Ripjar

• Own the post-sale lifecycle from onboarding through renewal readiness • Maintain executive and operational relationships across named accounts • Deliver structured success planning and Executive Business Reviews focused on value realisation • Proactively identify and mitigate retention risks and customer health concerns • Identify organic expansion opportunities based on adoption and outcomes; progress and close with Head of Customer and Partner Success & Growth • Improve cross-functional handovers (Delivery → CSG → Support) to ensure continuity and accountability • Act as the primary voice of the customer to Product, Engineering, and leadership • Establish and maintain customer health frameworks and engagement standards • Collaborate with the Head of Customer and Partner Success & Growth on account strategy and renewal planning • Act as escalation point for complex customer issue • In close collaboration with the Head of Customer and Partner Success & Growth Identify and prioritise target partner archetypes — including B2B core banking SaaS vendors, RegTech platforms, compliance managed service providers, systems integrators, and consulting firms • Lead outbound prospecting and relationship development with potential channel partners, building a qualified pipeline of partner opportunities • Present Ripjar's channel partner value proposition, tailoring commercial models (OEM, revenue share, white-label) to each partner's business • Negotiate and execute strategic channel partner agreement in conjunction with legal and the Head of Customer and Partner Success & Growth • Onboard one new partner effectively, ensuring they are technically enabled, commercially aligned, and supported to bring Ripjar to market • Work cross-functionally with Marketing, Product, and Sales to develop partner-facing collateral and enablement materials

Role Description We're looking for a Revenue Operations Manager to help enable our commercial team through a period of significant change combined with fantastic growth: embedding AI into how we plan, sell and retain, while raising the efficiency bar set by our leadership and investors. Reporting to the Chief Revenue Officer, you will be responsible for ensuring that Ripjar builds, enables and governs best-in-class revenue processes across marketing, sales and customer success. You will own the operational systems that turn our growth strategy into measurable execution: the data, technology, processes, disciplines, and increasingly the AI agents that work alongside our commercial team. This is a senior, high-visibility individual contributor role, partnering directly with the executive team and acting as the bridge between commercial leadership and the board's view of revenue performance. Key Responsibilities - Revenue planning: Own the annual planning cycle end-to-end, including capacity, territories, quotas and compensation, and align this with the wider commercial plan across Marketing and Customer Success. - AI orchestration and commercial transformation: Lead the design, deployment and governance of AI workflows and agents across the commercial team and within RevOps's own operations. Run a continuous cycle of evaluating, piloting, scaling and retiring tools, and prove the business impact of each. - Change management: Lead the change programme that lands new processes, tools and AI workflows across the commercial team, including communication, training, adoption metrics and reinforcement. - Data, systems and tech stack: Own the commercial data model, governance and quality standards that make our reporting trustworthy and our AI agents reliable. Own the wider commercial tech stack: Salesforce and the surrounding tools, including selection, negotiation, implementation and supplier management. - Process discipline and cadence: Define, run and lead the operating cadences that hold the commercial team to account: pipeline reviews, forecasting, win/loss reviews and QBRs. Monitor process compliance, surface non-adherence and bottlenecks to leadership, and maintain standards when under pressure. - Performance, KPIs and forecast accuracy: Define and instrument the commercial KPIs that matter to leadership and the board, including pipeline efficiency, CAC payback, NRR, gross retention and forecast accuracy. Drive measurable improvements against benchmarks. - Pricing: Own pricing frameworks, deal desk and discount governance, ensuring consistent application across deals and protecting commercial margin. - Enablement and SKOs: Develop and maintain the Sales Playbook, and support the planning and delivery of company kick-off and enablement events. - Reporting and board-level storytelling: Deliver the monthly, quarterly and board-level reporting cadence, producing the data narratives that arm leadership with credible, defensible stories to take to the board. Qualifications - Demonstrated experience leading commercial transformation in an enterprise software scale-up, including at least one full annual planning cycle owned end-to-end. - A track record of designing, deploying and measuring AI workflows in a commercial setting, both for the commercial team and within RevOps itself, including data preparation, governance and driving adoption. - Proven experience leading change management across a commercial team, with the ability to translate complex process and technology change into clear, actionable messaging for different audiences. - A strong grounding in modern commercial KPIs and benchmarking, including pipeline efficiency, CAC payback, NRR, gross retention, magic number and forecast accuracy. - Strong presentation and data-storytelling skills, with an instinct for the narratives leadership needs to take to the board each quarter, and the discipline to back them with credible numbers. - A good working knowledge of sales compensation design and practices. - The confidence and commitment to hold the commercial team to account on process discipline, comfortable challenging senior peers and raising difficult issues with confidence when standards slip. - Excellent interpersonal skills, with the ability to build credible relationships across all levels and functions, including the executive team. - A proven ability to prioritise effectively, delegate admin work and manage agencies, so that the role stays focused on strategic impact rather than getting pulled into operational firefighting. - Comfort managing multiple demands and adapting to shifting priorities, ambiguity and rapid change. Tools, Technology and Methodologies - Fluency with at least one sales methodology, such as MEDDIC, Sandler or Miller Heiman, alongside familiarity with signal-based and ABM-driven GTM motions. - Expert knowledge of Salesforce (certification desirable), with hands-on experience of the wider AI-native commercial stack (for example Clari, Gong, Outreach, Clay or equivalent). - Strong analytical skills, with confidence in SQL, BI tooling (Tableau, Looker or similar) and financial and revenue modelling. Advanced Excel is assumed. Benefits - Competitive base salary per year DOE - Fully remote working - 25 days annual leave + your birthday off, rising to 30 days after 5 years of service - Full Christmas shutdown - 35 hour working week - Flexible working hours - Life assurance - Company Share Scheme - Private Family Healthcare - Employee Assistance Programme - Company contributions to your pension - Enhanced maternity/paternity pay - The latest tech including a top of the range MacBook Pro - Offices equipped with well-stocked pantries with food, snacks and drinks when in the office

