Jobs Sales

We are looking for a Junior Account Manager who will be responsible for the financial side of projects and effective client communication. This role sits at the intersection of finance, project observation, and client service: you will manage invoices, payments, and ensure smooth processes and communication under Business Development Manager supervision.

Responsibilities:
 

• Manage invoicing, payments, and overall financial tracking of projects
• Monitor time tracking and ensure accuracy of project reports
• Maintain and update financial spreadsheets (payments, debts, deadlines)
• Communicate with clients regarding billing, payments, resent deliveries, greeting postcards, and client satisfaction.
• Ensure alignment between contracts (MSA) and actual project tracking
• Maintain accurate client records and monitor client satisfaction
• Prepare presale process background and support the sales process
• Assist with lead generation and data management
• Set up and coordinate projects in CRM and internal tools (Slack, calendar)
• Manage subcontractor costs, invoices, and payments

Requirements:
 

• 1+ year of experience as an Account Manager
• Strong attention to detail and accuracy
• Excellent organisational and multitasking skills
• Proactive communication skills
• Advanced Excel / Google Sheets skills (formulas, pivot tables)
• English level: B1 or higher (written and basic spoken)
• Experience in finance, accounting, or account management
• Experience working in an IT company would be a plus but not obligatory
• Experience with CRM systems, Google Workspace, and Slack would be a plus but not obligatory

Interview stages:
 

•  AI — Screening.
•  Interview with a recruiter.
•  2-nd Interview with HBD/С-level
•  Reference check.
•  Offer.

What We Offer:
 

• Full-time role with flexible hours after probation.
• Ongoing training and educational opportunities.
• Performance review once a year
• Competitive salary in USD.
• 21 paid vacation days.
• 7 paid sick days (+15 for serious cases like COVID or surgery).
• 10 floating public holidays.
• Online Team-building events & fun corporate activities.
• Projects across diverse domains (e-commerce, healthcare, fintech, etc.).
• Clients from the USA, Canada, and Europe.

Want to work with a team of professionals and change your life today? Then MetaliX is the place for you!

A little about us:

• 5 years on the market, our own niche showroom, a comfortable office, and production facility in Lviv;
• Over 5,000 m² produced and more than 4,000 constructions installed;
• MetaliX™ structures are exported to Canada, Germany and the United Kingdom;
• NPS among clients - 95%;
• A team of professionals with ambitions to become a global leader.

MetaliX - a company specializing in manufacturing metal zoning structures made of steel and glass - is looking for  Sales Manager for the German market.
 

In October 2023, MetaliX was featured in Forbes Ukraine's Top 40 Ukrainian companies that successfully entered export markets during the war, ranking among the top five companies from Lviv. Join our team!

We offer:

• Official employment and a stable salary - base rate + KPI-based bonuses and performance rewards;
• Comfortable working conditions at our office (Location: Naukovа 7B) or a remote work option;
• Work schedule - from 09:00 to 18:00 ;
• Opportunities to attend international trade shows;
• Business trips abroad;
• Company-sponsored courses and training;
• Career growth - consistently delivering great results can lead you to become a department head.

The ideal candidate should have:

• German proficiency level B2 (spoken and written);
• Experience in negotiating with decision-makers;
• Experience working with databases;
• Strong research skills: actively seeking potential clients using various online resources, including websites, social media, and LinkedIn;
• Correspondence and communication with partners;
• Ability to create personalized emails, presentations, and product lists;
• Strong organizational skills to meet tasks, goals, and plans on time.

Want to know more? Check us out on social media!

If you're interested - send us your application or call us now!

Full-Time | Remote | EST Time Zone

Compensation

• Base salary + KPI-based compensation
• Additional performance bonuses

Working Hours

• Monday–Friday, 9:00 AM – 5:00 PM EST

Position Overview

Koscom Cable Inc. is a leading provider of technical staffing and subcontracting services for the telecom industry, supporting Internet Service Providers, mobile operators, and telecom infrastructure providers across the United States.

We are looking for a results-driven Sales Manager to join our team. Reporting directly to the Head of Business Development, you will play a key role in expanding our client base, managing high-value accounts, and driving revenue growth in the U.S. telecom market.

