Category: Uncategorized

We’re seeking a Senior Full-stack QA Engineer to empower our QA team and together impact how QA is done in the whole industry integrating with AI technologies. You’ll take on the challenge of evaluating and improving LLM quality while working with various programming languages and frameworks. We offer the rare advantage of building from the ground up with no legacy code to hold you back. Design and execute robust manual and automated testing strategies for API, UI and desktop to ensure the highest quality of our software product.

This is a unique opportunity to join an early-stage company led by the founder of a unicorn startup, Andrey Filev, and help scale it into a thriving, innovative business. You’ll be a part of the team that ships AI products, shaping the future of software development and unlocking the creative potential of brilliant minds.

• Design and execute robust manual and automated tests for API, UI, and desktop using TypeScript for VSCode plug-in (now) and Java/Kotlin for JetBrains plug-in (in the nearest future). 
• Gain in-depth knowledge of IDEs and programming languages to thoroughly test and evaluate product functionality and performance.
• Participate in building an automated testing infrastructure, setting up and integrating automated tests with CI/CD pipelines from the ground up.
• Identify, track, and manage bugs while writing clear technical documentation to support issue resolution and knowledge sharing.
• Evaluate the performance of LLMs.
• Work closely with developers, product managers, and other stakeholders to thoroughly understand requirements, offer constructive feedback, and ensure alignment on quality standards.
• Collaborate closely with developers and users to collect feedback, identify areas for improvement, and investigate issues, ensuring the product meets user needs. Engage with our user community, fostering a supportive environment and leveraging user insights to improve the product.
• Leverage AI tools to increase efficiency and effectiveness within the QA processes.
• Stay updated with the latest trends in QA practices and AI advancements to drive innovation and maintain competitiveness.

• 4+ years of hands-on experience in both manual and automated QA.
• 2+ years of automation experience using one or some of the languages like TypeScript, Kotlin, Java, Python, or C#, with the willingness and ability to quickly adapt to new languages and frameworks.
• Understanding of object-oriented programming languages, with the ability to write basic code in multiple languages such as TypeScript, Python, Java, and C#.
• Proficient in maintaining and updating comprehensive test documentation to ensure clarity and accessibility.
• Proficient in advanced Git techniques, including rebasing and history modification, to manage version control efficiently.
• Exceptional problem-solving skills combined with a proactive and ownership-driven mindset.
• Strong communication skills, with the ability to clearly articulate complex concepts and collaborate effectively with cross-functional teams.
• Nice to have: 

• experience in DevOps practices and configuration management to streamline the QA process;
• ability to design and build test automation infrastructure for UI, API, and desktop applications from the ground up;
• knowledge of AI technologies, particularly hands-on experience with LLMs and prompt engineering, and understanding of how to evaluate the quality of AI models.

• Impact: Gen AI will change how companies develop software in the next two years. Be at the frontier of that AI work, building a category-leading product in a huge market. You will have an everyday opportunity to innovate.
• Growth potential: Thrive in a high-growth AI startup combining personal and career growth.
• High Talent Density: Collaborate daily with our team of top-notch engineers and founder, Andrew Filev.
• Equity: Align your success with ours by participating in our equity plan.
• Flexibility: We hire globally, prioritizing talent over location. Work where you’re most productive and comfortable.

Partnerships Manager, Net Zero Climate Services 

Position summary:   

Winrock International is seeking a Partnerships Manager to drive business development and strengthen partnerships for our Net Zero Climate Services Unit. This position plays a critical role in expanding our network of relationships, deepening connections with key stakeholders, and positioning Winrock as a leader in climate solutions.   

The Partnerships Manager will lead efforts to promote the Net Zero unit’s technical expertise, oversee marketing and communications activities, and manage the creation and maintenance of knowledge products. They will also spearhead proposal development and internal processes to support the growth of our climate services portfolio.  

While this role is primarily focused on new business, it will also include supporting and leading client projects as needed.  Therefore, this role requires a blend of technical expertise in climate solutions, business development acumen, and strong communication and relationship-building skills.   

