Working at Applitools

Senior Revenue Operations Manager

Remote job

Job Description

We're looking for a Senior Revenue Operations Manager to help scale and optimize our go-to-market engine, with a strong focus on Marketing Operations and the systems, processes, and data that power pipeline generation. You'll own and evolve our core revenue systems, with primary responsibility for Marketo and Salesforce, helping ensure our demand generation infrastructure supports efficient growth across the business.

You'll be a strategic and hands-on operator who can connect systems, process, data, and business goals. In this role, you'll drive improvements across campaign operations, lead management, funnel visibility, reporting, and operational scalability, while partnering closely with Marketing and Sales leadership to build a more efficient and predictable revenue engine.

What You'll Do

Marketing Operations & Revenue Systems

• Own and optimize Marketo and Salesforce, including administration, configuration, integration, and ongoing process improvement

• Manage the integration and data flow between Marketo and Salesforce, including sync logic, field mapping, lifecycle management, and process consistency

• Support campaign execution and scalability by building and maintaining programs, smart lists, nurtures, segmentation, and repeatable workflows

• Evaluate current processes and systems, identify gaps, and implement scalable solutions that improve performance and efficiency

Lead Lifecycle & Funnel Management

• Own and improve lead lifecycle processes, including scoring, routing, MQL definitions, SLAs, handoff logic, and lifecycle stage management

• Drive alignment between Marketing and Sales on funnel stages, lead management processes, and operational definitions

• Improve attribution, funnel tracking, and conversion visibility across the lead-to-opportunity lifecycle

• Identify process bottlenecks and implement automation and workflow improvements that support growth

Reporting, Analytics & Business Partnership

• Build and maintain dashboards and reporting on campaign performance, pipeline creation, funnel conversion, and other key go-to-market metrics

• Translate business questions into actionable reporting, insights, and operational recommendations

• Partner cross-functionally with Marketing, Sales, Customer Success, and Finance to improve visibility, process alignment, and decision-making

• Help define and track metrics that improve efficiency and support profitable growth

Governance, Scale & Continuous Improvement

• Ensure strong data quality, governance, and process discipline across marketing and CRM systems

• Monitor system health, troubleshoot issues, and proactively identify areas for improvement

• Document processes, define best practices, and drive adoption of scalable ways of working

• Support evaluation and implementation of additional tools and integrations across the revenue tech stack

• 5+ years in Revenue Operations, Marketing Operations, Sales Operations, or Business Systems in a B2B SaaS environment

• Strong hands-on experience with Marketo, including program setup, lead lifecycle management, scoring, routing, nurtures, segmentation, and CRM sync

• Strong hands-on experience administering Salesforce

• Experience managing Salesforce-Marketo integration and troubleshooting sync, process, and data issues

• Strong understanding of demand generation processes, lead-to-opportunity workflows, funnel management, and campaign operations

• Experience partnering closely with Marketing and Sales leadership to improve process, reporting, and operational efficiency

Technical Skills

• Strong experience building reporting and dashboards that support business visibility and decision-making

• Deep understanding of marketing automation, CRM structure, process automation, and data governance

• Experience improving business processes through systems thinking, automation, and cross-functional collaboration

• Familiarity with attribution models, enrichment tools, and broader marketing and revenue tech stack tools is a plus

• Salesforce Administrator certification is a must

Soft Skills

• Strategic thinker with a strong execution mindset

• Highly detail-oriented and process-driven

• Strong analytical and problem-solving skills

• Collaborative, service-oriented, and comfortable influencing across functions

• Able to manage multiple priorities in a fast-paced environment

• Clear communicator with strong documentation and project coordination skills
  

Why Applitools

• Work with cutting-edge AI technology in an AI native test automation organization

• Help build the operational foundation that enables growth across Marketing and Sales

• Direct influence on go-to-market process design, marketing infrastructure, and business scalability

• Remote-first culture where innovation, ownership, and collaboration drives everything we do

• Competitive compensation and benefits

FP&A Director

Remote job

Job Description

As the Director of FP&A, you will run our financial planning processes and the primary keeper of our SaaS metrics.  We are looking for a hands-on leader who can move seamlessly between high-level strategic partnership with the executive team and "in-the-weeds" financial modeling. You will own the Workday Adaptive Planning environment, ensuring it serves as the single source of truth for all budgeting, forecasting, and long-range planning.  This role reports to the CFO and is highly visible role, interacting directly with our CEO, ELT in general, and with Board members.

Key Responsibilities

Financial Planning & Strategy

• Adaptive Systems Ownership: Act as the primary administrator and power user for Workday Adaptive Planning. You will be responsible for the architecture, data integrity, and continuous enhancement of our planning models.

• Annual Planning: Lead the annual budgeting process by partnering with BOD operating partners and internal senior leaders to ensure the AOP is completed on time.

