• Build a high-performing team that delivers exceptional results and drives regional revenue, creating an environment where people love the work and impact they're making • Be a role model who improves everything around you - from team processes to customer experiences to cross-functional collaboration • Own successful go-lives and revenue realization, ensuring your team delivers high-quality implementations that meet commitments and drive measurable value • Translate company objectives into clear priorities and measurable goals, ensuring your team understands how their work connects to Paddle's mission and success • Foster a culture where people feel safe to innovate, take ownership, and continuously raise the bar • Champion collaboration across teams and geographies, balancing regional needs with company-wide priorities to maximize impact

EMPLOYER IS A CONTRACTOR FOR THE U.S. GOVERNMENT. THIS POSITION REQUIRES U.S. CITIZENSHIP. Role Description: As a Solutions Architect at Defense Unicorns, you'll serve as the primary technical point of contact during customer engagements, working closely with business development, engineering, and product teams to ensure that our offerings are both compelling and relevant to our government and defense customers. This role combines deep technical knowledge with strong communication and problem-solving skills. You’ll be responsible for delivering live product demos, maintaining infrastructure for proof-of-concept environments, and supporting the long and complex sales cycles typical in the defense sector. Your mission is to ensure that prospective customers not only understand what our technology does, but believe in what it can do for them. This is a hands-on, customer-facing role ideal for someone who thrives in fast-paced, evolving environments and is passionate about making a tangible impact on national security through technology. Responsibilities: - Act as a trusted advisor for customers and their technical needs, challenges, and goals during pre-sales engagements - Participate in sales calls and business development meetings, often as the primary technical contact; travel as required to support on-site engagements - Discover real mission needs beyond surface-level requirements; ask probing questions to understand the core mission challenges and align our solutions accordingly - Architect solutions based on potential customer requirements and articulate those solutions - Maintain technical demo environments and lead live, hands-on demonstrations of our UDS Core platform and capabilities - Build and deliver technical proof-of-concepts, including live installations and technical walkthroughs to validate platform capabilities in real time - Support the long defense sales process by staying engaged by delivering small proof-of-concepts, follow-up demos, and ongoing pre-sales technical support The listed responsibilities are not exhaustive and additional responsibilities may be assigned based on the evolving needs of the organization. We are seeking a dynamic individual who is able to adapt and take on new responsibilities as they arise. Preferred Experience and Qualifications: - Strong understanding of Kubernetes, cloud infrastructure (AWS, Azure), and automation tools (Terraform, OpenTofu, etc.) - Ability to clearly explain complex systems to a variety of audiences, from deeply technical engineers to non-technical stakeholders - Comfortable doing live deployments, troubleshooting in real time, and adjusting depth on the fly depending on the room’s technical background - Able to read the room, admit mistakes, pivot as needed, and keep demos engaging and informative - Collaborative by nature to play well with cross-functional teams and prepare with your sales counterparts to tailor your approach for every engagement - Proactive and self-directed in building and maintaining infrastructure, finding answers, and pushing opportunities forward even when it gets hard - Passionate about the national security mission and motivated by the opportunity to make a real impact, solving real problems for people in mission-critical roles Full compensation packages are based on candidate experience. Compensation ranges are established using national benchmarking data and apply across all geographic locations within the United States. Remote - USA $148,750—$201,250 USD Who We Are Defense Unicorns delivers mission value by streamlining software delivery so our customers can focus on the most important challenges. We share a vision of freedom and security for the advancement of progress and innovation. Our commitment to this vision, and to our mission-driven customers, means a commitment to speed, user experience and optionality, without compromising security. Our team is composed of innovators, software engineers, and veterans with decades of experience delivering technology programs across the federal market. What We Do We create and deliver secure solutions for continuous software integration and delivery. Defense Unicorns consolidates the best practices for security pipelines, testing, and deployment automation in order to meet the high security requirements valued by mission owners. Our solutions are agnostic by design and we believe that growing a robust ecosystem of secure, cloud-native software solutions can help enterprise customers inside and outside the federal market buy and integrate software more easily. Who We Serve Defense Unicorns’ customers are mission-focused leaders across public and private enterprises. We proudly support defense and civil agencies across the U.S. government and we work closely with the creators of leading-edge software solutions to deliver value to the mission-owner by improving the security and consumability of commercial software products. What We Work On - Kubernetes - Cloud Environments (AWS/GCP and Azure) - Infrastructure-as-code (like Terraform/Pulumi) - Continuous Delivery and automation tooling - GitOps - Containers - CNCF projects and open source products and packages - Helm/Kustomize-Value Stream Mapping - Building and improving security delivery - Building Kubernetes and cloud native applications Benefits Our Unicorns Enjoy Health: - Medical/Dental/Vision - Premiums are 100% Company Paid - Health Reimbursement Account - Life Insurance - Disability Insurance Financial: - 401k Retirement Plan - Company Stock Options - Home Office Budget Leave: - We offer all full-time Unicorns Flexible Time Off (FTO) plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year’s - Paid Parental Leave Learning: - Reimbursement for approved trainings/subscriptions - Conferences (travel, lodging, and fees) Don’t have all the preferred experience or qualifications? Studies show that underrepresented groups like women and people of color are less likely to apply to jobs if they don't meet every requirement listed. At Defense Unicorns, we're committed to diversity. If you're enthusiastic about the role but don't match every criteria, we encourage you to apply. You could be the perfect fit for this or another role! Defense Unicorns is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law. CCPA DISCLOSURE