The Net Zero Climate Services Unit builds climate strategies for corporate clients and helps them execute. This Winrock Unit seeks clients and partners who are setting bold plans and taking action, even as voluntary climate standards and the regulatory landscape may be sending signals to do the opposite.  

Experience in the food, land and agriculture sectors is most desirable for this position, but experience with other sectors like energy, and packaging (plastics and/or metal) is as well. An up-to-date understanding of the current state of how companies reduce Scope 3 emissions while being in compliance with GHG Protocol and Science-Based Targets initiative standards is important knowledge to have to be effective in this position.  

This position may be based remotely within the United States. 

Key Responsibilities: 

Working closely with the Director, Net Zero Climate Services, this role will focus on:  

Partnership Development and Networking: 

• Build and expand relationships with key business targets in the climate solutions sector, including private sector clients, foundations, and non-governmental organizations.   

• Represent the Net Zero Climate Services Unit at conferences, events, and industry forums to promote Winrock’s technical capabilities and identify new business opportunities.   

• Deepen and expand relationships with existing partners and ensure long-term engagement.   

New Business Development:  

• While this role will lead on much of the Net Zero Climate Services’ new business efforts, this is a shared responsibility with other Net Zero Climate Services and Corporate Affairs staff.   

• In conjunction with Net Zero Climate Services Unit leadership team, provide strategic input to client portfolio development, including development and implementation of strategic multi-year growth plans to expand the Net Zero Climate Services Unit’s portfolio  

• Identify new business opportunities and markets aligned with Winrock’s mission and strategic priorities. 

• Manage the end-to-end proposal development process, including strategy, writing, coordination, and submission.   

• Collaborate with internal teams to align proposals with Winrock’s technical strengths and client needs.   

• Manage internal processes related to new business development, including pipeline tracking, reporting, and resource allocation.   

• Participate in cross-divisional program/project planning, implementation and proposal development.  

Marketing and Communications: 

• Develop and execute marketing strategies to showcase Winrock’s Net Zero Climate Services Unit’s expertise and solutions.   

• Manage the creation and dissemination of knowledge products, such as white papers, case studies, blogs and technical reports, to further establish Winrock as an advanced technical organization in the climate and sustainability sphere.   

• Oversee the Unit’s branding and communications efforts, ensuring alignment with Winrock Communications department to reach organizational goals and market trends.   

 Technical Knowledge and Expertise: 

• Maintain a strong understanding of climate solutions, net zero strategies, and emerging trends in the field.   

• Speak fluently about Winrock’s technical offerings and tailor messaging to diverse audiences.   

• Ensure technical accuracy in marketing materials, proposals, and knowledge products.   

POSITION QUALIFICATIONS:   

Education: Bachelor’s degree in environmental science, climate policy, business, or a related field. A master’s degree is preferred.   

Experience: 

• Minimum of 7 years of experience in business development, partnerships, or marketing, with a focus on climate solutions or related sectors.   

• Proven track record in building strategic partnerships and securing new business opportunities.   

• Experience with proposal development and project management in a technical context.   

• Strong knowledge of climate solutions, net zero strategies, and related technical areas.   

• Ability to communicate complex technical concepts to non-technical audiences effectively.   

Skills: 

• Demonstrated ability to build and manage a robust pipeline of opportunities  

• Excellent communication, presentation, and relationship-building skills.   

• Strong organizational and project management abilities, with attention to detail.   

• Proficiency in marketing, branding, and knowledge product development.   

• Ability to work independently and manage competing priorities.   

• Comfort in leading new business strategy development and diversification, pipeline tracking, forecasting, and analysis, supporting capture and innovative technical design, and building effective budgeting strategies  

Travel:   

• Ability to travel as needed with anticipated travel around 10-25%.  

The pay range for this role is between $110,000 and $120,000 per year depending on level of experience, specialized knowledge in the role and function and business needs. Winrock offers an excellent benefits package.

Must have work authorization in the United States and ability for international travel. Sponsorship for this role is not available.   

