Director, Sales

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

📋 Description

• Build and oversee a high-achieving team of Account Executives and front-line managers.

• Lead and implement the direct sales strategy for the respective segment.

• Acquire, develop, and maintain customer relationships across startups, SaaS, generative AI, Web3, and other digital-native sectors.

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

• Mentor the team on negotiations, deal structuring, and securing key accounts.

• Engage in strategic deals as necessary.

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

• Foster relationships with customers, prospects, and ecosystem influencers.

• Collaborate with Marketing, Product, and Revenue Operations on go-to-market strategies, campaigns, account-based marketing programs, and events.

• Convey customer insights to Product, Engineering, and AI go-to-market teams.

• Recruit, hire, and nurture Account Executives and front-line managers.

• Work with Enablement on onboarding, product and sales methodology training, and career growth.

• Implement and reinforce a uniform sales methodology and process.

• Provide accurate forecasts and manage operational key performance indicators.

• Oversee territories, quota distribution, and performance against established targets.

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

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

⛳️ Requirements

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

• At least 5 years of experience leading sales teams and managers with quantifiable revenue results.

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

• Experience collaborating with solution architects and technical account managers.

• In-depth understanding of IaaS, PaaS, containers, Kubernetes, developer tools, AI/ML frameworks, and GPU workloads.

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

• Ability to operate effectively as a player-coach.

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

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

• Exceptional communication, negotiation, and executive engagement abilities.

• Entrepreneurial mindset with the ability to navigate uncertainty in a rapidly scaling environment.

🏝️ Benefits

• Incentive compensation based on the applicable sales compensation plan.

• Potential equity grant for new hires, subject to plan terms and local eligibility.

• Equity compensation may include participation in the Employee Stock Purchase Program in eligible countries.

• Coverage for relevant conferences, training, and education expenses, in accordance with company policy.

• Flexible time off.

• Opportunities for local team meetups.

• Support for mental health and well-being.

• Access to professional development resources.

• Commitment to equal-opportunity employment.