Director, Sales

Job not on LinkedIn

🔥 0 minutes ago

🗽 New York – Remote

🗽 New York – Remote

💵 $230k - $260k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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This company has sponsored H1B visas in the past.

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DigitalOcean

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2011

☁️ SaaS

SaaS • Cloud Computing

DigitalOcean is a cloud infrastructure provider that offers a suite of products and services for developers to build, deploy, and scale applications. Their platform provides comprehensive tutorials, reference material, and support documentation to assist users in managing resources effectively using their API and CLI tools. With features like Droplets (virtual machines), managed databases, Kubernetes, and a marketplace for third-party applications, DigitalOcean focuses on simplicity and performance. They cater to both individual developers and larger organizations looking for cloud solutions that are easy to implement and manage.

📋 Description

• Build and lead a high-performing team of Account Executives and front-line managers • Lead and execute the direct sales strategy for the segment • Acquire, grow, and retain customers across startups, SaaS, generative AI, Web3, and other digital-native verticals • Own pipeline and revenue attainment from lead to close • Coach the team on negotiations, deal structuring, and closing key accounts • Participate in strategic deals as needed • Enable the team to articulate DigitalOcean’s platform value, including Droplets, Kubernetes, App Platform, and GPU offerings • Build relationships with customers, prospects, and ecosystem influencers • Partner with Marketing, Product, and Revenue Operations on GTM strategy, campaigns, ABM programs, and events • Represent customer insights to Product, Engineering, and AI GTM teams • Recruit, hire, and develop Account Executives and front-line managers • Partner with Enablement on onboarding, product and sales methodology training, and career development • Implement and reinforce a consistent sales methodology and process • Deliver accurate forecasts and own operational KPIs • Manage territories, quota allocation, and performance against targets • Track and report pipeline generation, conversion rates, deal velocity, average contract value, and cost of sale • Refine sales processes, optimize CRM usage, and ensure the team has appropriate tools and data

🎯 Requirements

• 10+ years of experience in technical sales or business development within cloud infrastructure, SaaS, or AI/ML • 5+ years leading sales teams and managers with measurable revenue impact • Proven success recruiting, onboarding, and coaching Account Executives • Experience working alongside solution architects and technical account managers • Understanding of IaaS, PaaS, containers, Kubernetes, developer tools, AI/ML frameworks, and GPU workloads • Familiarity with digital-native companies and GTM motions targeting SaaS startups, AI-first businesses, e-commerce platforms, Web3 companies, and dev-centric teams • Comfort operating as a player-coach • Strong business acumen and operational discipline, including pipeline management, forecasting, and sales performance metrics • Experience working cross-functionally with Product, Marketing, Legal, Finance, and Customer Success • Excellent communication, negotiation, and executive engagement skills • Entrepreneurial mindset and comfort navigating ambiguity in a fast-scaling environment

🏖️ Benefits

• Incentive compensation under the applicable sales compensation plan • Potential new hire equity grant, subject to plan terms and local eligibility • Equity compensation may include participation in the Employee Stock Purchase Program in participating countries • Reimbursement for relevant conferences, training, and education, subject to company policy • Flexible time off • Local team meetups • Mental health and well-being support • Professional development resources • Equal-opportunity employment

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