Key Responsibilities

Sales & Client Development

• Conduct introductory meetings with prospective clients to build trusted relationships and identify new business opportunities.
• Manage leads throughout the full sales cycle, ensuring successful deal closures, including new projects and framework agreements (with or without immediate project scope).
• Maintain and grow relationships with both new and existing customers, identifying opportunities for repeat and expanded business.
• Proactively upsell services and initiate new projects with existing clients to increase revenue.

Business Development Support

• Actively seek new business opportunities to grow the lead pipeline and service portfolio.
• Collaborate closely with the Business Development team and support lead generation efforts.

Coordination & Reporting

• Schedule and coordinate meetings or calls between prospective clients and executive leadership for strategic and project-related discussions.
• Maintain accurate records in the CRM system.
• Prepare and submit daily, weekly, and monthly sales performance reports.

Requirements

Must-Have

• Proven B2B sales experience in the U.S. market.
• Demonstrated success as a Sales Manager in the telecom industry.
• Hands-on experience with multi-channel outreach: LinkedIn, email campaigns, and cold calling.
• Strong communication and negotiation skills, with the ability to lead meetings, deliver presentations, and build trust quickly.
• Experience using CRM systems for client management and reporting.
• Solid understanding of sales metrics, pipelines, and performance tracking.
• C1 level English proficiency.

Preferred

• Sales or technical experience in telecom subsegments such as:
• Cabling and fiber infrastructure
• Telecom construction and OSP/ISP projects
• Last-mile connectivity
• Backbone and backhaul solutions

What We Offer

• Competitive compensation with fixed salary and performance-based bonuses.
• Fully remote position.
• Supportive, collaborative, and growth-oriented work environment.
• Opportunity to work with major telecom players across the U.S. market.

We are a fast-growing company focused on delivering innovative solutions to our clients. Our team is passionate about growth, performance, and building strong customer relationships. We’re looking for a motivated SDR to help drive our outbound and inbound sales efforts.

Responsibilities

• Identify and research potential clients and target accounts
• Conduct outbound prospecting via email, LinkedIn, and cold calls
• Qualify inbound and outbound leads based on defined criteria

• Schedule meetings and demos for Account Executives

   

Requirements

• 2+ year of experience in sales, lead generation, or SDR role
• Be familiar with our product https://cesar.chat
• Experience with cold outreach (email, calls, LinkedIn)
• Familiarity with CRM systems (HubSpot, Salesforce, or similar)

Nice to Have

• Experience in B2B or SaaS sales
• Understanding of sales frameworks (SPIN, MEDDIC, etc.)
• Experience working with international markets (US/EU)
• Familiarity with tools like Apollo, Outreach, Lemlist

Cartum is a European product based on the Ukrainian SaaS platform Horoshop.
For more than 10 years, we have been helping entrepreneurs launch and grow online stores. Today, over 12,000 e-commerce businesses use our platform, and we continue to actively expand across European markets.

Romania is a strategic market for Cartum.
That’s why we are looking for an Account Manager with Romanian language skills who will work directly with Romanian clients and help them manage and grow their online stores using our platform.
 

You are our candidate if:

• You are fluent in Romanian
• You have experience communicating with clients
• You are focused on finding solutions to client requests and genuinely want to help
• Experience in website creation or working with admin panels will be a plus
   

Your responsibilities:

• Communicate with clients via chat and phone
• Consult clients on all platform features and answer questions related to website setup and related systems
• Help clients choose the most suitable pricing plan
• Create tasks for the internal team and monitor their completion
• Work with multiple clients at the same time
   

We offer:

• A role in an ambitious international product that is actively growing
• A team with no bureaucracy or micromanagement
• Remote work
• Paid vacation and sick leave
• Education reimbursement for professional development
• A competitive salary (discussed during the interview)

OTAKOYI is looking for a smart and an eager Account Manager to join our team. We like challenges and self-development. If you like it too, don’t hesitate, join us!‍

We are looking for an Account Manager to manage and grow client accounts, ensure KPI achievement, drive upsell and cross-sell opportunities, and maintain a high level of client satisfaction. The ideal candidate has prior experience with outsourcing and outstaffing projects.

Requirements

• 2+ years of experience as an Account Manager in IT;
• Prior experience with outsourcing and outstaffing projects;
• Experience working with accounts of different tiers (from small to large)
• Strong negotiation and presentation skills, including communication with business owners;
• English level B2—C1;
• Previous experience with client business trips and meetings is a plus;
• Strategic thinking, proactivity, and ability to take responsibility and make decisions independently;
• Experience in crisis management and handling challenging client situations;
• CRM and reporting experience.

