Role Description We're looking for a strategic ABM leader to build and elevate Elastic's account-based marketing practice. This is a player-coach role - you're accountable for your team's collective results while architecting the center of excellence, governance, tooling, and enablement that scales ABM across the entire organization. You'll define what great ABM looks like at Elastic, develop the marketers who deliver it, and ensure the broader GTM org understands how to adopt ABM principles. What You Will Be Doing - Center of Excellence & Governance - Define Elastic's ABM vision, playbooks, and maturity roadmap across 1:1, 1:few, and 1:many motions. - Establish governance: account selection criteria, tier methodology, ICP scoring, and cross-functional working norms. - Build and maintain the ABM knowledge hub - ensuring plays, findings, and procedures are detailed and accessible. - Be responsible for the ABM tech stack - ensuring adoption, correct configuration, and significant return on investment. - Leadership & Coaching - Lead, mentor, and develop a team of ABM managers — owning their growth, performance, and everyday execution quality. - Serve as Elastic's internal ABM evangelist — educating field marketing, sales, SDRs, and customer success on ABM principles and how to adopt them. - Represent ABM at the leadership level, supporting integrated planning and delivering executive readouts on performance and roadmap. - Metrics & Accountability - Lead the ABM team's results: account engagement, pipeline influence/originated, buying group expansion, deal velocity, and revenue contribution. - Define the measurement framework and own how we communicate ABM impact to the business. - Work with marketing operations teams to build executive-ready dashboards and optimize based on performance data. Qualifications - 8+ years in B2B marketing in a fast-paced enterprise software environment. - Consistent track record building ABM frameworks, playbooks, or centers of excellence that elevated practice across an organization. - Strong people leadership skills — you encourage, develop, and hold accountable a distributed team. - Deep expertise with ABM platforms (Demandbase, 6sense, Userled, etc.) and the broader martech stack. - Excellent executive communication — you translate ABM strategy into business outcomes for CMOs, CROs, and sales leaders. - Experience marketing sophisticated enterprise technology — cloud, security, AI/ML, observability, or search — to technical and business buyers. Bonus Points - ABM certification (e.g. ITSMA or equivalent). Compensation - Compensation for this role is in the form of base salary. This role does not have a variable compensation component. - The typical starting salary range for new hires in this role is $106,900 — $169,100 USD. - The typical starting salary range for this role in select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area) is $128,200 — $202,700 USD. Benefits - 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 a minimum of 16 weeks of parental leave.

