Climb Channel Solutions NA

Technical Recruiter

• Full ownership of the recruiting lifecycle from sourcing to offer negotiation and acceptance
• Partner strategically with hiring leaders, executives, and managers to understand headcount needs
• Design and execute creative, data-driven sourcing strategies for niche technical markets
• Manage candidate experience from first outreach through offer stage ensuring clarity and speed
• Advise hiring teams with market insights, pipeline health, and funnel analytics
• Support recruitment marketing and employer branding campaigns to attract engineering talent
• Collaborate with local and U.S.-based stakeholders to recruit for Engineering and Product roles

Financial Planning and Analysis

• Act as a trusted advisor to President, CMO, CCO, and other GTM leaders
• Drive strategic and financial planning, budgeting, and forecasting across GTM functions
• Provide scenario modeling, ROI analysis, and investment guidance to optimize sales and marketing efficiency
• Own end-to-end GTM financial planning and analysis, including sales capacity modeling, quota planning, pipeline analytics, LTV/CAC modeling, and customer segmentation
• Partner with RevOps and Sales Ops to align financial forecasts with business KPIs and go-to-market plans
• Establish and monitor KPIs to assess GTM health and effectiveness
• Lead global commissions in partnership with the head of commissions and oversee commission calculations and alignment with compensation plans
• Support corporate FP&A processes including monthly and quarterly Board reporting
• Ensure GTM activities have requisite internal controls around financial reporting and policy adherence
• Collaborate with Product, Sales/Revenue Operations, and Business Intelligence to align GTM strategies with company initiatives
• Lead and develop a high-performing GTM Finance team, establishing vision, goals, and a culture of continuous improvement

Senior Director, Go-To-Market Finance

Sales Development Rep

• Connect with decision-makers by phone (80%), email, and Linkedin to highlight Delinea solutions
• Process and qualify inbound leads into sales opportunities
• Deliver a minimum of 75+ outbound activities per day
• Develop qualified leads by researching, profiling, and networking
• Utilize internal e-learning systems to stay current on latest trends and technologies in cyber security market
• Consistently hit weekly success metrics for meetings and/or calls between prospective customers and sales account executives
• Support a variety of inbound and outbound marketing programs and sales initiatives
• Staff industry trade shows and conferences to interact with prospects and customers
• Record and track progress in CRM system (Salesforce) and Prospect Engagement system (SalesLoft) to monitor success

Sales Development Representative

Account Manager

• Develop and nurture a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts
• Coordinate all company activities with the partner, including education, marketing, executive briefings, business planning and client engagements.
• Actively engage company resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for company.
• Promote company offerings to become a key part of the partner's business and solutions; May be brought by partner to sell company brand to end-customers.
• Establish and maintains account plans to promote sales growth.
• Achieve assigned quota for company products, services and software.
• Transactional and relationship selling within, and influencing, a team of selling professionals; physically visit partner customers at their offices.
• Create, fill-in and manage company funnel for deals with partners and transform potential leads into joint sales activities.
• Provide the business rationale and risk assessment for making company investments in the partner.
• Recruit and develop business relationships with new partners.

Senior Channel Account Manager

Community Manager

• Engage with customers in the Delinea community forum through posting, responding, campaigns, and gamification
• Collaborate with cross-functional SMEs to create and execute a content calendar that helps customers unlock the value of their Delinea solution
• Support customer events including virtual office hours, roundtables, webinars, and occasional in person user groups
• Produce Delinea’s monthly customer newsletter
• Day-to-day management of Delinea’s Secret Society community site (powered by Gainsight): user management, analytics, and integration with Delinea’s CRM
• Facilitate conversations and QA, develop, manage, and organize content, and facilitate community events and communications to help customer admins optimize their use of the Delinea platform

