Phrase

Role Description At Phrase, we help open the door to global business by providing the world's leading Language Intelligence Platform. This is a senior individual contributor role, reporting to the VP of Solutions Engineering. You will be working hand in hand with Enterprise AEs across EMEA, running discovery, building the business case and delivering demos and Proof of Value workshops that actually connect to what's keeping a customer's business up at night. We're building an AI-first pre-sales organisation where continuous improvement is part of everyone's role. You'll be encouraged to challenge how things are done, use AI and automation to remove repetitive work and help create smarter ways of working for the whole team. What you'll be doing: - Run technical discovery across a portfolio of EMEA enterprise opportunities and find the business impact that sits beyond the localization workflow. - Build demos tailored to the prospect, their industry and the people in the room, not a generic script. - Translate what the platform does into outcomes a VP or C-level buyer actually cares about. - Partner with AEs on deal strategy, RFP/RFI responses and competitive positioning. - Own POCs and POVs end to end: scope them properly, run them and prove the value, not just the functionality. - Continuously improve how we work by using AI, automation and new technologies to remove repetitive tasks and create better ways of working. - Challenge existing processes, experiment with new ideas and help shape the tools and practices the whole team uses. - Feed competitive intel and win/loss insight back to Product and Sales leadership. - Work closely with our Product team to influence and set the direction of the platform. - Be in front of customers and represent Phrase at events across EMEA. - Share what you know. We run an SE culture where the ability to work as a team and support others is a requirement. - Help mentor other SEs and the rest of the GTM team as we grow the enterprise motion. Qualifications - Solid experience (at least 5 years) in pre-sales, solutions engineering or solutions consulting, ideally in language, localization or content tech. - A real understanding of how localization teams operate, what pressure they're under commercially and who signs off the budget. - The range to run a discovery call with a CMO as comfortably as with a localization lead. - Good commercial instinct. Reading the room, adapting your message and knowing when to push and when to sit back. - Experience selling into or supporting enterprise accounts in EMEA. APAC exposure is a bonus, not a requirement. - The ability to use AI tools extensively, as part of how you work, not just to chat. - Fluent German strongly preferred, other European languages welcome. - A team-first mindset. We operate a team culture that is incredibly open and supportive. There are no individual heroes here. - Time at an LSP, localization tech vendor or enterprise software company in a commercial-facing role is a plus. - CS or implementation background with strong commercial exposure also considered. Benefits - Work at a successful and growing global SaaS company. - Be part of an international team in Europe, APAC and the Americas. - Expert colleagues in their field who are determined to build the best localization platform in the market. - An agile work environment, where it is encouraged to take smart risks. - Take part in a culture full of trust, support and loyalty, where respectful and open feedback is valued and diversity is fully embraced. - A positive, open-minded, and innovative atmosphere. - Support in your professional development and personal career goals. Company Description Phrase is committed to ensuring equal pay for equal work and work of equal value between women and men. Our aim is that our workforce will be truly representative of all sections of society and that each worker feels respected and able to give their best. We welcome applications from all qualified candidates regardless of their sex, race or ethnicity, disability, religion/belief, sexual orientation, gender identity or age. We value and welcome different perspectives, experiences and backgrounds as we believe that these differences make our team even stronger on our mission of opening the door to global business by giving everybody access to the content they need in the language they speak.

Role Description You support customers through onboarding and post sales engagement, helping them implement solutions effectively and realize value quickly. You guide clients through best practice workflows, troubleshoot challenges, and provide practical recommendations tailored to their use cases. You translate complex features into clear, actionable guidance that drives adoption and long term success. You also contribute scalable resources, such as webinars or shared sessions, to reinforce learning and extend impact. This role plays a key part in customer retention and expansion. - Guide new customers through standardized onboarding packages, ensuring completion and measurable value realization within 90 days. - Conduct yearly workflow audits for selected accounts, uncovering usage inefficiencies and improving customer ROI. - Translate technical features into easy tutorials. - Track multiple customers through the onboarding window. - Support the Academy team in building educational content. - Host "Ask Me Anything" sessions with live audience. Qualifications - Deep expertise as a Phrase "Power User." - Ability to explain technical concepts (APIs, workflow builders, LLM-based solutions, etc.) to non-technical users. - Strong organizational skills for high-volume account management. - Ability to think quickly and provide practical, experience-based advice during live client calls and Q&A sessions. - Mastery of live presentations to large audiences. - Experience creating video walkthroughs or tutorials. - 5+ years of hands-on experience in the localization space. - Bonus points for familiarity with LMS platforms and Academy tools. Benefits - Work experience in a successful and growing global SaaS company. - Be part of an international team in Europe, APAC, and the Americas. - Expert colleagues in their field who are determined to build the best localization platform on the market. - An agile work environment, where it is encouraged to take smart risks. - A culture full of trust, support and loyalty. - A positive, open-minded, and innovative atmosphere. - Support in your professional development and personal career goals. What's on top: - 4 Company holidays additional to your regular holidays. - A Christmas break to spend time with family. - Your birthday off to celebrate you. - 2 Giveback days for volunteering or charity. - Professional and extensive onboarding. - Learning & development through Phrase learning and a Claude Enterprise User Licence. - Additional local benefits depending on your entity.

