BreakmarkHR

Financial Planning and Analysis

• Own the full annual budget process from department-head kickoff through board approval
• Lead monthly and quarterly rolling forecast cycles
• Own and evolve the integrated P&L, balance sheet, cash flow, and capex model
• Develop scenario and sensitivity analyses for pricing, operating expenses, and network expansion capex
• Deliver monthly close packages comparing actuals, budget, and prior period with written commentary
• Prepare quarterly board reporting packages with accurate numbers and variance commentary
• Own the company KPI framework, including unit economics, subscriber metrics, and network performance
• Coordinate with accounting and external auditors to align FP&A outputs with statutory reporting
• Partner with Operations, Sales, and Network teams on financial plans
• Lead capex analysis and investment cases for network expansion and infrastructure decisions
• Drive margin and cost analysis and identify improvement opportunities
• Support ad hoc analysis for pricing, hiring plans, and vendor decisions
• Build recurring analytical views such as unit economics, cohort and payback analysis, and cost per subscriber
• Flag off-plan trends and financial risks early
• Establish AI-first tools, workflows, and prompting practices for the FP&A function
• Set team priorities, review and elevate outputs, mentor junior team members, and own the FP&A calendar
• Report to the VP of Finance

FP&A Director

Product Designer

• Use AI tools actively and fluently as part of the design workflow
• Apply technical design expertise to direct AI outputs toward high-quality, production-ready results
• Stay ahead of emerging AI design tools, techniques, and patterns
• Explore AI-native product experiences and push the product in that direction
• Design end-to-end product experiences, including screens, flows, interactions, and AI-driven interfaces
• Own design delivery from concept through handoff with high-quality Figma deliverables
• Maintain and evolve the company's design system and interaction patterns
• Iterate based on Engineering, commercial-team, and customer feedback
• Work closely with Engineers, especially the AI team, to design buildable and technically sound solutions
• Clarify design intent, edge cases, and interactions during implementation
• Preserve design quality through development independently
• Connect regularly with Sales and Implementation teams to capture customer feedback and operational context
• Translate customer complaints, requests, and friction points into product improvements
• Validate design decisions against real usage patterns and market expectations in logistics and B2B platforms
• Bring proactive proposals based on independent findings

AI-Native Product Designer

Account Executive

• Own the full sales cycle from prospecting to closing enterprise-level deals
• Develop and maintain a robust pipeline of enterprise accounts
• Understand client challenges, industry trends, and business goals to position the SaaS solution effectively
• Establish and nurture long-term relationships with key stakeholders and decision-makers
• Lead complex negotiations and ensure win-win outcomes
• Collaborate with Sales Engineering, Customer Success, and Product teams to deliver tailored solutions
• Meet and exceed sales targets and contribute to company revenue goals
• Monitor industry trends, competitor activity, and market shifts to refine sales strategies

Network Engineer

• Define the long-term architecture roadmap for the service provider network ecosystem
• Establish technical standards and engineering principles across routing, transport, aggregation and security domains
• Ensure architectural consistency between backbone, access, transport and infrastructure security environments
• Define scalability and resiliency strategies for infrastructure growth
• Guide technical decisions related to routing architecture, transport evolution and infrastructure expansion
• Drive engineering standardization across multi-vendor environments
• Promote automation-first operational models to improve scalability, consistency and deployment velocity
• Collaborate closely with Automation, Operations, Expansion and Infrastructure teams
• Support the evolution of provisioning, validation and infrastructure lifecycle methodologies
• Drive documentation, engineering discipline and operational reproducibility across the organization
• Mentor and develop senior engineering talent across multiple technical domains

Head of Network Engineering

• Own and exceed revenue targets for the assigned region
• Lead the full sales cycle from SQL to close, including discovery, demos, proposals, security reviews, and commercial negotiation
• Conduct deep discovery with logistics, procurement, supply chain, and operations stakeholders
• Deliver tailored product demos and business cases focused on measurable ROI and operational impact
• Manage complex buying committees and long sales cycles across multiple stakeholders
• Partner with BDRs on account strategy, events, and outbound initiatives within the region
• Collaborate closely with Onboarding and Operations to ensure smooth handoff and fast time-to-value
• Maintain accurate pipeline management, forecasting, and CRM hygiene in HubSpot
• Represent the company in customer meetings, industry events, and regional initiatives
• Provide structured feedback to Marketing, Product, and Leadership to inform GTM strategy and regional execution

Engineer

• Build integrations between the platform and client systems, including ERPs, WMS, TMS, and data warehouses
• Write code to connect, extract, and transform data across environments
• Deploy alongside clients in their environments and understand operational workflows and data issues
• Design, implement, and iterate AI workflows using agentic flows, prompt engineering, context design, and output evaluation
• Own reliability, performance, monitoring, and continuous improvement of live deployments
• Identify failure modes and resolve issues proactively
• Translate field learnings into structured product feedback, technical documentation, and reusable playbooks
• Collaborate directly with clients and the Implementation team

