Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. Job Summary Capability Leader - SC Programs Architect Our Mission At Palo Alto Networks everything starts and ends with our mission: Being the cybersecurity partner of choice, protecting our digital way of life. Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are. Our Approach to Work We lead with personalization and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer our employees the opportunity to choose what works best for them as often as possible — from your wellbeing support to your growth and development, and beyond! Your Career- REMOTE USA As a Capability Leader Architect within the Technical Solutions organization, you will serve as the central engine driving the evolution of our technical sales ecosystem. You are a strategic architect of change, specializing in translating high-level corporate strategies into tangible, scalable realities. Your day-to-day involves navigating complex cross-functional landscapes, aligning diverse stakeholders, and ensuring that our internal platforms and processes empower our Solutions Consultants to deliver world-class customer experiences. You aren't just building systems; you are architecting the framework for excellence across our entire customer lifecycle engagement. Your Impact - Drive the central development and global adoption of new programs, processes, and platforms tailored for the Solutions Consultant department. - Translate high-level organizational strategies into actionable execution plans and operational workflows. - Partner closely with cross-functional teams to integrate new business solutions that enhance the Technical Sales Motion. - Lead the lifecycle of program development, from initial stakeholder alignment to final implementation and measurement of success. - Identify bottlenecks in current customer lifecycle engagement and architect systems-based solutions to streamline operations. - Promote excellence and consistency across technical sales by establishing standardized best practices and governance models. Qualifications Your Experience - 8+ years of experience in technical program management, business systems architecture, or sales operations. - Proven track record of taking complex, ambiguous strategies and delivering structured, successful outcomes. - Strong proficiency in managing cross-functional stakeholder relationships and driving alignment across global teams. - Deep understanding of technical sales motions and the customer engagement lifecycle. - Experience with CRM platforms, sales enablement tools, and process automation software. The Team You will be joining the Worldwide Technical Solutions team, a group of high-impact innovators dedicated to supporting our global sales force. We are the bridge between strategy and execution, working at the heart of the technical sales organization to ensure our teams have the best tools and processes in the industry. If you thrive in a fast-paced environment where you can influence the way a global cybersecurity leader operates, this is the team for you. Our Commitment We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together. We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com. Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics. All your information will be kept confidential according to EEO guidelines. Compensation Disclosure The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. $160,000.00 - $220,000.00/yr Our Commitment We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together. We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com. Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics. All your information will be kept confidential according to EEO guidelines. Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