Responsibilities

• Manage and develop IT client accounts, building long-term relationships;
• Drive upsell and cross-sell of services,
• Obtain client references, and manage referral programs;
• Maintain regular communication with clients, including business trips, project updates, and seasonal greetings;
• Collect client feedback, monitor NPS scores, and manage conflicts and crisis situations effectively;
• Collaborate with delivery teams and ensure completed projects are handed over to marketing for case studies;
• Maintain statistics and CRM data, track KPI performance, and prepare reports;
• Proactively identify client needs and propose solutions.

Our Team Offers:

• Work in a professional, collaborative IT team;
• Opportunities for professional growth and involvement in exciting projects;
• Competitive salary and KPI/bonus system;
• Influence on product and client experience;
• Business trips and client visits.

Recruitment process

1. Pre-screening Interview with Recruiter (up to 1 hour)
2. Tech Interview (1 hour)
3. HR Interview (1 hour)
    

What do we offer?

We offer the opportunity to be part of an ambitious team and an experience driven company to achieve rapid and comprehensive career growth. Do you think that’s all that we can offer? Just have a look at our benefit and bonuses below:

💰Paid vacations and sick leaves;

💸Fair remuneration based on your self-development results;

📢Referral program for candidate recommendation;

🤱Loyal maternity leave policy;

📝Accountant support and tax coverage;

📑Courses of English with the professional teacher;

📚Educational training within the company and outside;

💺Ability to combine remote work and office;

🎉Regular party and team buildings and different funny activities;

About DICEUS

DICEUS is a product company focused on building innovative SaaS solutions for the global insurance and financial services markets. Our mission is to modernize how insurers, brokers, MGAs, and other financial players operate through intelligent underwriting, seamless policy management, and digital engagement platforms. With clients across Europe, the Middle East, and North America, we are redefining how the industry delivers value through technology.

⸻

What You Will Do

As a Sales Intern, you will help expand our global client base by introducing our SaaS products to insurance companies, brokers, and fintech organizations. You will work alongside experienced sales and product professionals and gain hands-on experience in enterprise sales.

Your responsibilities will include:
• Researching and identifying potential clients in target markets
• Assisting with outbound communication (email, LinkedIn, etc.)
• Supporting product presentations and demo meetings
• Participating in sales discovery and proposal preparation
• Updating CRM records and sales documentation
• Collaborating with the marketing team on outreach campaigns
• Learning about SaaS sales, insurance industry trends, and client needs

⸻

Requirements
• Strong interest in B2B sales, SaaS, or the insurance/fintech industry
• Upper-intermediate or higher English level (written and spoken)
• Great communication and research skills
• Self-motivated, curious, and eager to learn
• Basic understanding of software products is a plus
• Previous sales or internship experience is a bonus, but not required

⸻

What We Offer
• Real-world experience in international SaaS sales
• Opportunity to grow into a Junior Sales Manager role
• Mentorship and training in the insurtech and fintech space
• Supportive team and career development path

Join us and start your career in tech sales with a team that supports your growth. Apply now!

Responsibilities

• Manage and grow a portfolio of client accounts
• Act as the main point of contact for clients
• Monitor campaign performance and suggest optimizations
• Analyze performance data and identify growth opportunities
• Ensure campaigns meet agreed KPIs
• Collaborate with product, tech, and commercial teams
• Handle client communication and resolve issues
• Provide feedback to improve product and processes

Requirements

• 2+ years of experience in Account Management / Customer Success / Ad Operations (AdTech)
• Understanding of programmatic ecosystem (DSP, SSP, Ad Exchanges)
• Experience with campaign performance analysis
• Ability to investigate delivery issues, discrepancies, traffic quality
• Strong communication skills
• English: Upper-Intermediate+
• Ability to manage multiple tasks independently

Nice to have:

• Experience with audio monetization (in-app, podcasts, streaming)

Working conditions

• Remote work
• Full-time (5 days/week, 8 hours/day)
• 18 vacation days / year
• 10 sick days / year
• Performance-based quarterly bonus

Interview process

• Interview with VP of Operations
• Interview with CEO

About the Role:
We are looking for a communicative and organized Partnership Intern to support our sales and business development team. You’ll help us build relationships in the insurance and fintech SaaS space.

