Native

Role Description As a Senior Sales Engineer at Native, you'll be the technical powerhouse supporting our sales team — bridging the gap between innovative cloud security solutions and our customers' real-world cloud architectures. You'll own the technical side of the sales cycle and help customers understand how Native delivers measurable security outcomes across AWS, Azure, GCP, and OCI. This is a high-impact role for someone who thrives in a startup setting, loves solving complex cloud security problems, and enjoys working hands-on with cloud technology. This role is based in the New York, Boston, or Atlanta metro area — candidates must live in one of these three metros to be considered. Key Responsibilities - Lead technical discovery with security, cloud, and platform teams to understand architecture, risk posture, and success criteria. - Deliver focused, customer-specific demos that map Native's capabilities to real enterprise cloud environments. - Plan and run hands-on evaluations and POVs across AWS, Azure, GCP, and OCI, including simulation and enforcement workflows. - Act as a technical advisor on cloud security architecture, governance, and compliance-driven controls. - Partner closely with Account Executives to progress deals through technical ownership and credibility. - Support security reviews, RFPs, and technical deep dives required in enterprise buying cycles. - Represent Native at major industry tradeshows and field events (e.g., RSA, AWS re:Invent, Microsoft Ignite, fwd:cloudsec) — running booth demos, customer meetings, and technical conversations on the floor. - Feed customer and field insights back to Product and Engineering to influence roadmap and usability. - Stay current on cloud security trends and contribute to internal enablement and best practices. - Travel as needed for on-site customer meetings, POVs, and field events. Qualifications - 8+ years of relevant industry experience, including 5+ years as a Sales Engineer or Solutions Architect supporting large enterprise customers in cybersecurity or cloud infrastructure. - Based in the East coast. - Hands-on cloud experience — can describe how a CSPM or CNAPP is deployed and some of the challenges often faced. - Expertise in at least one major cloud (AWS, Azure, GCP, or OCI), with working familiarity across multi-cloud environments; exposure to native preventative primitives (SCPs/RCPs, Azure Policy, GCP Org Policies, or OCI Policies) is a strong plus, as is OCI experience. - Track record of leading complex technical evaluations that moved deals forward — not just supporting demos. - Excellent communication skills with both technical and non-technical stakeholders, including senior security and cloud leaders. - Comfortable operating with high ownership in a fast-paced, early-stage environment. - AWS or other cloud certification (current or expired) is a plus; prior startup experience is also a plus. Benefits - Competitive salary and equity in a high-growth startup. - Remote work model based in New York, Boston, or Atlanta. - Comprehensive health benefits, flexible PTO, and professional development opportunities. - Collaborative culture with regular team events and a direct impact on product direction. - The opportunity to work with world-class talent in a mission-driven environment tackling one of the biggest challenges in modern IT.

