• Oversee the seamless integration of Element451 with university partner systems such as Student Information Systems and Learning Management Systems. • Work with the Customer Success and Analysts to design and implement templates for integrating partners’ Student Information Systems (SIS), Learning Management Systems (LMS), and other platforms. • Act as the platform product owner for integration products, managing the roadmap and ensuring alignment with business needs. • Partner with engineering teams to plan, code, review/QA, and troubleshoot API integrations. • Build data pipelines using ETL tools and ensure efficient data transfer to the Snowflake data warehouse. • Develop integrations with third-party platforms like CommonApp, WebAdmit, and Zapier. • Design and implement data mappings, schemas, and quality assurance tests to ensure data accuracy and reliability. • Optimize workflows using tools like Dagster for pipeline orchestration. • Serve as a subject matter expert (SME) for the Partnerships, Sales, and Customer Success teams, providing technical expertise on integrations. • Interface and communicate with clients during implementations to provide support and troubleshoot technical challenges. • Lead and maintain integration support throughout the customer lifecycle for managed API partners. • Maintain thorough documentation of integrations and APIs for internal and external audiences. • Lead the development and execution of a machine learning and AI strategy. • Assist with security policies and compliance requirements, including SOC Type 2. • Advocate for the integrations team during sprint planning to ensure alignment with organizational goals.

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. The Solutions Engineering Team We believe Solutions Engineers at Okta are involved in all stages of the customer’s digital transformation. Solutions Engineers are experienced using presentations, email, phone and social media to connect with customers virtually and in-person. We are looking for great teammates who can build and deliver sales presentations and customized product demonstrations to help educate Okta’s Customers (everyone from developers to product managers to C-level executives) on best practices during their cloud security technology journey. We believe Okta’s Solutions Engineers empathize with Customers and quickly discern their true technical needs by asking detailed, clarifying questions while presenting solutions that specifically address those needs. Okta Solution Engineers have the rare combination of technical acumen and business insight; in a career where you can utilize both. As a Solutions Engineer at Okta, you will further develop each of these skills by advising a diverse set of customers on the value they will gain by using Okta’s Identity Platform. The Solutions Engineer Opportunity Reporting to the Senior Manager, Solutions Engineering, the Solutions Engineer is a functional business consultant,  with a passion for technology and the advanced ability to develop, position and demonstrate product-specific solutions during sales cycles, while achieving quarterly and annual sales goals for an assigned territory. What you’ll be doing - Work alongside the sales team as the technical and domain expert of a customer-facing sales team to help Customers understand the value of Okta’s solutions - Understand customer challenges and business issues and provide product demonstrations to align our solutions with customer needs - Answer product feature and technical questions from customers, partners and Okta colleagues - Plan and deliver Proof Of Concepts for customers who have more complex use cases, collaborating with other Okta engineering teams as needed - Provide feedback to product management about product enhancements that can address customer needs and provide additional value - Share and learn best practices and re-usable assets with other Solutions Engineers to enhance the quality and efficiency of the team - Stay current on competitive analysis and market differentiation - Support marketing events including executive briefings, conferences, user groups, and trade shows What you’ll bring to the role - 5+ years pre-sales engineering experience, selling SaaS products. - A passion to serve the Customer, demonstrated in a customer-facing role, such as consulting or support, but ideally in a pre-sales capacity. - An ability to quickly communicate complex ideas around a technical topic, ideally on the fly, using a whiteboard. - Experience with at least one standard network security protocol. (eg. OAuth, OAuth2, SAML, LDAP) - Hands-on experience in one or more of the following areas: web (JavaScript, HTML, frontend frameworks) development, mobile (iOS, Android) development, backend (Java, C#, Node.js, Python, PHP, Ruby) development, IP-based real-time communications. - An understanding of core security concerns within a typical application. (password hashing, SSL/TLS, encryption at rest, XSS, XSRF) - Exceptional communicator. - Confident dispensing knowledge to highly-skilled and experienced audiences. - Typically 25% travel. - Bachelor's degree in Engineering, Computer Science, MIS or a comparable field is preferred. #LI-CM #LI-Remote P7000_3391894 P7000_3391894 The OTE range for this position for candidates located in the San Francisco Bay area is between: $224,000—$336,000 USD Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us. The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $200,000—$275,000 USD The Okta Experience - Supporting Your Well-Being - Driving Social Impact - Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/.