Role Description This is a hands-on FP&A position in a lean, AI-first Finance team. You’ll own core budgeting and forecasting cycles and build the analytical infrastructure for decision-making across the business. The role sits inside Finance and partners closely with the RTR function and the Finance Director, while also working directly with commercial, GTM, and other business functions as the analytical bridge between Finance and the rest of the organization. The Finance function at Phrase has been independently validated for data integrity, analytical depth, and reporting sophistication by Big Four teams working on transactions well above our scale. The baseline is strong. What we are looking for is someone who sees that as a starting point, not a ceiling. This role reports directly to the CFO, who brings a background in private equity and has led Finance at Phrase for six years. Why This Role - Above-market compensation, benchmarked to reflect the seniority, scope, and impact of the role - Real FP&A ownership: Finance at Phrase has genuine influence over how capital is allocated, not just how it is reported - A finance infrastructure already validated for data quality by Big Four teams on large-scale transactions; you are building from a strong baseline, not fixing a weak one - Guaranteed C-suite access and direct involvement in M&A, investment round preparation, and transaction reporting - A genuine AI-native building opportunity: one of your core deliverables is rebuilding our bottom-up budgeting process as AI-first tooling, designed and owned by Finance - Company-wide visibility from day one: you work directly with every budget owner across the business, which means real influence and real accountability What You’ll Do - Core FP&A - Own the annual budgeting process and rolling forecast across all functions: P&L, headcount, ARR bridge, and cash flow - Maintain and continuously improve the core financial model suite; build new models as business needs evolve - Produce monthly actuals-vs-budget variance analysis with a clear narrative for the CFO and leadership - Drive headcount planning and workforce cost modeling across a distributed, multi-jurisdiction team - Financial Reporting Integrity - Own the reconciliation between statutory financial statements and management accounts across multiple legal entities - Maintain integrity across both reporting views, keeping the bridge between statutory and management accounts clean, traceable, and auditable - Identify and close reporting gaps; treat this as a foundational deliverable, not a periodic exercise - Commercial and Strategic Finance - Partner with Revenue and GTM leadership on pipeline-to-ARR analytics, capacity planning, quota modeling, and deal economics - Model the financial impact of pricing and packaging changes, including our transition to credit-based pricing - Support strategic planning, scenario analysis, and resource allocation decisions with structured financial frameworks - Contribute to M&A diligence processes, investment round/transaction preparation, and management presentations - Board and Investor Reporting - Build and maintain board pack materials with an executive-ready financial narrative - Support PE sponsor reporting cadence and manage data requests from the investment team - Produce investor-grade outputs independently: clear assumptions, traceable logic, no hand-holding required - Data and Tooling - Build and maintain automated reporting workflows, using AI tools and available data infrastructure - Operate across our finance tech stack: NetSuite, Chargebee, Salesforce, Snowflake, ThoughtSpot, Payhawk, Upflow, Clari, and others - Identify gaps in financial data quality and close them, in partnership with the BI and data engineering team - Be a practitioner of AI-assisted finance workflows, not just an advocate What Success Looks Like - Reporting integrity that stands up to Big Four scrutiny on any transaction, delivered as a repeatable standard rather than a one-time effort - Materially faster time to insight: leadership gets high-quality answers faster, and the Finance team spends less time on production and more on analysis - A bottom-up budgeting process rebuilt as AI-native tooling, co-designed with Finance, and genuinely usable by every budget owner across the business - Change management executed well: budget owners understand the process, engage with it as a real planning tool, and trust the numbers that come out of it Qualifications - Full business fluency in English, written and spoken; we are an English-first business - 6+ years of FP&A or finance business partnering experience in a SaaS or technology business - Deep, proven command of budgeting, forecasting, and financial modeling built from scratch - Strong understanding of finance and accounting standards, including IFRS; qualified accountant preferred but not required - Fluency across both formal statutory reporting (IFRS, multi-entity) and business-focused management accounts, with the rigor to maintain a clean, auditable reconciliation between them - Genuine data literacy: you find the error before the analysis breaks, not after - An open, curious mindset toward AI-assisted ways of working - High affinity for software tooling and automation; you build or automate rather than tolerating repetition - Comfortable with ambiguity: you make assumptions explicit, move forward, and course-correct - Investor and operator mindset on resource allocation: you think in return-on-spend terms, not budget variance - Based in Prague or the Czech Republic (strongly preferred); must be based in Europe with CET-adjacent hours Requirements - Experience with NetSuite (Oracle) as our ERP, with Zone & Company SuiteApps for bank reconciliation and document capture - Familiarity with Chargebee, Salesforce, ThoughtSpot, Snowflake, Payhawk, Upflow, and Clari is relevant - NetSuite experience, especially in a multi-entity, multi-currency environment - Some exposure to SQL or Python; the ability to pull your own data or sanity-check a query - Hands-on SaaS metrics experience: ARR, NRR, GRR, CAC, LTV, logo and revenue churn, cohort analysis - Experience in a PE-backed business and familiarity with sponsor reporting cadence and transaction processes - M&A experience: diligence support, data room preparation, integration financial modeling - Experience with global, distributed teams across multiple legal entities and jurisdictions - Pricing model analytics, particularly complex or usage-based pricing structures - Clari or similar revenue intelligence platform experience What the Team Looks Like You’ll be joining a small Finance team with a clear mandate: operate at a higher standard than a business of this size would normally expect. We use AI tools to compress the time between question and answer. We build internal tools when the commercial market doesn’t solve our problem. We’re measured on the quality and speed of our analytical output, not on process adherence. Location Phrase is a fully remote company with no office presence requirements. European timezone is the only hard location constraint. If you are based in Prague or open to it, there is a modern office in the city centre where the CFO is based, available whenever you want it.