Acquia, Inc.

About Acquia Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out. Headquartered in Boston, MA, Acquia is a Great Place to Work-CertifiedTM company, is listed as one of the world’s top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it! Career Exploration at Acquia Our recruitment process is designed to empower you in making the most informed decisions. Acquia is committed to providing an inclusive, transparent, efficient, and educational interview experience that cultivates exploration into career opportunities at Acquia You will discover the opportunity to grow your career here and learn from a global team that empowers you to exceed boundaries and achieve the extraordinary. The Enterprise Account Executive will play a key role in driving Acquia’s business development and sales activities. As the Enterprise Account Executive, you will... Develop and execute a go-to-market strategy for Acquia's offerings, tailored to individualized customer business cases Identify and establish relationships with key corporate C-level representatives through prospecting, marketing leads and expansion of existing contacts within accounts Build and nurture a strong sales pipeline and forecast through discovery calls and meetings Drive the sales process and lead the contract and approval process of new deals, including negotiating on price and getting approvals including contract terms Meet or exceed set Quota targets and Key Performance Indicators (KPI’s) for sales based activities Maintains accurate and realistic forecast Maintain meticulous data hygiene within Salesforce.com CRM Acts as coach and mentor to BDRs you work with on prospecting Build awareness for Drupal and Acquia within large Enterprises and System Integrators Build and maintain positive relationships with new and existing Acquia partners You’ll enjoy this role if you are/have... Highly motivated, over achiever, encouraging teammate, driven A high level of intensity to work with an experienced, motivated leadership team focused on creating a significantly sized company in a short timeframe A passion for excellence including an innate desire to build a metric driven business Open to mentorship Excellent thought leadership traits with the ability to successfully drive fundamental changes in web strategies Strong analytical and writing abilities Outstanding presentation skills Entrepreneurial spirit/attitude, flexibility toward multifaceted change What you’ll need to be successful... Minimum of 5-7 years of experience in an Account Executive role at a SaaS company. Deep experience with SaaS technologies preferably around website development or Web Content Management Understands value creation selling Can demonstrate results from own pipeline generation; is a natural "hunter" Demonstrated ability to handle both direct and indirect opportunities Experienced in a new business Sales role ideally within a high growth organization We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals. Acquia is proud to provide best-in-class benefits to help our employees and their families maintain a healthy body and mind. Core Benefits include: competitive healthcare coverage, wellness programs, take it when you need it time off, parental leave, recognition programs, and much more! This role includes a 50/50 split, the variable compensation is equal to the base salary. This structure results in On-Target Earnings (OTE) ranging from $260,000 to $300,000. Final compensation will be commensurate with your experience and will be determined by a variety of factors, including city of residence, relevant skillset, and job-related knowledge. This role is also eligible for variable compensation. Acquia is an equal opportunity (EEO) employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veterans status or any other protected status or characteristic under federal, state or local law unrelated to the ability to perform the job.

Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out. Headquartered in the U.S., Acquia is positioned as a market leader by the analyst community and is listed as one of the world’s top software companies by The Software Report. We are Acquia. We are a global company with employees located in more than 30 countries, and we’re building for the future. We want you to be a part of it! The Partner Operations & AI Automation Manager will play a pivotal role in driving operational excellence and partner program management. This role requires a strategic thinker with a strong understanding of business processes, cross-functional collaboration, and a proven track record of delivering results in a fast-paced scale-up environment. The ideal candidate combines strong analytical and process improvement instincts with the technical ability to design, build, and deploy AI-powered workflows, and can clearly articulate problems, requirements, and solutions to both technical and non-technical stakeholders. RESPONSIBILITIES The Partner Operations Manager will organize, plan, and execute across the following areas: Operations & Process Improvement Identify bottlenecks in partner-facing and internal processes; design, document, and implement improvements end-to-end. Own the mapping of partner operations processes, lead process improvement projects, and measure impact against efficiency and margin targets. Proactively identify opportunities to reduce COGS spend, improve cost traceability, and support contract negotiations with relevant data. Own the end-to-end partner journey, mapping touchpoints, removing system friction, and optimizing tools to drive partner satisfaction and engagement. AI Automation & Agent Development Design, build, and deploy AI agents and automated workflows that reduce manual effort across partner operations processes. Apply