Role Description This is a Senior dual-motion account management position with direct responsibility for building Ripjar's net and gross revenue retention within a portfolio of named accounts. You will also be responsible for identifying and acquiring one new strategic channel partner. We're looking for a Senior Account Manager to own and grow a portfolio of enterprise accounts across financial services and corporate markets. You'll be the primary commercial relationship for some of Ripjar's most strategic clients — building deep partnerships with compliance, AML, and risk stakeholders, driving renewals, and identifying opportunities to expand our footprint within each account. On the channel side, you will work alongside the head of Customer and Partner Success to identify and onboard one strategic channel partner for our screening solution. You will own the full partner acquisition lifecycle — from market mapping and outreach through to commercial negotiation and partner activation — with the goal of establishing a productive channel partner through whom Ripjar can sell at scale. This is a high-impact individual contributor role for someone who thrives in a consultative environment, understands the regulatory pressures facing financial institutions, and knows how to navigate complex, multi-stakeholder enterprise deals. Qualifications - Solid experience of enterprise B2B SaaS sales or account management experience, with a track record of expanding six- and seven-figure ARR accounts. - Demonstrable success selling into financial services, professional services, or large corporates — ideally in RegTech, compliance, risk, data, or security software. - Fluency navigating complex enterprise buying processes: multi-stakeholder, legal, procurement, InfoSec review, and multi-year contract negotiations. - Strong commercial instinct: ability to build value hypotheses, articulate ROI to CFO- and CCO-level stakeholders, and defend pricing in the face of procurement pressure. - Excellent forecasting discipline and CRM hygiene (Salesforce or equivalent); comfortable operating in a MEDDPICC or similar qualification framework. - Curiosity about the problem space — a genuine interest in financial crime, sanctions, and how AI is changing the compliance stack. - Executive presence: able to hold your own with senior banking, and corporate leaders, and to translate technical capability into business language. - Right to work in the UK; willingness to travel across the UK and Europe (occasional US travel) as needed. - Direct experience selling into MLRO, financial crime, sanctions, or trust & safety functions. - Exposure to AI, data, or analytics products, and comfort discussing model behaviour, accuracy trade-offs, and governance. Requirements - Own the post-sale lifecycle from onboarding through renewal readiness. - Maintain executive and operational relationships across named accounts. - Deliver structured success planning and Executive Business Reviews focused on value realisation. - Proactively identify and mitigate retention risks and customer health concerns. - Identify organic expansion opportunities based on adoption and outcomes; progress and close with Head of Customer and Partner Success & Growth. - Improve cross-functional handovers (Delivery → CSG → Support) to ensure continuity and accountability. - Act as the primary voice of the customer to Product, Engineering, and leadership. - Establish and maintain customer health frameworks and engagement standards. - Collaborate with the Head of Customer and Partner Success & Growth on account strategy and renewal planning. - Act as escalation point for complex customer issues. Benefits - Competitive base salary DOE. - 25 days annual leave + birthdays off, rising to 30 days after 5 years of service. - Christmas shutdown. - Fully remote working. - 35 hour working week. - Flexible working hours. - Private Family Healthcare. - Life Assurance. - Pension salary sacrifice. - Employee Assistance Programme. - Company contributions to your pension. - Enhanced maternity/paternity pay. - The latest tech including a top of the range MacBook Pro. - There is a well-stocked pantry with food, snacks and drinks when in the office.