Role Description As Native's founding Channel Sales Manager, you'll design, launch, and scale our U.S. channel program from the ground up. You'll own partner strategy end to end: - Segmenting the partner landscape - Recruiting and onboarding the right resellers, MSSPs, and integrators - Building the program mechanics (tiers, deal registration, MDF, co-selling, enablement) - Driving partner-sourced and partner-influenced pipeline alongside our direct sellers This is a builder’s role. You’ll take full ownership of the program from day one: - Writing partner agreements - Standing up the portal - Training the first sales engineers at our partners - Personally supporting early deals through registration and closing You’ll work hand-in-hand with our Account Executives, marketing, product, and leadership to turn channel into a durable, multi-million-dollar revenue engine. Qualifications - 7+ years in channel, partnerships, or alliances roles in B2B cybersecurity or cloud security, with a strong preference for time spent in early-stage and high-growth startups - Demonstrated experience building a channel program from zero - not just running an existing one - Track record of driving meaningful partner-sourced and partner-influenced ARR, ideally helping take a company from initial channel traction to $10M+ in partner-attributed revenue - Established relationships across the U.S. cybersecurity partner ecosystem: national and regional VARs (e.g., Optiv, GuidePoint, Trace3, Set Solutions, Defy Security), cloud-focused GSIs, and key distributors - Comfort operating as a player-coach / individual contributor - Strong commercial instincts - Ability to translate technical product value into a partner-ready story - Excellent communicator and cross-functional operator - You actively leverage AI and modern sales tools Requirements - Experience in recruiting partners and running enablement sessions - Ability to model partner economics and structure margin and incentive programs - Experience in avoiding channel conflict with direct sellers - Ability to create pitch decks, battlecards, demo paths, and certification tracks - Comfortable working closely with AEs, marketing, product, and finance - Willingness to experiment rapidly and evolve strategy and execution Benefits - Competitive compensation with meaningful early-stage equity - A rare opportunity to be the founding channel hire at a fast-growing cybersecurity startup - Direct influence on GTM strategy, partner economics, marketing investment - Close collaboration with experienced founders, security experts, and operators - Flexibility, autonomy, and the chance to build something from the ground up Company Description This isn’t just channel - it’s the opportunity to build and scale a partner program from the ground up, and shape how Native grows beyond direct sales.

Role Description As Native's Founding Federal Account Executive, you'll build and own our federal sales motion from the ground up - generating pipeline and closing strategic deals across U.S. federal agencies, including DoD, the Intelligence Community, and civilian departments. This role is about building the federal program from zero - defining the strategy, processes, and foundations for long-term success. You'll be the first GTM hire dedicated to public sector and will serve as Native's primary representative to federal customers, prospects, systems integrators, and channel partners. This is a high-ownership role for someone who thrives in ambiguity, knows how to navigate the realities of federal procurement, and understands how to land and expand inside agencies with long, complex buying cycles. You'll work directly with leadership, product, and technical teams to shape federal pricing, contract vehicle strategy, FedRAMP roadmap, partner ecosystem, and a repeatable federal sales playbook - turning early agency traction into durable, multi-year relationships. Qualifications - Experience building and scaling a federal sales program from the ground up at an early-stage startup. - 7+ years of experience selling B2B cybersecurity or cloud security solutions, with at least 4+ years focused on the U.S. federal market (DoD, IC, and/or civilian agencies). - Demonstrated success closing six- and seven-figure deals with federal agencies, ideally at an early-stage or high-growth startup where you helped scale federal revenue from initial traction to meaningful ARR milestones. - Deep working knowledge of federal procurement and contract vehicles - GSA Schedule, SEWP V/VI, CIO-SP3/4, ITES-SW2, OTAs, and agency-specific BPAs - and a track record of getting on the right paper to close business. - Established relationships with federal CISOs, CIOs, program managers, contracting officers, and key channel partners (e.g., Carahsoft, DLT, immixGroup, Four Inc., Merlin, GuidePoint Federal). - Strong understanding of federal compliance frameworks relevant to selling cybersecurity software: FedRAMP (Moderate/High), DoD IL2/IL4/IL5/IL6, FISMA, NIST 800-53/800-171, CMMC, and StateRAMP. - Comfort running full-cycle federal sales - prospecting, capture, discovery, technical evaluation, teaming, negotiation, and close - including coordinating with primes, integrators, and resellers. - Experience navigating the federal fiscal calendar, end-of-year buying cycles, color of money, and continuing resolutions, and an ability to forecast accurately within that environment. - Track record operating independently in high-ambiguity environments; comfortable being the first federal seller and helping define territory, segmentation, and channel strategy. - Excellent written and verbal communication; able to translate Native's technical value into outcomes that resonate with mission owners, security leaders, and acquisition stakeholders. - Active or eligible-for U.S. security clearance (Secret, TS, or TS/SCI) is a strong plus. U.S. citizenship is required. - You actively leverage AI and modern sales tools to prioritize accounts, build capture plans, and engage stakeholders more effectively. Benefits - Competitive compensation with meaningful early-stage equity. - A rare opportunity to be the founding federal seller at a fast-growing cybersecurity startup and to build the federal business from zero. - Direct influence on FedRAMP and compliance roadmap, contract vehicle strategy, partner ecosystem, and federal product direction. - Close collaboration with experienced founders, security experts, and operators who understand both commercial and federal motions. - Flexibility, autonomy, and the chance to build something from the ground up inside the federal market. Why Join Now? This isn’t just a Founding Federal Account Executive role. It’s a chance to build Native’s federal business from zero - owning the strategy, motion, and impact from day one. Let’s get to work.