Winrock is an equal opportunity employer. We are committed to providing equal employment opportunity for all people and value diversity and inclusiveness. Winrock recruits, employs, trains, promotes and compensates regardless of race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law.

At Winrock we have a clear mission: Empower the disadvantaged, increase economic opportunity and sustain natural resources through unwavering dedication to accountability, equity, innovation, integrity and transformation.

Winrock knows that its success comes from the hard work and steadfast dedication of its diverse workforce. Winrock remains committed to maintaining diversity, inclusion and equity across the entire organization

DNAnexus is the enterprise platform for precision health.  We are on a mission to accelerate the development, approval and delivery of personalized treatments.

Building on 15 years of bioinformatics innovation and genomics expertise, DNAnexus provides the cloud platform that centralizes and enriches multimodal omics data, supports an extensive suite of informatics use cases, and allows secure collaboration across the care continuum.  DNAnexus powers a connected ecosystem trusted by the world’s precision health leaders.  This flexible ecosystem makes omics and real-world data accessible, actionable, and secure, while unlocking insights that improve patient lives. For more information visit www.dnanexus.com or follow @DNAnexus on social media.

As we pursue these goals, it remains essential to us that we stay grounded in our values and adhere to the highest standards.  At DNAnexus, you will be joining an ambitious, supportive, and driven team with diverse backgrounds but a shared passion to deliver on our mission to make personalized medicine a reality for all.

The Sales Development Rep (SDR) – Pharma (US) will be responsible for sales activity related to the successful outreach, development, and qualification of inbound and outbound leads supporting the Pharma business unit. Their focus will be on generating interest and demand while partnering with the field sales team to further engage the customer. 

Role Responsibilities

• Work collaboratively with field sales, science, and marketing to build and execute a successful business plan for your assigned territory
• Maintain and grow the amount of leads you are generating and pipeline you are helping create
• Research and engage new accounts who would benefit from the DNAnexus offerings
• Contact via web-conference, telephone, email and, on occasion, in-person current and prospective customers on a consistent and systematic basis to develop and bring customer engagements to the field team
• Coordinate attendance of current and prospective customers to web-based events and trade shows to drive knowledge, interest and adoption of the platform
• Travel when/if  necessary to support field marketing events

Preferred Requirements

• Demonstrated success of lead generation, lead nurturing to advance to qualification
• Relevant Industry/domain knowledge related to precision medicine, use of genomic (“omics”) and informatics/analytics across research and development and translational teams including clinical development/clinical operations and/or informatics sales experience in the life sciences industry
• Self-starter with a sense of urgency with regard to the handling and management of multiple sales tasks in a results oriented, technical selling environment
• Meet and exceed assigned sales objectives & goals related to activity and opportunity development
• Self-motivated with the ability to work independently while under guidance from manager
• Excellent listening, written, and oral communication skills for all business levels
• Credible and inspiring in your approach to generate interest and identify true business needs the DNAnexus platform can solve
• Accurate, timely, and complete data collection, entry and reporting skills
• Working knowledge and use of Salesforce.com or related CRM, Google Workspace or Microsoft Office software suite
• Ability to work in teams and be a team player that is driven by individual performance and contribution

Preferred Experience and Education

• 3+ years direct experience creating and owning full lead creation plans to pipeline generation
• Knowledge in genomics (“omics”), analytics and cloud platforms across  life science, diagnostics and/or health systems added benefit
• BA/BS in business or life sciences with experience in genetics/genomics

Salary and Other Compensation:

The annual starting salary for this position is between $135,000 and $145,000 OTE.  Factors which may affect starting pay within this range may include geography/market, skills, education, experience and other qualifications of the successful candidate.

Benefits:

The Company offers the following benefits for this position, subject to applicable eligibility requirements: medical insurance, dental insurance, vision insurance, 401(k) retirement plan, life insurance, long-term disability insurance, short-term disability insurance, flexible paid time off, 12 weeks of paid parental leave, and national holidays paid.

