• Lead elementary reading initiatives with district and school leaders • Build data-informed plans for the improvement of elementary reading • Strengthen leaders’ instructional and change management skills • Partner with internal and external colleagues for program implementation • Support schools in building and maintaining a strong elementary reading system • Conduct structured school walkthroughs to observe and assess classroom instruction • Manage partner contracts and deliverables

Title: Director, Deal Desk Location: Austin, TX; Boston, MA; New York, NY; Palo Alto, CA or San Francisco, CA Job Description: The Director, NA Global Deal Desk at Navan is responsible for the operational execution and excellence of the regional Deal Desk function in North America, ensuring adherence to global policies, processes, and systems critical for scalable revenue growth. Reporting to the Head of Global Deal Desk, this role acts as a senior advisor on complex regional deal structures, pricing strategies, and negotiations, partnering closely with Sales, Finance, Legal, Billing, and Product teams. The ideal candidate has strong expertise in B2B SaaS deal operations and CRM/CPQ systems, familiarity with pricing governance and revenue recognition principles, along with proven experience leading and developing a regional team in a dynamic, growth-stage environment. What you will do: Develop and scale the North America Deal Desk team: Lead the regional team of Deal Desk experts, executing the global vision and direction, recruiting and developing team members, and establishing a customer-centric team culture focused on accountability, efficiency, and continuous improvement. Advise on strategic regional deals: Act as the primary advisor for largest and most strategic North American deals. Work closely with regional sales leadership in these select deals to evaluate risks and rewards, guide negotiation strategy, and ensure deals align with company objectives. Support strategic deals across regions as needed. Develop and deliver enablement & training: Aid in the development and deliver regular training and enablement programs for the North America sales and related teams on pricing, deal structures, quoting tools, and deal processes in conjunction with our GTM enablement team. Enable new product introduction and monetization: Collaborate with Product, Finance, Legal, and other GTM teams to launch new products and services, focusing on the regional implementation and execution of global packaging, pricing, deal structures, and process / systems needs for new offerings. Drive quote-to-cash tech stack business requirements: Work with our Business Technology and GTM Systems teams to ensure we have the right systems to support our quote-to-cash process from our CRM, CPQ, CLM, and billing. This role is a key stakeholder responsible for defining the regional business requirements of our CPQ implementation and a contributing stakeholder working with Finance, Legal, Billing to define the requirements of the remaining order-to-cash tech stack. Price book and SKU Management: Ensure regional governance and adherence to global price books, discounting and approvals guidelines, and SKU structures within North America. Monitor regional deal performance metrics: Working in conjunction with GTM systems and analytics teams, monitor and report on metrics and dashboards used to track regional deal cycles around closing processes, discounting, exceptions, approvals, and pricing effectiveness. Use insights from these metrics and associated analytics to improve NA Deal Desk operations and develop recommendations for how to improve the regional closing process (including approvals, discounting, deal handoffs, etc). Financial Controls & Scalability: Ensure regional adherence and execution of robust controls, processes, and systems with respect to Deal Desk operations and deal closing that satisfy regulatory, compliance, and audit requirements for public-company standards (e.g., financial reporting standards, internal controls, SOX compliance, revenue recognition). What we’re looking for: - Strategic thinker and problem solver who executes global pricing, discounting, packaging strategies and optimizes regional operational processes to support these within CPQ - Proven ability to execute and optimize global pricing and deal management strategies within a region - Exceptional communicator and stakeholder manager able to work across all levels of regional GTM and company leadership - 10+ years of experience in Deal Desk or Sales Operations within B2B SaaS or cloud-based companies. Experience at late-stage transitioning to public companies is a plus. - Experience leading and developing regional teams, with a track record of scaling Deal Desk teams in a fast-paced, high-growth environment. - Strong expertise in CRM and CPQ systems, including developing regional business requirements for configuration. - Understanding of revenue recognition principles (ASC 606) and other accounting implications of deals, including being able to evaluate how contract terms impact revenue recognition and ensure compliance with financial policies and audit standards. The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity. For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter. Pay Range $161,250—$265,000 USD The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity. For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter. Pay Range $161,250—$265,000 USD