Role Description As a Founding Account Executive at Native, you’ll take full ownership of the sales cycle in Boston / New York - from creating pipelines to closing strategic enterprise deals. You’ll be one of the first GTM hires in the region, acting as Native’s trusted representative to customers, prospects, and partners. This is a high-ownership role for someone who thrives in ambiguity, enjoys building from zero, and knows how to navigate complex enterprise security sales. You’ll work closely with leadership, product, and technical teams to shape pricing, positioning, and repeatable sales processes - while turning early traction into long-term customer relationships. Qualifications - Operated alone as a sales hire in a territory or built a sales program from ground up. - 5+ years of experience selling B2B cybersecurity solutions, ideally in early-stage or high-growth startups, with cloud security experience preferred. - Helped take a product from early traction to meaningful revenue milestones (e.g., $1M → $10M ARR). - Comfortable running full-cycle enterprise sales - prospecting, discovery, negotiation, and close. - Sold complex technical products to large organizations and built trusted relationships with CISOs, security leaders, and compliance stakeholders. - Operate independently and confidently in high-ambiguity environments. - Communicate clearly and persuasively and can translate product value into compelling customer stories. - Deeply customer-focused and enjoy collaborating with technical teams to solve real security problems. - Actively leverage AI and modern sales tools to prioritize, engage, and close more effectively. - Experience working with and leveraging channel partners within your territory. Requirements - Competitive compensation with meaningful early-stage equity. - A rare opportunity to be the first U.S. sales hire at a fast-growing cybersecurity startup. - Direct influence on product direction, GTM strategy, and how the company scales. - Close collaboration with experienced founders, security experts, and operators. - Flexibility, autonomy, and the chance to build something from the ground up. Benefits - This isn’t just a Founding Account Executive role. - It’s a chance to help define how Native goes to market - and to shape a company and category from the very beginning. - Let’s get to work.

Role Description You’ll be joining Native's Campaign Planning team, a critical bridge between Sales and Operational teams. As a Campaign Planning Manager, you’ll take ownership of campaign briefs and oversee the coordination of multi-channel activations. You’ll manage campaign budgets, align stakeholders, and ensure smooth planning across experiential and digital channels. This role places you at the centre of developing high-impact campaigns that enable major UK brands to connect effectively with student audiences on campus and online. - Owning campaign planning: Leading the planning of experiential (on-ground activations, pop-ups, events) and digital campaigns. - Media Buying and Planning: - Planning and executing media strategies across digital and on-campus channels, including email, social, and DOOH. - Identifying the most effective channel mix based on campaign objectives, negotiating placements, and optimising spend to maximise reach, engagement, and ROI within student audiences. - Data utilisation: Using our internal proprietary data sources to help shape Email, Social and DOOH campaigns. - Budget management: Translating sales briefs into actionable plans, allocating resources, and managing campaign budgets effectively. - Cross-functional liaison: Acting as the primary liaison between Sales, Creative Production, Campaign Delivery, and Central Operations to ensure seamless execution. - Risk management: Monitoring timelines and dependencies, proactively solving challenges, and escalating issues where needed. - Process improvement: Refining planning templates, tools, and workflows to drive greater consistency and efficiency across campaigns. - Quality assurance: Ensuring all campaigns are creative, logistically feasible, brand-aligned, and deliver outstanding student experiences. Qualifications - 2–4 years’ experience in campaign management, event coordination, or project management—ideally in digital marketing, experiential, or agency environments. - Proven ability to manage budgets, timelines, and multiple stakeholders across departments. - Strong organisational skills with the ability to manage competing priorities and deliver on time. - Confidence using spreadsheets, trackers, and Google Workspace to monitor progress and resources. - Experience using ticketing systems such as JIRA to handle