AI tooling (including but not limited to Claude, Gemini, and automation platforms) to high-impact, high-frequency operational tasks, with clear frameworks for prioritization, testing, and iteration. Own the implementation of AI/automation frameworks across OEM operations, Partner Journey, and the Partner Portal. Understand and apply AI grounding, prompt design, and output validation to ensure accuracy and reliability of deployed agents. Systems Ownership & Technical Fluency Own the maintenance, configuration, and optimization of partner operations tools and systems, including Salesforce, Jira, the Partner Portal, Crossbeam, and related platforms. Serve as a key contributor in the selection, deployment, and upkeep of tools — including leading evaluation frameworks for new platforms (e.g., Partner Portal rebuild on Drupal PaaS). Leverage Salesforce and Jira at a hands-on level: build reports and dashboards, manage workflow logic, and reconcile data across systems to surface actionable insights. Pull, clean, and analyze data from multiple systems to answer business questions and support partner program decision-making. Project Management & Cross-Functional Leadership Lead project planning and execution for high-visibility initiatives including the Partner Portal rebuild, AI/automation rollouts, and partner program enhancements. Own project scopes, timelines, and accountability tracking across cross-functional stakeholders — ensuring progress without stalling as priorities shift. Partner with the Channel, Salesforce, and Engineering teams to clearly articulate operational needs, requirements, and proposed solutions. Serve as the primary point of contact for partner operations tools, managing partner requests and leading partner-facing communications. Foster a collaborative, knowledge-sharing culture across the team. QUALIFICATIONS Hands-on experience building and deploying AI agents or automated workflows — not just using AI tools, but designing and implementing them. Deep working knowledge of Salesforce: reports, dashboards, workflow rules, data objects, and cross-system reconciliation. Strong organizational and time management skills Desire and interest in working in a high-volume office atmosphere Ability to multitask and quickly shift focus Thrive in ambiguous, fast-paced environments by independently navigating unstructured data, defining new processes, and adapting to shifting business priorities Ability to complete multi-step tasks with a high-level of accuracy Excellent team-work, interpersonal, communication, and customer service skills Strong work ethic DESIRED EXPERIENCE 5+ plus years working in Business systems management, Sales operations, Process Improvement, Partner Management Proficiency in Jira for project and issue trac

About Acquia Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out. Headquartered in Boston, MA, Acquia is a Great Place to Work-CertifiedTM company, is listed as one of the world’s top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it! Career Exploration at Acquia Our recruitment process is designed to empower you in making the most informed decisions. Acquia is committed to providing an inclusive, transparent, efficient, and educational interview experience that cultivates exploration into career opportunities at Acquia You will discover the opportunity to grow your career here and learn from a global team that empowers you to exceed boundaries and achieve the extraordinary. About the Role We are looking for a Director to own Acquia's Technology Alliance Partnerships (TAP) ecosystem end to end. Our TAP program is large, diverse and growing: It includes large platform ISVs such as Salesforce and HubSpot, key Martech integrations for our DAM and other products, cloud platforms like AWS, OEM relationships such as Cloudflare and Akamai, and a new class of content-creation partners like Figma. You will set and own the overall Technology Alliance Partnership strategy with Product for how these partners integrate with and extend the Acquia platform, drive go-to-market with our most important existing partners, and recruit and launch the next key integrations. This is a builder's role for someone who can operate as both a strategist and an operator: shaping the vision, then landing the partnerships and executing the business models that prove it out. You will lead a team and partner closely with Partner team, Product, Marketing, and Sales. What You Will Do Develop and own the Technology Alliance Partner strategy across ISV, DAM, platform, OEM, and content-creator partner types. Manage Acquia's most strategic technology partnerships including joint planning. Own the AWS partnership, including co-sell, marketplace, and platform alignment. Build and execute joint go-to-market plans with key partners that generate qualified leads and sourced pipeline. Identify, recruit, and launch new technology partners, from initial evaluation through integration and GTM readiness. Build out a new business model for OEM relationships that scales revenue and clarifies packaging, pricing, and motion. Work cross-functionally with Product to understand the roadmap, prioritize key integrations, and align partner investments to where the platform is going. Partner with Marketing on joint campaigns and participation in marketing and partner events. Partner with Sales on OEM partnerships and co-sell deals, supporting the field where partner leverage moves opportunities forward. Lead, coach, and grow a team of technology alliance managers. What You Bring 5+ years in technology alliances, ISV partnerships, business development, or ecosystem strategy, with progressive leadership responsibility. A track record of building and scaling technology partner programs and generating measurable partner-sourced