• Monthly Forecasts: Maintain a robust monthly and quarterly forecast process that incorporates real-time data from Salesforce and NetSuite.  Ability to adjust forecast and provide accurate EBITDA updates as the business pivots strategy.  Strong understanding of “proforma”, one-time cost tracking, and constant currency modeling.

• Scenario Modeling: Build "what-if" models to evaluate new market entries, pricing changes, and various hiring plan scenarios.

SaaS Metrics & Reporting

• Performance Dashboards: Maintain executive-level dashboards tracking core SaaS KPIs (ARR, NRR, ACV Bookings, Billings, Headcount).

• Cross-Functional Collaboration: Partner deeply with Sales, Marketing, and Customer Success leaders to align top-of-funnel pipeline data (from Salesforce) with financial outcomes.

• Board & Investor Relations: Prepare monthly and quarterly board decks, providing clear narratives around variance analysis (Budget vs. Actuals) and operational trends.

Operational Excellence

• Data Integration: Collaborate with Accounting to ensure seamless data flow between NetSuite (Actuals) and Adaptive (Forecasts).

• Advanced Modeling: Utilize Excel at an expert level for complex ad-hoc analysis, data manipulation.

• Process Improvement: Identify inefficiencies in the current planning cycle and implement automated workflows to reduce manual data entry and increase reporting speed.

• 8+ years of progressive experience in FP&A or Corporate Finance

• 3+ years of experience in a high-growth SaaS company, preferably in the $25M–$100M ARR range

• Strong hands-on experience with Workday Adaptive Planning, including sheets, formulas, and OfficeConnect reporting

• Advanced Excel and financial modeling skills, including building integrated 3-statement models from scratch

• Strong understanding of SaaS subscription economics and key business drivers

• Experience working with BI tools, Salesforce, and NetSuite

• Proven ability to partner cross-functionally and present financial insights to senior leadership and Board-level stakeholders

• Strong business judgment, attention to detail, and ability to deliver high-quality work under tight deadlines

• Bachelor’s degree in Finance, Accounting, or Economics; MBA or CPA is a plus

• Experience in a PE-backed company and involvement in a company exit are strong advantages

Senior Sales Engineer

Remote job

Job Description

We're looking for a Sales Engineer to partner with our Account Executives (AEs) and Inside Sales Representatives (ISRs) to drive technical wins across North America. You'll be the trusted technical advisor to developers, SDETs, and engineering/QA leaders, translating complex testing challenges into compelling solutions using Applitools to deliver real business outcomes.

You'll own technical discovery, solution architecture, product demonstrations, and POVs for our mid-market and enterprise prospects at some of the world's most innovative companies.

What You'll Do

Pre-Sales & POVs

• Lead technical discovery to uncover testing challenges, CI/CD requirements, and success criteria

• Deliver tailored demos across website, web application and native mobile for codeless/codefull use cases that highlight our differentiation

• Provide technical assistance during trials, architect and manage POVs with clear success criteria; document wins and ROI

• Handle technical objections and competitive positioning alongside AEs, ISRs

Sales Process and Post-sales handoffs

• Present to technical audiences (VPs of Engineering, QE Directors and QE practitioners)

• Create solution architectures and technical proposals as needed

• Assist the sales process by selling value and outcomes over capabilities

• Ensure smooth handoff to CSMs/TAMs and stay engaged through initial deployment as required

Thought Leadership and Product Guidance

• Represent Applitools at conferences and technical meetups

• Contribute to webinars, solution briefs, and internal enablement

• Share competitive intelligence with the product and product marketing teams

• Work closely with Product and Engineering to focus our priorities on problems and capabilities that matter to our customers/prospects

• 4+ years in a customer-facing technical role — Sales Engineering, Solutions Consulting, Technical Account Management, or a developer/SDET background with exposure to pre-sales

• Experience supporting enterprise sales cycles and engaging technical buyers in deals with meaningful commercial complexity (for example, mid-market/enterprise ACVs of $50K+)

• Hands-on experience with test automation frameworks: Playwright, Cypress, Selenium, Appium, or similar, and API testing

• Solid understanding of software testing methodologies, CI/CD pipelines, and DevOps practices

• Familiarity with frontend frameworks, website, web app, native mobile app architectures, and UI/UX functionality, conformity, consistency challenges

Technical Skills

• Hands on coding ability in one or more of Typescript/Javascript, Python, Java or C#, with the ability to work across modern test automation environments

• Strong knowledge of APIs, SDKs, and technical integrations

• Familiarity with web technologies (HTML, CSS, JavaScript, DOM) and version control (Git)

• Familiarity with the use of AI in software development and testing is a plus

• Experience with Eyes, Autonomous, and Applitools SDK is a plus

Soft Skills

• Exceptional presentation and discovery skills

• Able to translate technical complexity into business value

• Consultative, collaborative, and a fast learner

• Comfortable managing multiple deals simultaneously

• Willing to travel for customer meetings and events- up to 25% 

Why Applitools

• Work with cutting-edge AI technology in an AI native test automation organization