Your responsibilities will include:

• Researching and identifying potential clients in target markets
• Assisting with outbound communication (email, LinkedIn, etc.)
• Supporting product presentations and demo meetings
• Participating in sales discovery and proposal preparation
• Updating CRM records and sales documentation
• Collaborating with the marketing team on outreach campaigns
• Learning about SaaS sales, insurance industry trends, and client needs
   

Requirements:

• Strong interest in B2B sales, SaaS, or the insurance/fintech industry
• Upper-intermediate or higher English level (written and spoken)
• Great communication and research skills
• Self-motivated, curious, and eager to learn
• Basic understanding of software products is a plus
• Previous sales or internship experience is a bonus, but not required

Join us and start your career in tech sales with a team that supports your growth. Apply now!

PIN-UP Global is an international company specializing in developing and implementing advanced technologies, B2B solutions, and innovative products.

We ensure certification and licensing of our products, providing customers and partners of the holding company with high-quality and reliable solutions.

PIN-UP Global is represented in Cyprus, Poland, Armenia, Peru, Malta. The holding’s headquarters is located in Cyprus.

We are looking for a Fintech Sales Manager!

Requirements:

• At least 5 years of B2B sales experience in fintech, media buying, or affiliate marketing.
• A strong existing network in media buying, arbitrage, affiliates, and iGaming
• Understanding of media buyers’ and webmasters’ workflows: limits, blocks, payment speed, and support requirements.
• Ability to run demos and explain a technical product in simple, clear language.
• Experience working with different types of clients — from solo buyers to large teams.
• English at a confident professional working level.
• Strong discipline in CRM management.

Responsibilities:

• Prospecting and acquiring new clients.
• Conducting initial calls and lead qualification.
• Running PayPartners demos.
• Designing a customized cooperation model based on the client’s team structure and volumes.
• Managing agency accounts: explaining terms, onboarding, and coordinating with providers.
• Supporting clients after activation and driving volume growth.
• Recording information in the CRM and managing deal stages.
• Providing feedback to the product and operations teams.
• Participating in conferences and working with leads.

What are the conditions and bonuses?

🍀An exciting and challenging job in a fast-growing product holding, the opportunity to be part of a multicultural team of top professionals in Development, Engineering and Architecture, Management, Operations, Marketing, etc;

🤝Great working atmosphere with passionate IT experts and leaders, sharing a friendly culture and a success-driven mindset is guaranteed;

📍Beautiful offices in Warsaw, Limassol, Yerevan — work with comfort and enjoy the opportunity to build a network of connections with IT professionals day by day;

🧑‍💻Laptop & all necessary equipment for work according to the holding standards;

🏖Paid vacations, personal events days, days off;

🫖Paid sick leave;

👨‍⚕Medical insurance;

💵Referral program — enjoy cooperation with your colleagues and get a bonus;

📚Educational support by our L&D team: internal and external trainings and conferences, courses on Udemy;

🗣Free internal English courses;

🤸‍♀Sport benefit;

🦄Multiple internal activities: online platform with newsletters, quests, gamification, and presents for collecting bonuses, PIN-UP talks club for movie and book lovers, board games cozy evenings, special office days dedicated to holidays, etc;

🎳Company events, team buildings.

About the Role:
We are looking for an enthusiastic Sales Development Representative Intern to join our team. This is a great opportunity to start your career in B2B tech sales, working with innovative SaaS products in the insurance and fintech domains.

Your responsibilities will include:

• Researching and identifying potential clients in target markets
• Assisting with outbound communication (email, LinkedIn, etc.)
• Supporting product presentations and demo meetings
• Participating in sales discovery and proposal preparation
• Updating CRM records and sales documentation
• Collaborating with the marketing team on outreach campaigns
• Learning about SaaS sales, insurance industry trends, and client needs
   

Requirements:

• Strong interest in B2B sales, SaaS, or the insurance/fintech industry
• Upper-intermediate or higher English level (written and spoken)
• Great communication and research skills
• Self-motivated, curious, and eager to learn
• Basic understanding of software products is a plus
• Previous sales or internship experience is a bonus, but not required