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What is The Role Are you looking to make a real impact and play a meaningful role in the growth of our company? We are in search of a Solutions Architecture (Presales) Manager to lead our SA team across MENA. You will drive recruiting, hiring and enabling a diverse team who will strive to overachieve on our growth targets. As a member of our broader Sales Leadership team, you will assist in defining and executing the strategy for building a high-performance team and scaling our company. Key to your success will be your ability to foster and leverage the Elastic Community, adopt a bottom-up and "Cloud-first" approach with our users, and continually be thinking in terms of solutions, rather than products. What You Will Be Doing: - Lead, mentor and grow the Solutions Architecture (Sales Engineering) team. - Provide the growing team with onboarding support, training and self-directed education programs. - Drive the value proposition for Elastic Cloud within our community and customers. - Communicate and align key product insights across our business functions. - Help our Product and Engineering teams prioritize features that mean the most to our users. - Formulate and drive the partner engagement strategy to overachieve regional goals. What We Are Looking For: - Success leading and growing a team of Solution Architects (Sales Engineers). - Evidence of the ability to articulate and sell the benefits of modern platforms and technologies, preferably in the space of Search, Security, APM, and Logging. - A strong grasp of distributed systems and architectures. - Ability to "own the room" while presenting and selling with audiences both large and small. - Player coach with a sincere interest in continuous growth in yourself and your team - Travel: 30-50% within the region Bonus Points: - Experience in open source is a plus - Knowledge of Enterprise Search, Big Data, GenAI, Security preferred #LI-PM1 Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. - Competitive pay based on the work you do here and not your previous salary - Health coverage for you and your family in many locations - Ability to craft your calendar with flexible locations and schedules for many roles - Generous number of vacation days each year - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service - Up to 40 hours each year to use toward volunteer projects you love - Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes encryption software and technology that is subject to U.S. export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.

Role Description As a Solutions Architect on our Professional Services team, you'll be the technical backbone of successful Dialpad deployments for our customers. Your expertise will focus on these projects, where you'll deliver an exceptional technical experience for Dialpad customers and address any challenges that may surface during the project lifecycle. You're a customer-centric, technically brilliant individual with a deep understanding of networking, telephony networks, and integrations using REST APIs. You thrive on the technical challenges that come with onboarding new clients and love being a valued team player. You'll step into a pivotal role where your problem-solving prowess and genuine passion for helping others will play a crucial part in setting our customers up for success from day one with Dialpad. This role is vital for educating and onboarding customers on Dialpad products, all while expertly navigating the relationships with our customers. You'll collaborate closely with our Sales, Customer Success, and Support teams to directly contribute to our customers' success and retention. This position reports directly to our Sr. Manager, Solutions Architect. Candidates must be able to work US hours. What you’ll do - Assist Dialpad's customers with their complex integration, hardware, and technical needs. - Conduct admin training sessions for customers, assist with configuring integrations, support device provisioning, and troubleshoot complex technical issues. - Design and configure contact center call flows, ensuring seamless integrations with business systems and accurate reporting data. - Collaborate with customers to understand their operational needs and tailor Dialpad solutions to optimize call handling, automation, and analytics. - Provision and configure desk phones, providing best practices and recommendations for an efficient setup. - Lead deployment efforts, overseeing call flow design, integrations, and system configurations to align precisely with business objectives. - Proactively troubleshoot issues and help identify and report bugs during deployments, ensuring a smooth transition and minimizing disruptions for end users. - Analyze and refine workflows, proactively identifying areas for improvement to enhance efficiency and performance. - Conduct video conferencing sessions to provide expert insights, guide clients through implementation, and ensure the adoption of best practices. - Cultivate and maintain strong relationships with the customer and all key stakeholders, ensuring clear communication and alignment throughout the project lifecycle. - Create and maintain thorough project documentation, accurately recording all project details, technical decisions, and progress. - Partner seamlessly with Dialpad Project Managers to form a dedicated deployment team focused on excellent customer success and project delivery. - Efficiently utilize various cloud platforms and tools (e.g., Salesforce, PSA tools) to manage, track, and monitor your projects and customer health. - Ensure that all projects are delivered on time and within scope, meeting established success criteria. - Monitor and regularly report on the status of your projects to your manager and the leadership team, escalating technical issues as needed. Skills you’ll bring - Excellent grasp of various modern cloud communications platforms such as Google G-Suite and Office 365. - Experience with Business VoIP Telephony Services (On-Premise or SaaS). - Understanding and experience with: - VoIP CODECs and technologies (G.711, G.729, G.722, OPUS, H.264, VP8, VP9, WebRTC, H.323, SIP, Network Analyzers). - Network Infrastructure (Firewalls, Routers, Switches & Wireless); WAN Technologies (MPLS, VPLS & SD-WAN). - Data Center Technologies (Public & Private Clouds). - Software components involved in enterprise service delivery (web servers, application servers, databases, web services, mainframes, network-attached storage, and other related technologies). - Proven track record in implementing CCaaS (Contact Center as a Service) and UCaaS (Unified Communications as a Service) solutions. - Engineering Services: Expertise in specialized technical and functional areas, including software engineering, programming languages, system integrations, and database management (nice-to-have). Benefits - Competitive benefits and perks. - Robust training program that helps you reach your full potential. - Inclusive office environment designed to cultivate collaboration and connection. - Exceptional culture recognized as a certified Great Place to Work.