and partner-influenced pipeline. Direct experience owning or building co-sell motions with a hyperscaler (AWS strongly preferred) and familiarity with cloud marketplace mechanics. Fluency across multiple partner models: ISV integrations, OEM and embed relationships, and platform alliances. Strong cross-functional influence with Product, Marketing, and Sales, and comfort operating at the executive level internally and with partners. Commercial sensibility: you can construct partnership business models, not just relationships. Nice to Have Experience in DXP, CMS, DAM, martech, or adjacent SaaS categories. Familiarity with the Drupal or open-source ecosystem. Prior experience standing up or reshaping an OEM business model. People-leadership experience, with a history of hiring, developing, and retaining strong alliance talent. What Success Looks Like A clear, prioritized technology alliance strategy adopted across the partnership org and validated by Product and Sales. A functioning OEM business model with named partners generating revenue. A high-performing, well-run team. We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals. Acquia is proud to provide best-in-class benefits to help our employees and their families maintain a healthy body and mind. Core Benefits includ

About Acquia Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out. Headquartered in Boston, MA, Acquia is a Great Place to Work-Certified™ company, is listed as one of the world’s top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it! Career Exploration at Acquia Our recruitment process is designed to empower you in making the most informed decisions. Acquia is committed to providing an inclusive, transparent, efficient, and educational interview experience that cultivates exploration into career opportunities at Acquia You will discover the opportunity to grow your career here and learn from a global team that empowers you to exceed boundaries and achieve the extraordinary. Acquia is the digital experience platform built for a world where your audience isn't only human. Its agents too. As AI agents become active participants in how people discover, consume, and act on digital content, Acquia gives enterprise teams the platform to create, manage, and distribute experiences designed for both. Powered by agentic AI that orchestrates — not just advises — Acquia automates complex digital workflows within the governance guardrails large organizations require. The world's #1 Drupal hosting provider, Acquia brings together Content Management, Digital Asset Management, and Product Information Management in a single AI-powered Command Center: Acquia Source. Acquia. Built for every audience, human or otherwise. The Role: Acquia is seeking a Staff AI Engineer to join our Data & Intelligence function . Acquia runs one of the largest Drupal and digital experience footprints in the world, and holds more than a decade of operational, product, and customer data across it. This role exists to put that data to work: building the retrieval, graph, and inference layers on top of our data platform, and the agentic and deterministic systems that turn the resulting signals into action for our customers and our teams. The remit is broad. Our function spans observability, our core data platform, and insights and intelligence, and you will work across all three alongside the product and platform teams that consume what we build. Scope moves with company priorities, so we are looking for someone comfortable changing context and picking up an unfamiliar problem. Much of what you build will be shared capability that several teams depend on. This is a hands-on engineering role. You will spend most of your time designing, building, and shipping production systems, and you will lift the AI engineering capability of the teams around you through the quality of your work rather than through management overhead. We ship early and iterate. Key Responsibilities Write and ship production AI code daily. You are an active contributor. Lead our work on making customer context retrievable at speed, across semantic retrieval, indexing, and knowledge graph approaches over our data platform. An early priority is letting an agent resolve a customer and pull its full context in a single request. Where that work goes from there is partly yours to define. Build the inference and signal layer: models and processors that read from our Iceberg-based lakehouse, write scored inference back, and expose signals through contracts other teams can build against. Take signals through to action, turning detected conditions such as churn risk, usage and entitlement mismatch, or expansion opportunity into workflows that act, with human review where that is the right design. Choose the right tool for each workload: a large model, a small fine-tuned model, or ordinary deterministic code. Managing inference cost is part of the job. Own evaluation and observability for our AI systems, so we can show a signal is sound before anyone acts on it. Set the patterns other teams build against, and work with engineering and business leaders to turn company goals into shipped systems. How We Think About Experience We are more interested in how you learn than in the tools already on your CV. Our stack spans Python, SQL and dbt, distributed query engines, durable workflow orchestration, an Iceberg lakehouse on S3, and a changing mix of model providers and agent frameworks. It will look different in a year. We expect you to arrive without deep expertise in some of it and to close that gap fast, using AI to read unfamiliar codebases and get to a useful contribution before you are fully fluent. Range across languages, data platforms, and model providers counts for more with us than years inside any singl