• Own the annual planning cycle end-to-end, including capacity, territories, quotas and compensation, and align this with the wider commercial plan across Marketing and Customer Success. • Lead the design, deployment and governance of AI workflows and agents across the commercial team and within RevOps's own operations. • Run a continuous cycle of evaluating, piloting, scaling and retiring tools, and prove the business impact of each. • Lead the change programme that lands new processes, tools and AI workflows across the commercial team, including communication, training, adoption metrics and reinforcement. • Own the commercial data model, governance and quality standards that make our reporting trustworthy and our AI agents reliable. Own the wider commercial tech stack: Salesforce and the surrounding tools: including selection, negotiation, implementation and supplier management. • Define, run and lead the operating cadences that hold the commercial team to account: pipeline reviews, forecasting, win/loss reviews and QBRs. • Monitor process compliance, surface non-adherence and bottlenecks to leadership, and maintain standards when under pressure. • Define and instrument the commercial KPIs that matter to leadership and the board, including pipeline efficiency, CAC payback, NRR, gross retention and forecast accuracy. Drive measurable improvements against benchmarks. • Own pricing frameworks, deal desk and discount governance, ensuring consistent application across deals and protecting commercial margin. • Develop and maintain the Sales Playbook, and support the planning and delivery of company kick-off and enablement events. • Deliver the monthly, quarterly and board-level reporting cadence, producing the data narratives that arm leadership with credible, defensible stories to take to the board.

**What you'll be doing:** - **Lead and Shape Initiatives:** Be responsible for key product features from concept through to launch, working alongside UX designers, engineers, and QA specialists. - **Listen and Learn:** Engage directly with our customers and internal teams to deeply understand user needs and domain challenges. - **Build Momentum:** Act as an Agile product owner by writing user stories, collaborating team ceremonies, and helping the team deliver. - **Experiment with Strategy:** Contribute fresh ideas to our product development, marketing strategies, and pricing approaches.