real-time requests. - Excellent communication and collaboration skills, with the ability to influence and align cross-functional teams. - A proactive problem-solver who can anticipate risks and implement solutions. - Passion for campaign strategy, creativity, and delivering operational excellence. - A team-oriented mindset with the ambition to take ownership and grow into senior leadership roles. Benefits - 💰 Base Salary: £35,000 - 🏠 Remote First - 🏫 Pension contributions of 5% - 🏖️ 25 days off (excluding bank holidays) - 🎂 Day off on your birthday - 📈 Share Options for all - 👨🏽‍💻 Work from home set-up budget - 🚂 Season Ticket Loan Scheme - 👶 Paid maternity, paternity, adoption or shared parental leave Equal Opportunity Statement We are actively creating an equitable environment for everyone at native to thrive. Diversity and inclusion are a priority for us and we are making sure we have lots of support for all of our people to grow at native. At native, we embrace diversity in all of its forms and foster an inclusive environment for all people to do the best work of their lives with us.

• Own full-cycle enterprise sales from prospecting through close. • Advance deals with speed and precision; remove friction and convert opportunity into revenue. • Build and expand Native’s footprint inside priority geographies and accounts. • Engage directly with CPG manufacturers and distributors to map pain points in market share reads, distribution, and retail execution. • Establish Native as the indispensable operating system for commercial growth in traditional trade.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We are looking for driven and ambitious Sales Executives to join our outbound sales team. In this role, you'll connect local and regional advertisers with our student fairs, identifying and engaging potential clients. This is a dynamic, high-energy position that offers clear performance goals and excellent opportunities for professional growth and commercial success! - Lead Sourcing: Actively source leads from local and regional businesses near each fair location. - Lead Outreach: Conduct outbound calls and follow-up emails to potential clients, offering them the opportunity to participate in student fairs. - Pitching and Negotiation: Use proven scripts and frameworks to communicate value propositions, address objections, and close deals. - Target Achievement: Consistently meet or exceed individual and team KPIs, including revenue and conversion targets. - Sales Management: Log interactions and updates accurately in the CRM system to ensure data integrity and smooth follow-ups. - Team Collaboration: Work closely with your Team Lead and peers to share insights and strategies to overcome challenges and achieve goals. Qualifications - Experience in outbound sales or a similar target-driven role. - Excellent communication and negotiation skills. - Resilience and a positive attitude, with the ability to professionally handle rejection. - Strong organizational skills to manage follow-ups and prioritize tasks effectively. - Proficiency in spreadsheets, data-entry tools, and sales performance tracking software. - Experience with Microsoft Dynamics 365, Zoho CRM, or Salesforce is a plus. Requirements - Thrives in a fast-paced, high-energy environment and is eager to make an impact. Benefits - Base Salary: £XXXX - Employment through EOR partner - Remote-first role in the US - Opportunity to work in a dynamic, fast-growing startup. - Play a key role in the US expansion strategy for a mission-driven company. - Access to career growth opportunities as the company scales. Equal Opportunity Statement We are actively creating an equitable environment for everyone at native to thrive. Diversity and inclusion are a priority for us and we are making sure we have lots of support for all of our people to grow at native. At native, we embrace diversity in all of its forms and foster an inclusive environment for all people to do the best work of their lives with us.