Join us and start your career in tech sales with a team that supports your growth. Apply now

Responsibilities:

• Managing distributor relationships: Maintain communication with distributors at all stages—from the start of collaboration to repeat orders. The company’s goal is to build reliable and mutually beneficial partnerships.
• Multilevel communication: Ensure smooth communication for all parties using video conferences, chats, phone calls, and in-person meetings at exhibitions.
• Product presentation: Provide clear explanations of the unique features of each product by mastering all the necessary information about the company’s offerings.
• Professional interaction: Establish connections with partners, maintain clear and respectful communication, and foster an environment for successful and productive collaboration.
• Business travel: Be at the heart of the action by building relationships with new distributors during trips and events.

Preferred Qualifications:

• Experience in B2B sales.
• English proficiency at an upper-intermediate level or higher.
• Strong understanding of customer needs and how to address them effectively.
• Excellent organizational skills and the ability to manage time efficiently.
• Willingness to travel for business purposes.
• Proficiency in CRM systems and Microsoft Office Suite.

What We Offer:

• Office-based work in a friendly team: Join an amazing office environment where you’ll work with like-minded colleagues, always ready to support you.
• Comprehensive training: Whether you have prior experience or not, we’ll provide in-depth training on our products and everything you need to succeed.
• International opportunities: Travel for business, attend exhibitions worldwide, and work with distributors from different countries.
• Career growth: We provide opportunities for professional development and career advancement within the company.
• Comfort and support: Work in an atmosphere of trust and teamwork where everyone supports each other to achieve shared goals.
• High motivation: Enjoy a competitive salary, bonuses, and other benefits—we value your efforts!
• Work schedule-monday to friday 12pm-8pm (Olimpiyskaya metro station)

If you’re ready to grow and thrive in a dynamic team, send us your resume today — let's achieve success together!

We are Netrocket — a digital agency with 10+ years of experience helping businesses grow online 🚀
We’ve partnered with clients in 20+ countries, focusing on results-driven marketing for industries like e-commerce, SaaS, IT products, and more.

Today, our primary focus is on local service businesses in the U.S. — HVAC, Roofing, Moving, and others.
These businesses care about clear, measurable results, and we know exactly how to deliver them 📈
Now, we’re expanding and looking for a Sales Manager who thrives in a fast-paced environment, is focused on results, and knows how to actively sell and close deals 🔥

You’re the perfect fit if you:

• Have 1+ year of B2B sales experience (bonus if it’s in HVAC, construction, or renovation)
• Are confident with phone and video sales
• Know how to actively sell, handle objections, and convert interest into signed contracts
• Have experience working with KPIs like the number of calls, meetings, and deals closed

• Speak English at an Upper-Intermediate level or higher, and confidently communicate in Ukrainian

   

What we’re looking for:

• A proactive and charismatic communicator who knows how to convince without being pushy
• Someone who enjoys working with people, doesn’t get tired of follow-ups, and sees “no” as a challenge, not a stop sign
• A fast learner who can quickly dive into our services and explain them clearly
• Structured, independent, and results-driven — you know how to organize your day and hit targets
• Someone who thrives in active sales, not just waiting for leads to come in
   

What you’ll do:

• Handle inbound leads and actively follow up via calls and messages
• Conduct video meetings with potential clients and present our services confidently
• Negotiate, build trust, and close deals with service businesses in the U.S.
• Work with CRM, manage your sales pipeline, and keep all statuses up to date
• Hit your weekly and monthly KPIs for outreach, meetings, and revenue
• Work without strict scripts — just you, your sales intuition, and our support
   

Would be a plus:

• Experience selling digital marketing services
   

💻 Work schedule:

We work with the U.S. market, so your typical day will start around 3:00 PM and end around 1:00 AM (Ukraine time) — ideal if you’re not a morning person 😉

This gives you time for personal errands in the morning while staying aligned with client hours.
 

What you’ll get with us:

• A team that loves what they do and supports each other
• Exciting projects and opportunities to grow
• Salary in USD, paid vacation and sick days
• Extra day off for your birthday + all national holidays
• No micromanagement, just clear goals and freedom
• Regular team meetups, events, and the best digital marketing conferences

About Sunvery

Sunvery is a boutique agency with a core team of 20+ employees based in Lviv, Ukraine. Our mission is to accelerate the growth of companies that make the world a better place while empowering everyone involved in the process to create positive change in their lives.