Marketing

• Act as the first point of contact for Fastpath marketing.
• Define the global Fastpath marketing strategy and model the revenue waterfall to set lead and pipeline targets.
• Drive the annual and quarterly marketing planning process, aligning with marketing leadership, VP Fastpath Sales, VP Sales Development and Senior Director Fastpath Alliances to prioritize programs and budgets.
• Present the plan and progress to senior marketing and sales leadership.
• Act as the single point of contact for partner marketing initiatives, removing roadblocks and ensuring alignment.
• Work with the Strategic Alliances and Partner Marketing teams to develop joint marketing strategies that promote our combined value proposition, developing messaging and go-to-market plans to accelerate pipeline, and create and curate marketing collateral, content, and resources that support partner marketing initiatives.
• Work with the Partner Marketing team to engage the partner ecosystem with effective communications and events.
• Work directly with selected alliance partners to execute co-marketing programs including thought leadership, demand generation initiatives and events.
• Collaborate with the Product and Content Marketing, Website, Demand Generation, Field Marketing and Customer Marketing teams to coordinate execution of the plan.
• Collaborate with the Marketing Communications team to coordinate brand marketing and effective thought leadership, PR, social and analyst activity that drives business growth.
• Collaborate with the Sales Development team to optimise lead handoff processes and ensure seamless integration between marketing and sales efforts.
• Collaborate with the Marketing Operations team to maintain high quality marketing data.
• Own and lead cross-functional communication to ensure all teams are clear on, and executing against, the marketing plan.
• Monitor and analyse key performance metrics, such as lead conversion rates, cost per lead, customer acquisition costs, and ROI.
• Use data-driven insights to optimise campaigns, maximise marketing effectiveness and inform the marketing strategy.
• Provide regular reports and data-driven insights to key stakeholders.

Senior Marketing Manager

Sales Engineer

• Present solutions to solve customer business challenges to technical and business stakeholders
• Work with clients’ senior leadership to identify and prioritize use cases, milestones, and business case criteria aligned to IAM & PAM program investment strategies
• Guide Delinea’s product strategy and contribute to voice of the company efforts, including events, content creation, and speaking engagements
• Establish a gold standard demo approach underpinning the company’s PAM vision
• Strategize with account managers to optimize engagement with client stakeholders
• Deliver Proof of Value/Proof of Concept engagements
• Develop concepts and programs to drive pipeline with ESP target customer base
• Use public speaking, industry commentary, and social media to build awareness and drive pipeline
• Articulate Delinea vision and strategy with prospects, customers, & partners
• Identify industry trends and address technical blockers impeding opportunity closures
• Relay feature requests and suggestions to Product Management based on market feedback

Senior Sales Engineer

Accounting Manager

• Oversee day-to-day operations of the revenue accounting function, including customer contract review, revenue recognition treatment, month-end close, and audit support
• Lead and develop the revenue accounting team and foster a culture of accuracy, accountability, and continuous improvement
• Partner with cross-functional teams (Sales, Deal Desk, Product/Engineering, Legal, Order Management, Credit & Collections) as the Subject Matter Expert on revenue matters
• Ensure compliance with ASC 606 and serve as technical expert for complex arrangements
• Own the month-end and quarter-end close process for revenue, ensuring accuracy, timeliness, and strong internal controls
• Prepare and present revenue reporting, analysis, and insights to the Sr. Director of Revenue and senior leadership
• Be primary contact for external auditors on revenue-related matters and provide audit support
• Assess revenue impact and accounting treatment for new initiatives (product launches, pricing strategies, GTM programs) and operationalize into scalable, automated processes
• Drive Order-to-Cash process improvements, including automation, system enhancements, and best practice adoption

Senior Manager, Revenue Accounting and Operations

• Responsible for all net new sales into Enterprise Accounts ($1 Billion to $10 Billion) in assigned geographic area
• Create and personalize a territory plan for the assigned territory
• Prospect to and create contacts within Enterprise Accounts in a geographic region
• Proactively pursue existing leads who have expressed interest in our services
• Collaborate with and engage Delinea technical experts to present product strengths and capabilities
• Consistently meet/exceed sales targets and maintain an accurate forecast of sales pipeline
• Cultivate and manage relationships with Channel partners
• Leverage Delinea executives and their networks to gain access to prospective clients
• Travel approximately 30-40% to visit customers, attend trade shows or field events, and for internal meetings
• Continue to hone expertise in Cybersecurity and pursue career advancement opportunities

