipeline - prospects signals, call transcripts and recordings, loss reasons to build a structured, living view of what's working and what isn't. • Define the highest-leverage gaps in the sales motion and own the requirements that shape our GTM intelligence system. You'll identify where AI-powered tooling, automation, or better data can move the needle - and spec it with enough precision that Engineering can build it. • You don't only write recommendations, you build them. Whether it's a scoring model, a data workflow, or a rough prototype that proves a concept, you move ideas from insight to artefact. You're comfortable working with tools, writing logic, and getting your hands dirty before handing off to Engineering. • Design and maintain scoring frameworks that evaluate AE performance across the sales cycle - discovery quality, objection handling, pitch delivery - and surface coaching opportunities grounded in data. • Translate pipeline analysis and field feedback into data-backed improvements to scripts, opening hooks, battlecard and stage-by-stage playbooks. Keep them current, tested, and owned.

• Work with the latest AWS technologies like Kubernetes (EKS), S3, Postgres, DocumentDB, and more. • Manage our AWS production deployments (SaaS) running on AWS EKS. • Design and develop tools for managing and applying DevOps principles, such as CI/CD automation and IaC (Infrastructure as Code) on our Cloud-based production systems. • Work with the team to enhance production stability, availability, and reliability. • Install, configure, update and troubleshoot our product microservices and tools including databases • Design and manage different monitoring and observability tools for troubleshooting and resolving production issues.

• Generate new business opportunities through inbound and outbound prospecting, including email, phone, social channels, events, and campaigns. • Identify, research, and qualify prospective clients by understanding their needs, challenges, and readiness to engage with sales. • Create and execute outreach sequences, including personalized email campaigns and cold-calling to map and penetrate accounts. • Engage existing customers as needed to identify cross-sell or expansion opportunities across a defined segment or product (as applicable to the team). • Educate and nurture leads to progress them toward a qualified meeting or next step in the buyer journey. • Maintain accurate and up-to-date lead and activity data in CRM and sales engagement tools. • Collaborate with Account Executives to ensure smooth and effective handoff of qualified opportunities. • Partner with Sales, Marketing, and other teams to continuously refine lead-generation processes, messaging, and workflow improvements. • Achieve or exceed monthly and quarterly targets for qualified meetings, Sales Qualified Opportunities, and pipeline contribution. • Participate in ongoing training, coaching, and skill development.

Role Description The Production Quality team serves as the quality safety net for the Deel platform. We proactively identify issues in the live environment and ensure our users experience a seamless, bug-free product. By conducting thorough testing, auditing system integrity, and partnering closely with product teams, this role is critical to maintaining Deel's reputation for quality and user satisfaction. Key Responsibilities - Manual Testing Excellence: Execute comprehensive manual testing in our live production environment, including exploratory testing, smoke testing, and regression testing on new features and critical user journeys. - System Audits: Conduct scheduled audits of key configurations and data across different account types (clients, employees, contractors) to ensure accuracy and prevent user-facing issues. - Product Expertise: Build deep knowledge of Deel's ecosystem, user personas, and workflows to anticipate potential friction points and identify improvement opportunities. - Daily Quality Assurance: Actively use the Deel platform daily with a tester's mindset, uncovering usability issues, bugs, and areas for enhancement. - Quality Analysis: Go beyond bug identification—analyze patterns in findings to provide actionable insights that help product teams prevent future issues. - Cross-Team Partnership: Act as the "voice of the user" by collaborating with product managers and designers to improve user experience and product usability. - Clear Communication: Document findings with detailed, reproducible bug reports and audit summaries in our tracking systems. Qualifications - 3+ years of QA experience with emphasis on manual testing and user experience validation. - Strong understanding of usability principles with a sharp eye for identifying user experience issues. - Proven experience with exploratory and regression testing approaches. - Ability to systematically review account configurations and identify discrepancies. - Comfortable using browser developer tools and familiar with basic API testing (Postman experience preferred). - Curious problem-solver who digs into root causes, not just surface-level issues. - Clear written and verbal skills to effectively communicate findings to both product teams and stakeholders. - Thrive in fast-paced environments, take ownership of priorities, and execute with minimal oversight. Benefits - Stock grant opportunities dependent on your role, employment status and location. - Additional perks and benefits based on your employment status and country. - The flexibility of remote work, including optional WeWork access.