As a Sales Development Manager at Sunvery, you’ll drive revenue by turning leads into meetings and closed deals with software development companies. You’ll uncover client needs, present tailored EOR and recruitment solutions, and build lasting relationships. Represent Sunvery at roadshows and conferences across the UK, Europe, and the US to generate new business opportunities.

For you, this is an excellent opportunity to work with companies of various sizes, industries, and domains, with a strong emphasis on software development.

Responsibilities

• Own quarterly sales KPIs, including the number of qualified discovery meetings and closed revenue
• Convert responses into qualified discovery meetings with decision-makers
• Handle objections effectively
• Nurture relationships with prospective customers
• Conduct discovery calls to understand customer needs and present tailored solutions
• Negotiate commercial terms and close deals to achieve sales targets

• Represent the company at roadshows and conferences across the UK, Europe, and the US to generate new business opportunities

   

Requirements

• 2+  years of experience in IT B2B service sales
• Advanced level of English (spoken and written)
• Experience in presenting services, negotiating terms, and closing deals.
• Strong consultative selling and negotiation skills with the ability to assess client needs and align them with Sunvery’s offerings.
• Familiarity with IT roles, responsibilities, and the development cycle.
• Experience in selling to the US, Canadian, and European markets.
• A strong sense of independence, ownership, and initiative.
• Positive, “can-do” attitude.

• Ability to be a team player in the sales team.

   

Nice-to-have

• Experience in selling outstaffing or recruitment services.

   

Green Flags

• Data Researcher: Searches, collects, and enriches lead lists for outreach campaigns.
• SalesOps: Ensures the stable operation of the technical infrastructure for cold outreach and lead flow.
• No hassles: all processes are structured, so from day one you’d know what to do and how.

• Knowledge is power: access to training, best practices in the industry.

   

We offer

• Competitive salary + high bonuses.
• Remote work flexibility
• Business trips to the US, UK, and Europe.
• PTO: 18 vacation days, 10 sick leaves, 11 public holidays.
• MacBook Pro
• Mentorship from our Chief of Staff/Sales Team Lead, Anastasiia
• Compensation for professional training (courses, conferences, English classes, etc.).
• Unlimited access to online training tools via Sunvery Library
• Regular 1-to-1s.

Resonates? Let’s talk!

🚀 We’re looking for a talent scout for iGaming advertisers
Sales / BDM Manager

Main role:

To identify and sign up direct advertisers in the online gambling sector (casinos, betting, crypto-gambling) — Tier 1 and strong Tier 2 clients worldwide.
What we do every day (80%+ of the time):
🚀 Cold outbound outreach (LinkedIn + Telegram + email + calls) 
🚀 8–15+ high-quality demos/meetings per week
🚀 Handling objections such as ‘we already have everything we need / it’s too expensive / we don’t know you’
🚀 4–8 conferences a year (SiGMA, iGB, SBC, AIBC, etc.)
🚀 Upselling to existing clients after 3–4 months

Who we’re looking for (must-haves):
🎯 2–3+ years of active sales experience specifically in iGaming (ad network / DSP / SSP / tracker / CPA network)
🎯 Proven track record of securing direct operators generating $5–10k+ per month each
🎯 Understanding of models: CPA / RevShare / Hybrid, LTV, GGR, Hold, licences (MGA, Curaçao, etc.)
🎯 Ability to quickly establish contact with CMOs / Heads of Acquisition / Affiliate Managers
🎯 English B2+ (spoken + written)
🎯 Assertiveness, resilience under pressure, commercial acumen

A huge plus:
💡 Your own up-to-date database of operator contacts for 2025–2026
💡 Experience with crypto casinos / Web3 gambling
💡 Additional languages

What we offer:
🤩 Fixed salary + commission
🤩 Freedom in your approach (within legal and ethical boundaries)
🤩 Budget for events and tools (Sales Nav, Apollo, Hunter, CRM)
🤩 A team that doesn’t suffocate you with micromanagement

Quick start — first leads/insights immediately after onboarding
Only top-tier sales hunters. Everyone else — move on.
Hashtag #iGaming Hashtag #AffiliateMarketing Hashtag #SalesJobs Hashtag #BDM Hashtag #Gambling Hashtag #RemoteJobs