Role Description Akima is seeking a skilled Payroll Operations Manager to join our team of outstanding professionals. If you're ready to make an impact and grow your career, apply today! - Responsible for managing a team for preparation, processing, validation/review, and disbursement of the company payrolls. - This position will work with executive management on auditing processes for efficiency and improvements from labor processing to general ledger posting. Responsibilities - In-house payroll processing for greater than 10,000 active employees assigned to over 40 different taxable entities across all 50 states. - Payroll related set up for new contracts/companies. - Managing the activities of a centralized payroll department carrying out responsibility for payroll preparation/processing. - Supervising the maintenance of the automated payroll system and assists in installation and maintenance of system modules. - Updating the system to handle new requirements including tax laws. - Performing support functions necessary for payroll processing. - Assisting the payroll tax and accounting group with quarterly and annual reconciliations and the preparation of year end W-2s including additional income items to be reported. - Assisting in the development of goals, policies, priorities, and procedures relating to payroll. - Research accounting reconciling items from payroll postings. - Establishing system controls for payroll system and develop procedures to improve existing systems. - Interpreting company policies and government regulations affecting payroll procedures. - Direct preparation of government reporting. - Determining work procedures, prepares work schedules, and expedites workflow. - Studying and standardizing procedures to improve efficiency of payroll operation. - The employment, training, motivation, discipline and performance evaluation of department staff. - Coordinating month end/quarter end and year end payroll activities. - Assisting with all tax related deadlines and filings. - Providing timely resolution for escalated payroll or payroll accounting issues. - Provide necessary backup to payroll management as needed in executive level meetings. - Other duties as assigned. Qualifications - Bachelor’s degree in related field preferred. - Local to Herndon, Virginia preferred but not required. - Federal Government Contracting experience preferred & strongly suggested. - Experience working with employees covered by the Service Contract Act, Davis-Bacon Act and collective bargaining agreements preferred. - Experience with running in-house payroll. - Experience with multi-state payrolls. - At least 5+ years of payroll experience. - At least 3+ years of managerial experience. - Experience with Deltek T&E and Costpoint preferred. - Excellent verbal and written communication skills. - Ability to thrive under tight deadlines. - Strong Microsoft Excel skills. - Strong analytical skills and attention to detail. Benefits - The company offers a comprehensive benefits program, including medical, dental, vision, life insurance, 401(k) and a range of other voluntary benefits. - Paid Time Off (PTO) is offered to regular full-time and part-time employees. Company Description Work Where it Matters Akima is not just another global enterprise and federal contractor. As an Alaska Native Corporation (ANC), our mission and purpose extend beyond our exciting federal projects as we support our shareholder communities in Alaska. - At Akima, the work you do every day makes a difference in the lives of our 15,000 Iñupiat shareholders, a group of Alaska natives from one of the most remote and harshest environments in the United States. - For our shareholders, Akima provides support and employment opportunities and contributes to the survival of a culture that has thrived above the Arctic Circle for more than 10,000 years. - For our government customers, Akima delivers agile solutions in the core areas of facilities, maintenance, and repair; information technology; logistics; protective services; systems engineering; mission support; furniture, fixtures & equipment (FF&E); and construction. - As an Akima employee, you will be surrounded by a challenging, yet supportive work environment that is committed to innovation and diversity, two of our most important values. - You will also have access to our comprehensive benefits and competitive pay in addition to growth opportunities and excellent retirement options.

• Lead a strategic partnership with Amazon Web Services (AWS) • Drive revenue growth through AWS Marketplace optimization • Collaborate with AWS sales teams to identify joint opportunities • Equip internal teams with tools to position offerings • Manage participation in AWS Partner Network (APN) programs • Stay ahead of AWS product updates and industry trends • Track and report alliance performance metrics

Role Description We are looking for Corporate Sales Manager for Roundtrip — our young brand for corporate clients — who will play a pivotal role in driving our sales efforts, forging strategic partnerships, and expanding our client base. This is a remote vacancy open to candidates residing in Germany. - Develop and implement sales activities and hit the sales targets to achieve growth and expand presence in assigned territory; - Follow-up with existing and new partners in order to provide system training; - Sign up new partners (corporate clients) and provide them with extended training of our system; - Build and maintain a strong, long-lasting relationship with new partners; - Prepare, execute, and manage the commercial deals with the partners, including the execution of required document flow and technical setup; - Manage accounts until the first purchase is made; - Spend approximately 50% of your working time on business trips, including meetings with clients, industry events, and other business-related events; - Provide market & competitive environment analysis; - Provide regular comprehensive reporting through CRM and internal systems. Qualifications - Minimum of 3 years of successful experience in sales management or business development of B2B companies within the travel industry. - In-depth understanding of the region's travel market, including B2B corporate clients. - Experience with CRM and prospecting tools, such as HubSpot and Apollo. - Fluent in German and English, other languages are a plus. - Up to 50% of travel time may be required. - Used to data-driven decision-making, metrics-driven, and good with numbers. - Proactive, ambitious, motivated, action-oriented, results-focused, appetite for innovative technology, comfortable with the fast-changing business environment, team-player. - Ability to understand and work across a wide range of cultural contexts reflecting ETG’s global presence. Benefits - Flexible schedules and opportunity to work remotely; - Ambitious and supportive team who love what they do, appreciate each other, and grow together; - Internal programs for adaptation and training, development of soft skills, and leadership abilities; - Partial compensation for participating in external training and conferences; - Corporate English school: Group and individual lessons, speaking clubs with colleagues from all over the world; - Corporate prices on hotels and travel services; - MyTime Day Off - an extra non-working day without loss of compensation.