Title: Regional Director, Commercial - Mountain West Location: Remote - Colorado, USA; Remote - Oregon, USA; Remote - Washington, USA We are looking for a Regional Sales Director to join our Sales and Go-to-Market team. Leader must be based in the region reporting to the Regional Vice President of West. You will be part of a global group of professionals passionate about delighting our customers, nurturing trusted partnerships, and sharing expertise to drive a secure, cloud-enabled digital future. By demonstrating the power and agility of cloud transformation, you will help cement our position as the world leader in cloud security. What you’ll do (Role Expectations) - Recruit, hire and develop world-class sales talent, build development plans for each sales rep, and coach and motivate sales team to overachieve on targets - Understand and solve customer pain points through Zscaler's unique value proposition - Be the GM of your business and create a plan for success, and accurately forecast business monthly/quarterly/yearly - Act as the executive sponsor for key partners to create joint plans, generate pipeline and drive opportunities to closure Who You Are (Success Profile) - You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful. - You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution. - You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact. - You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust. - You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose. What We’re Looking for (Minimum Qualifications) - 2+ years of full-cycle sales leadership experience within the software or security industry - Bachelor’s degree or equivalent practical experience - Progressive selling experience engaging with enterprise accounts and selling at the C-Level - Residency in or willingness to commute within Ohio What Will Make You Stand Out (Preferred Qualifications) - Established relationships with current and prospective customers and a deep understanding of how technology facilitates high-level business goals - Proficiency in strategic sales planning with a proven track record of closing net new logos - Experience meeting or exceeding sales targets while leveraging channel partnerships #LI-Remote The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits. Base Pay Range $140,700—$201,000 USD Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: - Various health plans - Time off plans for vacation and sick time - Parental leave options - Retirement options - Education reimbursement - In-office perks, and more!

Our mission is to detect cancer early, when it can be cured. We are working to change the trajectory of cancer mortality and bring stakeholders together to adopt innovative, safe, and effective technologies that can transform cancer care. We are a healthcare company, pioneering new technologies to advance early cancer detection. We have built a multi-disciplinary organization of scientists, engineers, and physicians and we are using the power of next-generation sequencing (NGS), population-scale clinical studies, and state-of-the-art computer science and data science to overcome one of medicine’s greatest challenges. GRAIL is headquartered in the bay area of California, with locations in Washington, D.C., North Carolina, and the United Kingdom. It is supported by leading global investors and pharmaceutical, technology, and healthcare companies. For more information, please visit grail.com GRAIL is seeking a Senior Director, Payer Engagement to lead and scale our payer-facing strategy during a critical phase of commercialization and growth. This individual will manage a team of Account Leads responsible for developing and advancing a robust pipeline of payer engagements, pilots, partnerships, and coverage-enabling activities. The ideal candidate brings a strong track record of payer relationship management, team leadership, and cross-functional influence, with the ability to translate clinical and economic value into compelling payer narratives. This role is based in Durham, North Carolina. It offers a flexible work arrangement, with the ability to work from GRAIL's office or from home. Our current flexible work arrangement policy requires that a minimum of 40%, or 16 hours, of your total work week be on-site. Your specific schedule, determined in collaboration with your manager, will align with team and business needs and could exceed the 40% requirement for the site. At our Durham campus, Tuesdays and Thursdays are the key days where we encourage on-site presence to engage in events and on-site activities. Responsibilities: - Develop and execute a comprehensive payer engagement strategy aligned with corporate and commercialization objectives - Lead proactive outreach and relationship-building with national, regional, and local payers across commercial, Medicare Advantage, and Medicaid segments - Serve as a senior representative of the company in high-level payer discussions, including establishing and leading quarterly executive meetings - Drive a structured pipeline of payer activities, including introductory meetings, value discussions, pilots, data evaluations, and pathways toward coverage and access - Build and maintain visibility into payer engagement pipelines, progress, and outcomes, tracking key performance indicators such as payer interest, pilot conversions, and coverage readiness - Provide regular updates to executive leadership, translating