Enterprise Account Manager

Account Executive

• Responsible for all net new sales into a geographic territory for Commercial Accounts
• Create and personalize a territory plan for the assigned territory
• Prospect to and create contacts within Commercial Accounts in a geographic region
• Proactively pursue existing leads who have expressed interest in our services
• Collaborate with and engage Delinea technical experts to present product strengths and capabilities
• Consistently meet/exceed sales targets
• Maintain an accurate forecast of sales pipeline
• Cultivate and manage relationships with Channel partners
• Limited travel to visit customers, attend trade shows or field events, and internal meetings as required
• Continue to hone craft and build expertise in Cybersecurity

Commercial Account Executive

IT Support

• Lead cross-functional IT teams across Cloud Support and Data Center operations, providing mentorship, resource allocation, and alignment with organizational goals
• Oversee infrastructure initiatives, including HCI cluster deployments, data center lifecycle refreshes, and firewall/vendor migrations
• Manage virtualization platforms and drive migrations from VMware ESXi to Microsoft Hyper-V
• Direct network, server, and storage projects, and establish enterprise monitoring and access control systems
• Administer and optimize Microsoft 365 services (Intune, Entra, Exchange, Azure AD)
• Coordinate Agile planning through Azure DevOps and assist the Director of IT in day-to-day operations
• Collaborate with SecOps and Support Desk to implement security systems, enforce RBAC/least-privilege, and ensure continuity and disaster recovery practices
• Act as technical escalation point and support IT staff lifecycle including recruiting, onboarding, training, and professional development

IT Infrastructure Manager

Data Scientist

• Own design, development, and deployment of analytical solutions including Snowflake data models, traditional ML models, and LLM-powered applications
• Collaborate with business stakeholders, data engineers, and product teams to transform complex datasets into actionable insights
• Design, develop, and optimize complex Snowflake data models to support analytics and AI applications
• Build scalable, efficient data pipelines to ensure high-quality data availability for analytics and modeling
• Develop, train, and deploy traditional ML models (classification, regression, clustering)
• Lead LLM-based solution development, including model selection, prompt engineering, and fine-tuning
• Implement RAG and Agentic LLM architectures for interactive, context-aware AI experiences
• Architect and manage end-to-end AI/ML pipelines including deployment, monitoring, and performance optimization
• Establish governance for AI models: version control, performance tracking, and retraining schedules
• Collaborate on Streamlit-based applications for visualization, analytics self-service, and AI interaction
• Integrate AI models into user-facing tools to enhance business decision-making
• Partner with cross-functional stakeholders to identify high-impact AI/ML opportunities and translate solutions into business value

Senior Data Scientist

Backend Engineer

• GPTOps is a standalone AI operations service within the Delinea Platform enabling secure, compliant interaction with OpenAI and other LLMs
• GPTOps features include RAG, real-time feedback, self-evaluation to reduce hallucinations, intelligent follow-up suggestions, and dynamic content management
• Design, maintain, and deploy scalable and highly available backend and cloud-based applications using C#, Azure AI Foundry, and Kubernetes
• Implement and manage load balancing solutions to ensure high availability and scalability of backend services
• Work closely with the CloudOps team to ensure robust, secure, and efficient cloud operations
• Collaborate with cross-functional teams (PM, UX, Dev) using Scrum to propose technical solutions and contribute to architecture decisions
• Participate in code reviews to ensure high-quality, maintainable code
• Optimize backend applications and infrastructure for performance, scalability, and cost efficiency
• Troubleshoot and resolve cloud production issues to ensure system reliability and availability
• Continuously improve development and automation processes (code quality, E2E testing, security scans), monitoring, and incident response
• Contribute to and improve shared code, tooling, and techniques across Platform teams

Staff Software Development Engineer, GPTOps, Backend/Cloud

• Entry-level Commercial Sales Development Representative serving as connection between Sales and Marketing
• Prospecting and lead generation via phone (80%), email, and LinkedIn
• Qualify inbound leads and generate sales opportunities
• Execute a minimum of 75+ outbound activities daily to build pipeline
• Conduct account research and build relationships with IT decision-makers
• Partner with Sales to refine go-to-market strategies and handoff qualified leads
• Continuous learning of Delinea products and cybersecurity industry
• Record sales activities in Salesforce and SalesLoft