Role Description We are looking for a motivated, curious, and enthusiastic Product Manager to join our growing product team. This is not a role where we expect you to have seen it all before or be an expert in every discipline. We believe great product instincts combined with the right attitude will take you far, and this role is designed to be a launchpad for your career. Product management at Ripjar is beautifully varied, and we want you to find your own strengths. While you will get a solid grounding in the entire product lifecycle, you will have the flexibility to lean into the areas that excite you most as you develop: - The Tech and Delivery Side: Partnering closely with world-class engineers and architects to build cutting-edge systems. - The Commercial and Marketing Side: Shaping product strategy, exploring pricing models, and helping position our products in the global market. - The Operational Side: Working on how our complex AI systems are deployed and implemented effectively for our clients. AI is at the heart of what we do. We don't just want you to manage a roadmap; we want you to bring your own creativity and ideas to the table. You will help us think about how we can leverage the next generation of AI tools and processes to make a meaningful difference. If you are fascinated by the fast-moving world of artificial intelligence and want to apply it to real-world challenges, you will thrive here. What you'll be doing: - Lead and Shape Initiatives: Be responsible for key product features from concept through to launch, working alongside UX designers, engineers, and QA specialists. - Listen and Learn: Engage directly with our customers and internal teams to deeply understand user needs and domain challenges. - Build Momentum: Act as an Agile product owner by writing user stories, collaborating team ceremonies, and helping the team deliver. - Experiment with Strategy: Contribute fresh ideas to our product development, marketing strategies, and pricing approaches. Qualifications - Some Product Experience: You have a solid grounding in product management principles, perhaps as an Associate PM, Product Analyst, or a closely related role in a fast-moving tech environment. - B2B or SaaS Exposure: You have some familiarity with how enterprise software or SaaS products are built and delivered. - Curiosity Around AI: You don't need a degree in data science, but you should be genuinely excited by AI technology and eager to explore how it can solve complex problems. - Strong Communication: You know how to collaborate cross-functionally, listen to different perspectives, and build trust with a team. - Bonus Points: Any exposure to financial services, compliance, or RegTech is a great plus, but absolutely not a requirement. Benefits - Competitive base salary DOE - 25 days annual leave + birthdays off, rising to 30 days after 5 years of service - Christmas shutdown - Fully remote working - 35 hour working week - Flexible working hours - Private Family Healthcare - Life Assurance - Pension salary sacrifice - Employee Assistance Programme - Company contributions to your pension - Enhanced maternity/paternity pay - The latest tech including a top of the range MacBook Pro - There is a well-stocked pantry with food, snacks and drinks when in the office

• Own the day-to-day execution of marketing campaigns across email, paid, content, and events working closely with our agencies • Build, manage, and continuously optimise our sales and marketing tech stack, including CRM, automation, analytics, LLMs and AI-driven tools • Act as the internal interface between the business and our agency partners, gathering briefs, extracting knowledge from subject matter experts, and translating it into campaign-ready material and paid campaigns • Proactively identify opportunities to automate sales and marketing tasks and implement solutions using AI and no-code/low-code tooling • Build Ripjar’s knowledge graph and develop new marketing and operational skills • Track, report, and act on performance data, owning key sales and marketing metrics and making decisions confidently based on what the data shows • Work closely with the agency to help shape Ripjar's brand voice and content output across website, social, and sales collateral • Stay ahead of the curve on AI-powered marketing tools and bring new capabilities into the team's workflow