Role Description As an AI Security Specialist, you will join our Information Security team and lead the effort to secure AI-powered systems, agentic workflows, and machine learning infrastructure across Deel's environment. In this role, you'll define security standards for AI adoption, evaluate emerging threats in the AI landscape, and implement controls that protect our platform and our Customers. Beyond defense, you'll act as a key enabler for internal AI adoption, helping teams safely leverage new AI tools and capabilities while maintaining our security posture. - Evaluate, approve, and onboard AI-driven tools and workflows, ensuring the organization can innovate with confidence. - Work closely with engineering, product, IT, and security teams to ensure AI technologies are deployed safely, in alignment with compliance requirements (SOC 2 Type II, ISO 27001), and within our security architecture. Responsibilities - Define, implement, and maintain the AI security strategy across Deel's infrastructure and product ecosystem. - Lead security assessments and threat modeling for AI/ML models, LLM integrations, and agentic AI systems. - Evaluate and deploy AI Security Posture Management (AISPM) and AI Detection & Response (AIDR) solutions. - Secure MCP (Model Context Protocol) server deployments, including authentication, authorization, data flow controls, and supply chain risk assessments. - Own the security review and enablement process for internal AI tool adoption, evaluating new AI capabilities, approving safe usage, and defining guardrails that let teams move fast without compromising security. - Develop and enforce policies for the safe use of AI tools across the organization (e.g., LLMs, AI code generators, AI-powered SaaS). - Secure internal development initiatives, including vibe coding workflows and AI-assisted development environments, through application security reviews, CI/CD pipeline hardening, and dependency scanning. - Plan and execute penetration testing engagements targeting AI/ML models and AI-powered systems, including prompt injection, model manipulation, data extraction, and adversarial attack simulations. - Design and implement DLP controls for AI environments, including tenant restrictions, data classification, and prompt injection mitigations. - Conduct security reviews of AI-related connectors, plugins, and third-party integrations using structured approval pipelines. - Collaborate with the SOC and incident response teams to build AI-specific detection rules, playbooks, and response procedures. - Continuously monitor the evolving AI threat landscape, track emerging attack techniques, and translate new risks into actionable security controls and updated policies. - Contribute to compliance initiatives by ensuring AI deployments meet SOC 2, ISO 27001, GDPR, and other regulatory requirements. Benefits - Stock grant opportunities dependent on your role, employment status, and location. - Additional perks and benefits based on your employment status and country. - The flexibility of remote work, including optional WeWork access.

• Lead a cross-functional team of 6-10 professionals • Drive technical excellence, mentor your team • Deliver scalable, innovative solutions in a fast-paced environment • Foster collaboration and adopt best practices to meet organizational goals • Design, code, and deliver high-quality, scalable applications with Node.js • Provide mentorship and technical guidance • Ensure best practices in development, testing, and deployment • Conduct thorough code reviews to maintain high coding standards • Collaborate closely with product and design teams • Drive technical planning and execution • Promote Agile methodologies to enhance team productivity • Define and implement technical strategies in alignment with organizational goals • Lead innovation through rapid prototyping and iterative development • Identify technical risks and implement mitigation strategies

• Develop and maintain automated security tools and processes to identify vulnerabilities, perform code analysis,monitor systems and conduct security testing. • Work with infrastructure and operations teams to design and implement secure cloud infrastructure, network architecture, and deployment processes. • Implement security monitoring tools and processes to proactively identify and respond to security events and anomalies. • Foster collaboration and communication between development, operations, and security teams. • Assist in compliance assessments and audits to ensure adherence to regulatory requirements and industry standards.

• Lead, mentor, and coach a team of DevSecOps engineers. Conduct performance reviews, manage career development paths, and foster a culture of high performance. • Define the DevSecOps strategy and multi-quarter roadmap, aligning security initiatives with broader business and engineering goals. • Act as the primary point of contact for Engineering and Product leads to ensure security requirements are baked into the Product Discovery phase. • Lead the implementation of organizational guardrails using tools like OPA (Open Policy Agent) or Kyverno to ensure compliance is automated across all environments. • Oversee the design of secure cloud architectures (AWS/Azure/GCP) and Kubernetes clusters, focusing on Zero Trust networking and identity-driven access. • Evaluate, procure, and manage third-party security vendors and tools (e.g., Snyk, Wiz, Cloudflare), ensuring maximum ROI and technical fit. • Define and track key performance indicators (KPIs) such as Mean Time to Remediate (MTTR), vulnerability burn-down rates, and false-positive ratios. • Serve as a technical escalation point for high-severity security incidents and lead the "Blameless Post-Mortem" process to drive systemic improvements.

• Identify and generate revenue through upselling and cross-sell to existing customers. • Proactively own and manage a book of accounts, including decision-maker relationships. • Consult existing clients on their internal process to drive change and expand the use of Deel's product offerings. • Lead business reviews, execute on plans to deliver maximum revenue potential, increase renewal rates. • Develop, manage, and forecast a sales pipeline through regular engagement, outreach, and partnership with customer success. • Meet or exceed monthly and yearly revenue quota.

• Work directly with our go-to-market teams to showcase the value of Deel’s Global Payroll Platform to deliver technical wins. • Consult with prospective customers to assess their current payroll practices and identify areas for improvement & optimisation. • Act as the technical voice during sales cycles — owning solution discovery, RFP responses, platform demonstrations & integration workshops. • Collaborate with Product, Engineering and Operations to advocate for prospect needs, accelerate deal velocity, & refine value messaging. • Constructive disruption - challenge the status quo, always looking for opportunities to scale, improve & refine. • Stay up-to-date on global payroll legislation, trends, and best practices to continuously improve service offerings & maintain industry expertise. • Support Partnership & Marketing led initiatives