Sales Development Representative, Commercial

People Operations

• Set and execute HR technology vision and strategy aligned to business and people strategies
• Oversee global HR systems portfolio with Workday as core enterprise platform and lead digital transformation
• Develop and execute a comprehensive people analytics strategy for talent acquisition, retention, performance management, and organizational development
• Identify, evaluate, and implement AI-driven solutions to automate and improve HR processes (talent acquisition, onboarding, engagement, L&D)
• Manage, mentor, and develop a high-performing team focused on collaboration, service excellence, and continuous improvement
• Partner with senior HR and business leadership to design next-generation employee experiences and workforce solutions
• Provide actionable insights from workforce data to support strategic decision-making
• Evaluate existing processes and identify opportunities for digital transformation and automation
• Serve as enterprise owner of HR technology ensuring operational excellence, scalability, and strategic value
• Develop metrics to gauge effectiveness of HR technologies and processes
• Ensure data security, governance and compliance with regulations (GDPR, CCPA, etc.)
• Manage vendor relationships and drive ROI from tech investments
• Foster culture of innovation, continuous improvement, and data-driven HR practices
• Stay abreast of emerging trends in HR technology, analytics, and AI and recommend best practices
• Partner with HR Centers of Excellence and collaborate with Finance, Payroll, Legal, and IT
• Serve as a key stakeholder in M&A integrations, system migrations, and organizational change initiatives

Director, People Technology & Analytics

Frontend Engineer

• About Delinea: pioneer in securing human and machine identities with a cloud-native Identity Security Platform
• About GPTOps: standalone AI operations service powering secure, compliant interaction with OpenAI and other LLMs, offering RAG, streaming, feedback, and SDK access
• Design, maintain, and deploy scalable and highly available cloud-based frontend applications and SDKs using Angular, TypeScript, and C#
• Develop and maintain SDKs that provide simple interfaces to OpenAI functionality, including chat completions, feedback, and streaming answers
• Collaborate with cross-functional teams (PM, UX, Dev) using Scrum to propose solutions and contribute to architecture decisions
• Integrate and optimize platform AI libraries and RAG workflows for customer-facing features
• Participate in code reviews to ensure high-quality and maintainable code
• Optimize frontend applications for performance, scalability, and cost efficiency
• Troubleshoot and resolve production issues, ensuring reliability and availability
• Continuously improve development and automation processes (code quality, E2E testing, security scans), monitoring, and incident response
• Contribute to shared code, tooling, and techniques across Platform teams

Software Engineer, GPTOps – Frontend/SDK Focus

Product Manager

• Delinea is looking for a Product Manager to join our Platform PM team and start owning aspects of the platform roadmap and backlog.
• Build a secure, resilient, and scalable platform that other Delinea services will leverage and onboard on top.
• Define the technical requirements for the platform and drive the execution in alignment with Delinea's vision and strategy.
• Collaborate with product, engineering, product marketing, field, and business development to drive the platform forward.
• Refine and evangelize the platform's vision and strategy, maintain prioritized backlog and roadmap, and stay engaged with architecture decisions.

Product Manager – Shared Services

Technical Customer Success

• Serve as technical backbone for Customer Success Managers, providing pooled, non-billable on-demand technical and strategic support
• Provide expert technical guidance to CSMs on strategic tasks for Delinea’s products (except FastPath)
• Assist in resolving stuck support cases, bugs, or feature requests by liaising with internal teams and communicating updates primarily through CSMs
• Engage in customer-facing discussions when escalated, ensuring CSM remains primary contact
• Focus on specific issues rather than customers; disengage when issue resolved
• Promote knowledge transfer and coach CSMs to reduce reliance on CSE support
• Collaborate with CSM managers and Director of Technical Success to prioritize requests
• Document interactions, resolutions, and best practices to internal knowledge bases
• Maintain boundaries to avoid overlapping with Professional Services; no billable implementations or long-term customer assignments