Headquartered in Mountain View, California, with over 220 team members across the United States and Europe, DNAnexus is experiencing rapid growth and market adoption. With the support of leading investors including Google Ventures and Blackstone, and trusted by hundreds of the world’s biomedical leaders,  the company is at the innovative forefront with our precision health data cloud to drive scientific breakthroughs.   If you are interested in joining our team, please apply today!

POSITION TITLE: Director of Business Development (Europe)

DEPARTMENT: Business Development

Ora Values The Daily Practice Of … 

Prioritizing Kindness * Operational Excellence * Cultivating Joy * Scientific Rigor

At Ora, we are building the future of ophthalmic clinical research. As the world’s leading full-service ophthalmic drug and device development firm, we guide our clients across all phases of clinical research to efficiently bring new products and therapies to market. Over the past 45 years, our expert teams have helped earn more than 85 new product approvals. Ora’s pre-clinical and clinical models, unique methodologies, integrated clinical data solutions, and global regulatory strategies have been refined and proven across thousands of global projects. Today, our team continues to expand across the globe, with over 600 employees across North America, Europe, Asia, and Latin America.

The Role: 

Our Director of Business Development (Europe) will support the overall success of Ora and will be responsible for the development and growth of target accounts and driving a sustainable pipeline within them. This role will increase the volume and consistency of revenue in target accounts which have reoccurring demands for Ora services. This individual will manage complex negotiations and have the responsibility for optimizing relationships and resolving issues while aligning stakeholders to ensure business development goals are met.

What You’ll Do:

• Actively prospect and leverage potential new business opportunities within specified potential new and/or existing Customers/Accounts.
• Actively network in the industry to establish and maintain relationships and to identify potential opportunities.
• Continuously monitor status of leads and opportunities to ensure a pipeline of opportunities is maintained. 
• Maintain and document regular communication with customers as well as ensure the requisite tracking and CRM systems are current.
• Focuses on growing and developing existing clients, together with generating new business.
• Clearly communicates Ora’s value proposition to sponsors, including Ora’s clinical research capabilities and experience.
• Facilitates and develops the relationship with key pharmaceutical and biotechnology companies.
• Understand current industry trends and business developments that affect target markets, such as monitoring key industry websites and assessing industry meetings for possible attendance. 
• Represents Ora at local, national and international meetings pertinent to public relations and future business development, primarily representing Ora Europe.
• Serve as an ongoing internal champion of partnership clients as needed. In addition, provides support to internal stakeholders at Ora Clinical, ensuring they are kept informed and fulfill their obligations towards the success of the partnerships.
• Travel Requirements up to 30%.
• Adhere to all aspects of Ora’s quality system.
• Adhere to all essential systems and processes that are required at Ora to maintain compliance to Ora’s data integrity & business ethics and regulatory requirements.
• Clear and sustained demonstration of Ora’s values — prioritizing kindness, operational excellence, cultivating joy and scientific rigor – as well as their linked behaviors.
• Responsibilities may differ from the above based on the specific needs of the business.

What We Look For: 

• Experience Needed for the Role:
  • Bachelors’ degree with a minimum of 7 years in Business Development/Sales.
  • 5 years’ experience in the Biotech / Pharmaceutical industry with knowledge of drug discovery, development, and clinical trials.
  • Recent Contract Research Organization (CRO) sales experience. Ophthalmology experience a plus.
• Preferred Qualifications:
  • Ability to build strong relationships and effectively manage interactions with partnerships.
  • Effective planning and organizational skills with an ability to handle multiple priorities.
  • Possess established client relationships with key national and global bio-pharm decision makers.
  • History of achieving and exceeding sales quota targets.
  • A reputation for having the highest personal integrity and character with excellent interpersonal skills including self-motivation, enthusiasm and sense of urgency.
  • Direct experience in managing relationship and interfacing with partners as an articulate communicator with strong negotiation skills and a proven ability to build and maintain both internal and external relationships at all levels