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy. Toast is seeking an experienced Solutions Engineering Manager to lead the Multi-Product Solutions team, supporting New Business, Growth, and SMB sales. This critical leadership role drives product specialization, sales coaching, and accountability within a high-growth environment. The manager must effectively navigate ambiguity, clearly communicate strategic objectives, and ensure process consistency during a period of organizational change and international expansion. A day in the life (Responsibilities) - Team Leadership and Development: Recruit, develop, motivate, and manage a high-performing sales support team. This includes designing and executing a comprehensive ramp plan for new hires and providing advanced development coaching to tenured Solutions Engineers. - Sales Strategy and Partnership: Partner closely with Sales leadership across New Business, Growth, and SMB verticals to define strategy and implement processes that drive continued growth. - Sales Motion Development & Enablement: Build and refine the team’s sales motion, enabling Solutions Engineers to effectively sell using structured methodologies (e.g., Sandler) and other consultative sales techniques. Coach the team on discovery, objection handling, and value-based selling to drive stronger revenue outcomes. - Performance Management and Accountability: Track performance metrics, identify trends, and implement improvement plans to ensure the team consistently meets or exceeds defined performance objectives (e.g., activity volume, revenue, and win rate targets). The manager is responsible for clear goal enforcement and articulating the strategic why behind performance targets. - Process and Scalability: Champion and implement process improvements that facilitate scalable, repeatable success across a wide portfolio of products. Establish clear, consistent workflows and enable the team with tools and frameworks that drive efficiency, quality, and measurable impact across the sales cycle. - Cross-Functional Alignment: Serve as a critical link and trusted partner between the Sales organization and the Product team, ensuring cohesive communication and strategic alignment across all stakeholders. What you'll need to thrive (Requirements) - Requires 2+ years of sales experience in a closing or closing support role (ex. Solutions Engineering or similar pre-sales function). - 1+ years of people leadership experience managing a quota-aligned or revenue-influencing team - Experience applying and coaching to a structured sales methodology (e.g., Sandler, MEDDICC, Challenger, etc.) - Demonstrated track record of driving measurable performance outcomes (activity, revenue impact, win rates, attach, etc.) - Proven ability to coach individuals to improve consultative selling skills and business acumen - Strong ability to enforce process and performance standards while maintaining strong cross-functional relationships - Experience leveraging data and performance metrics to diagnose gaps and implement improvement plans - Ability to operate independently, prioritize effectively, and lead through ambiguity What will help you stand out (Nonessential Skills/Nice to Haves): - Expertise in Toast POS products and the capacity for rapid acquisition of new product knowledge. - Proven ability to effectively coach and develop the team on that expertise, which is essential for ramping new hires and driving product specialization. - Direct experience working in the hospitality industry, providing a foundational understanding of the challenges our customers face. - Demonstrated executive presence and strong presentation skills, including the ability to clearly articulate complex products and ideas. AI at Toast At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. Our Total Rewards Philosophy We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits. The base salary range for this role is listed below. The starting salary will be determined based on skills and experience. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions, if eligible), benefits, and equity (if eligible). Pay Range $123,000—$197,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Who we are: Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks. Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector. Visit gomotive.com to learn more. About the Role:As a Senior Solutions Engineer on our Enterprise team, you’ll play a key role in driving successful outcomes for Motive’s Enterprise customers. You’ll partner closely with Account Executives to shape deal strategy, showcase the value of our platform, and act as a trusted advisor to technical and business stakeholders. This role requires a balance of technical expertise, business acumen, and strong communication skills, as you map customer challenges to Motive’s solutions and influence buying decisions. Reporting directly to an Enterprise Solutions Engineering leader, you’ll collaborate across Sales, Product, Engineering, and Customer Success to ensure customer needs are met while driving Motive’s growth and strategic success. What You'll Do: - Partner with Enterprise Account Executives to shape deal strategy, drive discovery conversations, and deliver high-impact demonstrations that influence executive-level decisions - Showcase Motive’s value by tailoring demos that resonate across technical, operational, and business audiences — positioning yourself as a trusted advisor to customers - Translate complex customer challenges into clear, compelling solutions that deliver measurable business outcomes - Develop deep expertise in the competitive landscape, playing a key role in winning strategic displacement opportunities - Establish yourself as a product authority — mastering today’s platform while shaping conversations around future innovations - Collaborate on RFIs and RFPs to position Motive as the partner of choice for Enterprise organizations - Act as a visible connector between Sales and cross-functional teams (Product, Engineering, Customer Success, Marketing), ensuring customer insights fuel continuous improvement and innovation What We're Looking For: - 5+ years of experience supporting Enterprise-level sales in a pre-sales or solutions engineering role (SaaS and hardware experience a plus) - Bachelor’s degree preferred; advanced degree a plus - Experience in a customer-facing pre-sales field role with the flexibility and willingness to travel 30%+ - Deep knowledge of value-based selling frameworks and methodologies (e.g., MEDDIC, MEDDPICC, Command of the Message) and solutions engineering methodologies (e.g., Demo2Win, Great Demo!, or comparable) - Exceptional communication and presentation skills, with the ability to influence technical and executive audiences - Strong analytical and problem-solving abilities with a solutions-oriented mindset - Demonstrated success supporting complex solution sales within Enterprise organizations - Hands-on experience with Enterprise sales cycles and navigating multiple stakeholders - Experience with APIs, integrations, and technical solution design Pay Transparency Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits. The on-target earnings (base pay + commissions) for this role: $160,000—$200,000 USD Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. Please review our Candidate Privacy Notice here. UK Candidate Privacy Notice here. The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.