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We are seeking a dynamic and experienced Partnership Success Manager (PSM) to join our team and lead the strategic management and growth of our strategic partnerships with universities across the United States. The PSM’s primary responsibility is to strengthen and sustain existing partnerships, driving deeper engagement, adoption, and alignment with native’s broader strategic objectives. This role is critical in securing contractual outcomes, while also ensuring partners are fully equipped through highly efficient onboarding to leverage native’s platform to enhance student engagement and experiences. As the PSM, you will be a key advocate for this vision ensuring that partners not only understand our offerings but also unlock their full value. You’ll lead with sound judgment, drive outcomes, and confidently engage partners at all levels. You will be responsible for managing, growing, and strategically aligning existing accounts to deliver maximum value for both native and our partners. What you’ll be working on - Strategic Relationship Management - Build, deepen, and sustain long-term, meaningful relationships with key stakeholders in university accounts, acting as a trusted strategic advisor. - Host quarterly in-person partnership review meetings with each university to assess performance, gather feedback, and proactively explore opportunities for expansion and upsell. - Ensure continuous alignment on partnership goals, expectations, and long-term success metrics. - Commercial Ownership & Contract Negotiation - Lead and execute the contract negotiation, masterfully securing new agreements, multi-year renewals, and complex renegotiations to definitive closure. - Manage financial performance across accounts, including multi-year contract planning and renegotiations. - Align commercial goals with partnership value, ensuring mutual benefit and improved student outcomes. - Efficient & Seamless Partner Onboarding - Drive efficient, seamless, and high-quality onboarding of new university partners, coordinating cross-functionally with Delivery, Sales and Product teams to ensure rapid time-to-value. - Lead platform implementation by collaborating with partner teams and executing custom activation roadmaps that maximize efficiency and speed to adoption. - Serve as the primary post-signing contact, guiding partners through the technical and strategic implementation of native’s platform. - Partnership Development & Expansion - Proactively identify, pitch, and secure opportunities to expand and enrich existing partnerships, focused on upsell and cross-sell of new services and products. - Drive partner engagement across the full native product suite, focusing on adoption, usage, and measurable value. - Success Planning - Develop tailored account success plans for each university, with clear goals, milestones, and KPIs to track progress and impact. - Product Enablement & Advocacy - Become a subject matter expert on native’s value proposition and product ecosystem. - Educate partners on tools and insights that empower them to enhance student engagement and improve overall experiences. - Conflict Management & Risk Mitigation - Anticipate and address partnership challenges promptly and diplomatically to preserve trust and momentum. - Performance Monitoring & Insight Sharing - Continuously evaluate partner performance using key metrics, sharing actionable insights both internally and externally. - Cross-functional Collaboration - Collaborate with internal teams (Sales, Delivery, Product, and Marketing) to ensure a seamless and impactful partner experience. Qualifications - Minimum 5+ years of experience in partnership management or account management, ideally in the US market. - Exceptional and proven track record in sophisticated contract negotiation, high-value renewals, and consistently exceeding commercial closing targets. - Demonstrated ability to drive highly efficient, seamless, and successful post-sale implementation and partner onboarding, resulting in accelerated platform adoption. - Deep experience in strategic relationship management, serving as a trusted advisor, and driving significant account expansion and upsell within a book of business. - Excellent interpersonal skills, with a confident, consultative communication style. - Comfortable leading conversations with senior stakeholders and decision-makers. - Ability to act decisively and autonomously, while adhering to our strong policies, standards, and framework. - Ability to work cross-functionally and manage multiple stakeholders effectively. - Passion for improving student experiences and engagement through data and digital tools. Benefits - Employment through EOR partner. - Remote-first role in the US. - Opportunity to work in a dynamic, fast-growing startup. - Play a key role in the US expansion strategy for a mission-driven company. - Access to career growth opportunities as the company scales. Equal Opportunity Statement We are actively creating an equitable environment for everyone at native to thrive. Diversity and inclusion are a priority for us and we are making sure we have lots of support for all of our people to grow at native. At native, we embrace diversity in all of its forms and foster an inclusive environment for all people to do the best work of their lives with us.