• Competencies and Personal Traits:
  • What We Do:
    • Execution Excellence: Ability to set goals, create structure and maintain a focused and collaborative approach to the delivery of timely and high-quality work.
  • How We Do It:
    • IQ, EQ and SQ: Agile and positive thinker, communicator and collaborator who uses a growth mindset to work and lead with authenticity, transparency, resilience, and empathy. Scientific, intellectual, and emotional/social curiosity creates the willingness and ability to innovate, make mistakes, learn and try again.
    • Clear and Direct Communication, Feedback and Conflict Resolution: Practice radical candor in your communication and participate in active Giving and receiving feedback frequently, with an open heart and mind creates psychological safety and promotes faster, individual, team and company growth.
  • Why We Do It:
    • Seek Meaning and Purpose and a Desire to be Part of Something Bigger than Yourself: Crave being part of a team that works together under shared values to achieve significant positive impact in the wider world. At Ora, we are creating vision beyond what we see.

Our mission is to weave together people, processes, and technology to support innovation in ophthalmology around the world. We believe our business should be a force for good — to improve, heal, and change how we see. As a global company, our vibrant community and culture are nurtured by our core values: Prioritizing kindness, cultivating joy, operational excellence, and scientific rigor. Through our commitment to these values, we have built an inclusive and supportive work environment that fosters respect, accountability, and a fulfilling work-life balance for every team member. 

We know a diverse workforce adds to our collective value and strength as an organization. People of color, the LGBTQIA+ community, disabled candidates and veterans are strongly encouraged to apply. Ora is proud to be an Affirmative Action and Equal Opportunity Employer, committed to equal employment opportunity and fair, equitable compensation regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Our Privacy Policy | Ora (oraclinical.com)

Dynatrace exists to make the world’s software work perfectly. Our unified software intelligence platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That is why the world’s largest organizations trust Dynatrace® to accelerate digital transformation. 

We’re an equal opportunity employer and embrace all applicants. Dynatrace wants YOU—your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We’re fueled by the diversity of our talented employees. 

Job Description

We are looking for a candidate to fill a newly created position as an Enterprise Expansion Account Executive. In this role, you will drive sales growth through targeted acquisition and expansion efforts across various industry segments.

It’s all about a “land and expand” approach amongst enterprise-grade organizations. As part of your responsibilities, you’ll oversee 7 to 10 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 5 to 8 potential customers, introducing them to our offerings. After successfully converting prospects, you’ll have the chance to maintain those accounts and explore opportunities for upselling and cross selling our solutions. Additionally, you’ll benefit from mentorship provided by our award-winning leadership team. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success.

What you will be focusing on as an Enterprise Expansion Account Executive

• Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts.
• Collaborative pre-defined SE support based on region.
• 7-10 customers, 5-8 prospects, with 18 total accounts.
• Drive new logo customers whilst also focusing on expanding Dynatrace usage within existing accounts.
• Consult with Vice President and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace; position Dynatrace relative to the competition.
• Generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events and account specific initiatives.
• Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively.
• Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance and other lines of business to develop and execute a solution strategy to meet customer business needs.
• Ensure your customers’ implementations are wildly successful.

Minimum Requirements:

• HS diploma or GED AND a minimum of 3+ years of experience in closing enterprise software sales.

Preferred Requirements:

• A successful track record in Enterprise software sales across many business functions within the executive level of a customer.
• Ability to manage sales cycles within complex organizations, while compressing decision cycles.
• Experience selling across the c-suite, cultivating executive relationships and closing six-figure deals.
• Outstanding organizational and communication skills (written and oral, negotiation and presentations skills).
• Confidence in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. 
• Proven experience in acquiring new business.
• Thrive in high-velocity situations and can think/act with a sense of urgency. 
• Motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships.
• Know how to build and execute business plans and sales plays.
• Know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (MEDDPIC).
• Familiar with the observability and modern application market.

Why you will love selling and working with our Dynatrace platform

• Dynatrace is a leader in unified observability and security.
• We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. 
• Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.
• The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.