About Mento Mento is a performance coaching platform on a mission to increase human potential at a global scale and make people—and companies—more successful. We believe coaching is among the most effective tools to unlock transformational growth and continuous improvement. And, we believe the future of coaching is human+ai. We're on track to double revenue this year, and we're doing it with a client roster that includes some of the most recognizable names in tech. When the fastest-growing companies in the US need to develop their leaders, they choose Mento. We've found the fit. Now we're building the engine to scale it. We are a remote-first company based in the US. Our team is highly ambitious, motivated, and believes we have the potential to make a real impact. We also like to have fun :) The Role We're hiring our first GTM Engineer to build Mento's revenue engine from the ground up. We've built strong relationships with leaders at companies like Vercel, Airbnb, Brex, 1Password, SoFi, and many others through executive dinners, events, and direct outreach. We have rich first-party data and real buying signals. What we don't have is the infrastructure to turn all of that into a scalable, automated revenue engine. That's your job. What You'll Do - Own Mento's GTM tech stack. Design, build, and improve the systems that power our revenue engine: HubSpot, Clay, Apollo, Avoma, outreach automation, and AI agents. - Clean, unify, and orchestrate our data. Consolidate contacts, interaction history, and engagement signals from multiple sources into a single, enriched, trustworthy data foundation. Build the orchestration layer that keeps data flowing between tools and powers every workflow downstream. - Build dynamic target lists. Combine internal data with external signals (funding events, job changes, hiring patterns, content engagement) to identify and prioritize the right companies and buyers. - Automate prospecting and outreach. Design workflows that activate on buying signals, segment prospects into the right sequences, and adapt based on engagement. - Route high-value actions to humans. Not everything should be automated. Build the logic that surfaces the right leads to reps at the right moment for personal outreach. - Partner across sales and marketing. Work with sales today and marketing as we grow. Build systems that both teams can run playbooks on, not siloed tools that only one team touches. Who You Are - Systems thinker. You see growth problems as engineering challenges. When something breaks, you don't patch it. You redesign the flow. - Experienced builder. You've spent 3-5 years in GTM Ops, RevOps, or Growth Engineering at a B2B SaaS company. You're comfortable with HubSpot, Apollo, Clay, SQL, APIs, and webhooks. You've built things, not just maintained them. - Data quality obsessed. You've cleaned CRMs, deduplicated records, and built enrichment pipelines. You have a point of view on how AI accelerates this work. You know automation on dirty data is worse than no automation, and you know how to fix the foundation fast. - AI-forward. You've experimented with AI agents and agentic workflows, whether professionally or on your own time. You believe forward-looking GTM infrastructure needs to be designed for both people and agents to operate on. You don't need to have deployed agents at scale, but you have strong opinions about where this is headed. - Fast shipper. You'd rather launch v1 on Monday and iterate all week than spend a month planning the perfect system. You're comfortable building from scratch and making decisions without a playbook. - Creative and analytical. You can design a campaign and measure whether it worked. You're not just building plumbing. You care about what flows through it. How This Role Evolves This role has three phases. We're honest about where we are and where we're going. - Phase 1: Foundation. Our data is rich but scattered. You'll start by cleaning, consolidating, and enriching our CRM so it becomes a trustworthy growth asset. You'll build enrichment pipelines, define our ICP in data terms, and map every signal that matters. - Phase 2: Engine. With clean data in place, you'll build the automated workflows that power modern GTM: dynamic target lists, segmented sequences, intent-based routing, and the infrastructure for AI agents (autonomous or human-in-the-loop) to run outbound and nurture plays at scale. - Phase 3: Scale. Expand to more segments, connect marketing content to sequences, build attribution and reporting, and begin testing cold outbound with proven playbooks. The goal: a system designed for both people and agents that sales and marketing can run modern playbooks on in 2027 and beyond. What We Offer - Greenfield ownership. First person in this role. You design the architecture, pick the tools, and build from scratch. - Direct impact on a growing company. The systems you build will directly drive revenue growth and impact professionals’ careers globally. - A seat at the table. You'll work directly with the co-CEO and the VP of Marketing. Your recommendations will shape hiring, tooling, and strategy. - Competitive comp. $120K–$150K base depending on experience, plus equity in a company hitting significant enterprise milestones.

• Lead onsite discovery bootcamps with enterprise customers — living in their environment, learning their operations, and surfacing requirements that no requirements doc could capture • Define measurable success metrics and establish clear checkpoints across POC, Pilot, and production deployment • Translate ambiguous operational problems into concrete technical architectures and solution designs • Build genuine buy-in with customer stakeholders at every level — from operators on the floor to engineering leads to executive sponsors • Own end-to-end technical delivery: sales engineering, solution architecture, rapid prototyping, integration with production environments, and full deployment • Build and iterate on LLM-powered workflows, AI-assisted investigation pipelines, and automation tooling that operates under real-world constraints (latency, connectivity, hardware) • Integrate deeply with customer systems, APIs, and existing operational infrastructure • Produce reusable blueprints and integration patterns that accelerate all future deployments • Serve as the primary technical relationship owner for a portfolio of enterprise accounts • Partner with Account Directors to connect technical outcomes to business value and renewal health • Lead executive-level conversations with confidence — translating technical progress into ROI language • Identify expansion opportunities and surface the product gaps that, if closed, unlock the next stage of the engagement • Act as the feedback loop between the field and Formant's product and engineering teams • Identify patterns across engagements and contribute to the evolving playbook, integration library, and deployment frameworks

• Conduct deep technical discovery and requirements analysis • Design and architect tailored SSI digital shipbuilding solutions • Deliver technical demonstrations in support of the sales process • Serve as the technical authority during the sales cycle • Collaborate closely with the EMEA sales manager to drive deal strategy • Provide early implementation insights • Maintain strong product, industry, and technology expertise • Build long‑term trust and pre‑sale customer confidence