Role Description Ripjar specialises in the development of software and data products that help governments and organisations combat serious financial crime. Our technology is used to identify criminal activity such as money laundering and terrorist financing, enabling organisations to enforce sanctions at scale to help combat rogue entities and state actors. We are a remote first team, with a head office based in Cheltenham. This position is open to UK wide candidates. If you are based near Cheltenham, you are more than welcome to work from our office at any time. Our mission is to elevate brand awareness and drive revenue growth through innovative marketing strategies that captivate audiences, foster customer loyalty and amplify the influence of our brand in the marketplace. This is a brand new role. Reporting into our incoming Director of Marketing, you'll be a key driver of commercial performance at Ripjar, owning the execution of marketing activity across the full funnel and working closely with our Chief of Staff, CRO and CEO. You'll be the engine behind our commercial operations, turning strategy into action and helping the business grow. What you'll be doing: - Own the day-to-day execution of marketing campaigns across email, paid, content, and events working closely with our agencies. - Build, manage, and continuously optimise our sales and marketing tech stack, including CRM, automation, analytics, LLMs and AI-driven tools. - Act as the internal interface between the business and our agency partners, gathering briefs, extracting knowledge from subject matter experts, and translating it into campaign-ready material and paid campaigns. - Proactively identify opportunities to automate sales and marketing tasks and implement solutions using AI and no-code/low-code tooling. - Build Ripjar’s knowledge graph and develop new marketing and operational skills. - Track, report, and act on performance data, owning key sales and marketing metrics and making decisions confidently based on what the data shows. - Work closely with the agency to help shape Ripjar's brand voice and content output across website, social, and sales collateral. - Stay ahead of the curve on AI-powered marketing tools and bring new capabilities into the team's workflow. Qualifications - Experience in marketing, growth, or marketing operations role or a technical role with significant marketing exposure. - A genuine interest in or background in software engineering, systems thinking, or technical problem-solving. - Confident working with marketing tools across CRM, automation, analytics, and paid; you don't need to know every tool on day one, but you pick them up fast. - Demonstrable experience working with AI tools and integrating AI into workflows. - Demonstrable familiarity or expertise with HTML/CSS, SQL, APIs. - Strong stakeholder management skills - able to chase busy people diplomatically, extract what you need, and move campaigns forward without getting stuck. - Confident decision-maker: you default to action, communicate clearly when you're uncertain, and don't wait for perfect information. - Strong written communication; you can write crisp briefs, clear copy, and sharp emails. - Experience of managing and executing Marketo campaigns. Requirements - Experience in B2B SaaS, fintech, regtech, or a similarly technical industry. - Experience managing relationships with external agencies. - Exposure to account-based marketing (ABM) strategies. - Experience with coding or scripting (Python, JavaScript), even at a hobbyist level. - Experience in a startup or scale-up environment where you've had to be resourceful and self-directed. Technical Skills We don't prescribe a fixed stack; part of this role is helping us build and evolve it. That said, you should be comfortable across tools like: - CRM & Automation: Salesforce, or similar. - Email & Campaigns: Marketo. - Analytics: Google Analytics, Looker, or similar dashboarding tools. - AI Tools: ChatGPT, Claude, Perplexity or others; we want someone actively experimenting. - No-code / Workflow integrations: Zapier, Make, Notion, Airtable. - Ads: Google Ads, LinkedIn Campaign Manager. Benefits - Competitive base salary DOE. - Remote working with occasional travel. - 25 days annual leave + your birthday off, rising to 30 days after 5 years of service. - 35 hour working week. - Flexible working hours. - Life assurance. - Private Family Healthcare. - Employee Assistance Programme. - Company contributions to your pension. - Enhanced maternity/paternity pay. - The latest tech including a top of the range MacBook Pro. - Offices equipped with well-stocked pantries with food, snacks and drinks when in the office.

• Automate the deployment, operation and maintenance of systems in a hybrid cloud environment using Infrastructure as Code and Configuration Management tooling. • Administer systems and applications hosted on Linux-based systems. • Design, deploy and maintain IP networks. • Create robust automated solutions to allow development teams to self-serve routine infrastructure requests. • Improve code security by integrating security testing tools into build and deployment pipelines. • Implement effective monitoring of the reliability and security of applications and infrastructure services.

Ripjar specialises in the development of software and data products that help governments and organisations combat serious financial crime. Our technology is used to identify criminal activity such as money laundering and terrorist financing and enables organisations to enforce sanctions at scale to help combat rogue entities and state actors. We are a remote first team, with a head office based in Cheltenham. This position is open to UK wide candidates. If you are based near Cheltenham, you are more than welcome to work from our office at any time. Team mission: Our team enables the delivery of high-quality software to a variety of environments through technical skills, process implementation and software management, anchored in a continuous innovation culture. What you’ll be doing: As a DevOps Engineer at Ripjar you will be responsible for ensuring the reliability and security of the infrastructure that underpins our development and operational services. You will play an active role in supporting and continuously improving our core infrastructure offering, providing a solid foundation upon which we can deliver cutting-edge solutions to our customers.  Key tasks: - Automate the deployment, operation and maintenance of systems in a hybrid cloud environment using Infrastructure as Code and Configuration Management tooling. - Administer systems and applications hosted on Linux-based systems. - Design, deploy and maintain IP networks. - Create robust automated solutions to allow development teams to self-serve routine infrastructure requests. - Improve code security by integrating security testing tools into build and deployment pipelines. - Implement effective monitoring of the reliability and security of applications and infrastructure services.