Forward Deployed Engineer

Product Marketing

• Own positioning, demand generation, content, events, and product marketing
• Build and scale an SDR motion, including territory design, ICP definition, and the handoff to enterprise sales
• Design onboarding, ramp time, certification, and competitive intelligence for the sales team
• Own pipeline hygiene, forecasting, tooling, comp design, and revenue reporting
• Define GTM architecture, including segmentation, pricing motion, and channel and partnership leverage
• Sequence where the business invests next across all revenue functions
• Build a system where marketing, sales, enablement, and operations reinforce one another
• Translate the company's technical differentiation into language that resonates with both engineers and CFOs
• Align Marketing, SDR, Enablement, and RevOps around a single GTM architecture
• Serve as the source of truth for pipeline data, forecasting, and board-level reporting

Global Head of GTM

Sales Engineer

• Ser referente técnico del equipo comercial durante la etapa de preventa
• Acompañar al equipo comercial en reuniones con prospectos, clientes y partners
• Relevar necesidades funcionales, técnicas y operativas
• Preparar y realizar demos de producto adaptadas a cada caso de uso
• Dimensionar oportunidades considerando integraciones, APIs, canales, volúmenes, usuarios, bots y flujos
• Colaborar en la construcción de propuestas comerciales, SOWs y documentos de alcance
• Participar en respuestas técnicas para RFPs, RFIs y licitaciones
• Identificar riesgos, dependencias o gaps técnicos antes del cierre comercial
• Trabajar junto a Producto, Tecnología, Implementaciones, Customer Success y Soporte para validar la factibilidad de las soluciones
• Asegurar un handover claro hacia Implementaciones una vez cerrada la oportunidad
• Detectar oportunidades de upsell y expansión en clientes existentes

Growth Marketing

• Own positioning, messaging, and value proposition across all segments, cities, and countries
• Drive pricing and packaging strategy
• Design go-to-market plans for new offerings and expansions for B2C and B2B
• Translate customer insight into actionable positioning for the commercial organization
• Own the B2B and SMB narrative and roadmap alongside consumer strategy
• Lead the transition from field/direct sales to a digital-first, AI-powered acquisition engine
• Define and build AI-native capabilities for segmentation, acquisition, and retention
• Own the full acquisition funnel and manage CAC, conversion, and payback targets with finance
• Define growth metrics and accountability structures
• Set strategic direction for sales and enablement across core markets
• Own the roadmap from field-heavy to digital-first and drive accountability
• Connect marketing, sales, and customer experience
• Own the brand as the company scales
• Drive retention and churn strategy
• Orchestrate onboarding, upsell, advocacy, and referral marketing
• Lead and develop the marketing, brand, and sales organization
• Own planning, budget, and performance management across channels and campaigns
• Report to the COO

VP of Growth

• Own the full enterprise sales cycle from prospecting to closing deals
• Develop and maintain a robust pipeline of enterprise accounts
• Understand client challenges, industry trends, and business goals to position the SaaS solution effectively
• Establish and nurture long-term relationships with key stakeholders and decision-makers
• Lead complex negotiations and pursue win-win outcomes
• Collaborate with Sales Engineering, Customer Success, and Product teams to deliver tailored solutions
• Meet and exceed sales targets and contribute to overall revenue goals
• Monitor industry trends, competitor activity, and market shifts to refine sales strategies

• Own the full sales cycle from prospecting to closing enterprise-level deals
• Develop and maintain a robust pipeline of enterprise accounts
• Understand client challenges, industry trends, and business goals to position the SaaS solution effectively
• Establish and nurture long-term relationships with key stakeholders and decision-makers
• Lead complex negotiations and ensure win-win outcomes
• Collaborate with Sales Engineering, Customer Success, and Product teams to deliver tailored solutions
• Meet and exceed sales targets and contribute to company revenue goals
• Stay informed about industry trends, competitor activity, and market shifts to refine sales strategies

• Partner directly with customers throughout onboarding, implementation, and ongoing adoption
• Design and build product capabilities, prototypes, MVPs, and production features for complex customer challenges
• Develop full-stack applications using React, TypeScript, Node.js, and Python
• Build, deploy, and improve AI-powered applications, including LLM workflows, prompt engineering, voice technologies, and transcription systems
• Design and maintain integrations with customer systems and third-party APIs
• Collaborate with Product, Engineering, and Customer Success teams
• Iterate based on customer feedback to improve performance and user experience
• Manage multiple implementation projects simultaneously

Sales

• Own and scale the sales strategy to support aggressive ARR growth
• Personally lead and close high-value enterprise shipper accounts
• Build, coach, and scale the sales team, including AEs, BDRs, and enablement
• Establish a clear sales playbook, pipeline discipline, and forecasting
• Partner closely with Product, Ops, and Customer Experience to drive expansion
• Represent the company externally with senior buyers and industry stakeholders

Head of Sales

• Own and exceed revenue targets for the assigned region
• Lead the full sales cycle from SQL to close, including discovery, demos, proposals, security reviews, and commercial negotiation
• Conduct deep discovery with logistics, procurement, supply chain, and operations stakeholders
• Deliver tailored product demos and business cases focused on measurable ROI and operational impact
• Manage complex buying committees and long sales cycles across multiple stakeholders
• Partner with BDRs on account strategy, events, and outbound initiatives within the region
• Collaborate closely with Onboarding and Operations to ensure smooth handoff and fast time-to-value
• Maintain accurate pipeline management, forecasting, and CRM hygiene in HubSpot
• Represent Nauta in customer meetings, industry events, and regional initiatives
• Provide structured feedback to Marketing, Product, and Leadership to inform GTM strategy and regional execution