Director, Sales

This is a fully remote position, open to applicants in California.

📋 Description

• Lead and implement the direct sales strategy for startups, SaaS, generative AI, Web3, and other digital-native sectors.

• Take ownership of the pipeline and revenue achievement from initial lead to closure.

• Provide coaching and support to the team regarding negotiations, deal structuring, and closing significant accounts.

• Intervene on strategic deals as necessary.

• Equip the team to effectively communicate DigitalOcean’s platform offerings, including Droplets, Kubernetes, App Platform, and GPU solutions.

• Cultivate relationships with key customers, prospects, and influencers within the ecosystem.

• Collaborate with Marketing, Product, and Revenue Operations on targeted campaigns, ABM initiatives, events, and predictable pipeline development.

• Act as the voice of the customer to Product, Engineering, and AI GTM teams.

• Recruit, hire, and nurture Account Executives and frontline managers.

• Work with Enablement on onboarding, product training, sales methodologies, and career advancement.

• Enforce a consistent sales methodology and process.

• Provide accurate forecasts and manage operational KPIs.

• Oversee territories, quota distribution, and performance against objectives.

• Monitor and report on pipeline generation, conversion rates, deal velocity, average contract value, and cost of sales.

• Enhance sales processes, optimize CRM utilization, and ensure the team has the necessary tools and data.

⛳️ Requirements

• Over 10 years of experience in technical sales or business development within cloud infrastructure, SaaS, or AI/ML domains.

• More than 5 years of experience leading sales teams and managers with tangible revenue contributions.

• Demonstrated success in recruiting, onboarding, and mentoring Account Executives.

• Experience collaborating with solution architects and technical account managers.

• Knowledge of IaaS, PaaS, containers, Kubernetes, developer tools, AI/ML frameworks, and GPU workloads.

• Familiarity with digital-native companies and go-to-market strategies for SaaS startups, AI-first enterprises, e-commerce platforms, Web3 organizations, and developer-centric teams.

• Comfortable in a player-coach role.

• Strong business acumen and operational discipline, including pipeline management, forecasting, and sales performance metrics.

• Experience working across functions with Product, Marketing, Legal, Finance, and Customer Success teams.

• Exceptional communication, negotiation, and executive engagement abilities.

• An entrepreneurial mindset and the ability to navigate ambiguity in a rapidly scaling environment.

🏝️ Benefits

• Incentive compensation according to the applicable sales compensation plan.

• Potential availability of a new hire equity grant, subject to plan terms and local eligibility.

• Employee Stock Purchase Program may be offered in participating countries.

• Reimbursement for relevant conferences, training, and educational expenses, in line with company policy.

• Flexible time off.

• Local team gatherings.

• Support for mental health and well-being.

• Resources for professional development.

• Equal-opportunity employment.