• Partner with world-class engineering teams at leading global brands

• Direct influence on product direction and company growth

• Remote-first culture where innovation, ownership, and collaboration drives everything we do

• Competitive compensation and benefits

About Applitools

Applitools is an AI native test automation company and the pioneer in applying AI to scale test automation. Applitools is revolutionizing  how development teams test and monitor their applications with AI-powered visual testing and monitoring solutions. Our platform helps the world's leading brands, including half the Fortune 100, ship better software faster by catching visual and functional bugs while significantly reducing maintenance overhead. We're backed by top-tier investors and growing rapidly as engineering teams worldwide adopt modern testing practices.

Developer Relations Engineer

Remote job

Job Description

We are seeking a Developer Relations Engineer to lead Applitools’ external technical voice around AI-powered testing and serve as the technical authority supporting the evolution of Test Automation University (TAU).

This is a strategic DevRel role focused on:

• Driving industry thought leadership in AI-driven testing

• Creating high-impact technical content and demos

• Representing Applitools at conferences and industry events

• Serving as the technical expert guiding TAU’s curriculum direction

You will partner closely with a Community Manager who will own the operational management of the TAU reboot. Your role is to provide the technical vision, ensure content quality, attract talent, and help position TAU as the leading education platform for modern and AI-powered testing.

This is a highly technical leadership and evangelism role, not a community moderation role. 

What You’ll Do

Lead AI Testing Thought Leadership (Primary Focus)

• Represent Applitools at conferences, webinars, podcasts, and industry events

• Deliver compelling talks on:

• Visual AI

• Autonomous testing

• The evolution of quality engineering

• AI’s role in modern test automation

• Publish high-impact technical content explaining AI-driven testing in practical, developer-first terms

• Build demos and example applications that showcase real-world AI testing workflows

• Contribute to whitepapers, blog posts, and industry commentary

You will help shape how the industry understands AI-powered testing.

Serve as Technical Authority for TAU

• Define the technical direction and curriculum priorities for TAU

• Identify gaps in modern testing education, especially around AI and autonomous testing

• Review and elevate course quality to ensure technical depth and relevance

• Collaborate with instructors to refine and strengthen content

• Provide subject matter expertise to the Community Manager leading the TAU reboot

You are responsible for technical excellence and strategic direction and you will work closely with a community manager who will be responsible for operations and  project management of the TAU community.

Create Technical Content & Developer Resources

• Develop blog posts, tutorials, and deep technical guides

• Build reference implementations demonstrating:

• Modern test automation patterns

• Visual testing best practices

• AI-enhanced testing workflows

• Improve onboarding and developer experience resources, reduce time-to-value for new users

• Partner with Product and Engineering to ensure SDKs, APIs, and documentation align with developer expectations

• Create integration guides, quickstart templates, and code samples

• Provide technical support and guidance to developers in community channels

Act as the Voice of Developers Internally

• Gather structured feedback from practitioners and event conversations

• Identify friction in SDKs, workflows, or onboarding experiences and work cross-functionally to resolve them

• Partner with Product and Engineering on:

• Beta programs

• Early access initiatives

• Developer experience improvements

Technical Depth

• 5+ years of experience in software engineering, SDET, QA automation, or related roles

• Strong hands-on experience with modern test automation frameworks:

• Playwright, Cypress, Selenium, WebDriverIO, etc.

• Proficient in at least one modern programming language (JavaScript/TypeScript, Python, Java, C#, etc.)

• Comfortable building production-quality demo applications

• Familiar with CI/CD pipelines and modern DevOps practices

• Travel: Up to 25–30% (industry events & conferences)

AI & Forward-Thinking Perspective

• Strong interest in AI’s impact on software development and testing

• Ability to translate AI-driven concepts into practical engineering guidance

• Curious about autonomous testing and the future of quality engineering

You do not need to be an ML engineer — but you must be credible discussing AI-powered testing.

Communication & Industry Presence

• Proven experience creating technical content (blogs, talks, workshops, courses)

• Active presence in testing or developer communities (GitHub, Twitter/X, LinkedIn, Stack Overflow)

• Experience speaking at conferences or industry events

• Strong written and verbal communication skills

• Ability to explain complex ideas clearly for technical audiences

Collaboration

• Experience working cross-functionally with Product, Marketing, and Engineering

• Comfortable influencing without direct authority

• Strong judgment around what content and narratives elevate industry credibility

• Experience with video production and editing for technical content

Why Join Applitools?

• Shape the industry narrative around AI-powered testing

• Influence the future of testing education through TAU

• Work at the forefront of intelligent automation and quality engineering

• Competitive compensation and equity

• Remote-first culture

• Conference and professional development budget