payer engagement outcomes and feedback into actionable insights and recommendations - Lead, mentor, and scale a team of Payer Account Leads, setting clear goals, performance metrics, and accountability while coaching on payer messaging, negotiation strategies, and stakeholder management - Negotiate complex payer contracts and develop collaborative project opportunities, including those requiring cross-functional support for evidence generation - Partner closely with Market Access, HEOR, Medical Affairs, Commercial, Government Affairs, and clinical development teams to ensure aligned, compliant, and payer-relevant engagement - Inform evidence-generation and commercialization priorities by incorporating payer feedback into clinical, real-world, and economic strategies - Understand and anticipate payer and partner needs across the system of care to ensure appropriate, compliant access to the company’s products - Ensure access to GRAIL's products are achieved and in a compliant manner - These responsibilities summarize the role’s primary responsibilities and are not an exhaustive list. They may change at the company’s discretion. Required Qualifications: - BS/BA degree preferably with a science/ healthcare major and/or advanced science, public health or allied healthcare degree - 10+ years expertise in working with payer and policy executive stakeholders, with an understanding of value-drivers across all levels within the institutions. This includes deep knowledge of reimbursement pathways, system channel strategies (employer benefits, health plans, community engagements) care delivery at the provider level, and patient engagement strategies. - Demonstrated track record of successfully closing payer negotiations that resulted in meaningful, expanded insurance coverage. - Demonstrated success in mentoring senior-level staff and cultivating high-performing teams within a fast-paced, evolving healthcare landscape. - This position will cover markets and institutions across the US and candidates must be able to travel a minimum of 40% of the time. Preferred Qualifications: - Advance degree preferably with a science/ healthcare major and/or advanced science, public health or allied healthcare degree - 15+ years partnership development and account management experience leading substantive revenue generating accounts.. - Demonstrated success to develop executive presentations that require cross functional input, analytical expertise to represent business opportunities and challenges, and presentation skills to deliver and influence large gatherings of decision makers. - Proven ability to lead and influence cross-functional teams in a matrixed environment, with strong strategic thinking and execution skills. - Deep understanding of the healthcare ecosystem and each of the stakeholder’s priorities and revenue flow, such as payers, employer, and IDN’s based on previous engagements and partnership development. - Demonstrated success implementing product and service solutions with health systems and health plans. - Innovative thinking and exceptional eye for business, analytical and problem-solving skills. - Strong understanding of compliance-related concepts including the laws, regulations and policies that govern marketing and sales activities and the importance of compliance in all job-related function - Track record of working with objective based goals and success in achieving them - This position will cover markets and institutions across the US and candidates must be able to travel a minimum of 40% of the time. - Physical Demands & Working Environment: - Hours and days may vary depending on operational needs. - Standing or sitting for long periods of time may be necessary. - Some lifting (up to 25 pounds) may be necessary - Ability to travel 40% as required Expected full time annual base pay scale for this position is $201K- $288K. Actual base pay will consider skills, experience and location. This role may be eligible for other forms of compensation, including an annual bonus and/or incentives, subject to the terms of the applicable plans and Company discretion. This range reflects a good-faith estimate of the range that the Company reasonably expects to pay for the position upon hire; the actual compensation offered may vary depending on factors such as the candidate’s qualifications. Employees in this role are also eligible for GRAIL’s comprehensive and competitive benefits package, offered in accordance with our applicable plans and policies. This package currently includes flexible time-off or vacation; a 401(k) retirement plan with employer match; medical, dental, and vision coverage; and carefully selected mindfulness programs. GRAIL is an equal employment opportunity employer, and we are committed to building a workplace where every individual can thrive, contribute, and grow. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, age, disability, status as a protected veteran, , or any other class or characteristic protected by applicable federal, state, and local laws. Additionally, GRAIL will consider for employment qualified applicants with arrest and conviction records in a manner consistent with applicable law and provide reasonable accommodations to qualified individuals with disabilities. Please contact us at rc@grailbio.com if you require an accommodation to apply for an open position. GRAIL maintains a drug-free workplace. We welcome job-seekers from all backgrounds to join us!