5-7 years of experience in enterprise sales, particularly in cloud infrastructure and AI/ML solutions.
Proven track record of exceeding revenue targets in venture-backed startups or AI-native companies.
Strong understanding of IaaS/PaaS and AI inferencing requirements at scale.
Expertise in solution-based selling methodologies and managing complex sales cycles.
Ability to build and maintain relationships with technical founders and CTOs.
Responsibilities
Conduct in-depth discovery and deliver tailored demonstrations of DigitalOcean's AI and cloud solutions.
Prospect and develop relationships within the venture capital and high-growth startup ecosystems.
Expand and deepen relationships with technical founders to maximize customer lifetime value.
Develop and execute a territory sales strategy targeting companies with significant cloud spending.
Collaborate with cross-functional teams to ensure a seamless customer experience for AI model deployment.
Serve as a trusted advisor to align DigitalOcean's AI products with startup growth milestones.
Utilize solution-based selling and pipeline management to navigate complex purchasing cycles.
Benefits
Remote work flexibility.
Opportunity to work with cutting-edge AI and cloud technologies.
Collaborative and inclusive work environment.
Professional growth and development opportunities.
Full Job Description
We are looking for an Enterprise Account Executive who is passionate about empowering developers with simple, scalable cloud infrastructure that helps bring their ideas to life.
As an Account Executive II, you will join a dynamic team dedicated to revolutionizing cloud computing and AI. You will act as a strategic advisor to venture-backed, AI-native startups, translating their massive inferencing needs into scalable, cost-effective solutions on DigitalOcean. Operating at this level, you will leverage your advanced subject-matter expertise to drive meaningful organizational change, autonomously navigating the unique pacing of the startup ecosystem while influencing cross-functional teams to deliver exceptional customer outcomes. This role is for a builder who is ready to shape our footprint in the AI space and become a cornerstone of our growth among next-generation tech innovators. What You'll Do:
Conduct deep discovery and deliver customized demonstrations of DigitalOcean's AI and cloud solutions in order to establish trust and address the intensive inferencing and GPU roadmaps of AI-native startups.
Prospect, qualify, and develop net-new relationships within the venture capital ecosystem and high-growth startup communities in order to generate scalable, seven-figure revenue streams.
Land, adopt, expand, and deepen relationships with technical founders and CTOs in order to maximize customer lifetime value and drive platform adoption for high-compute workloads.
Develop and execute a comprehensive territory sales strategy targeting companies with $1M+ annual cloud spends in order to consistently achieve or exceed quarterly and annual quotas.
Collaborate closely with Solutions Architecture, Customer Success, and Product teams in order to deliver a seamless, best-in-class customer experience tailored to the unique demands of AI model deployment and scaling.
Serve as a trusted advisor to startup leadership in order to align DigitalOcean's evolving AI product suite with their long-term technical growth and Series funding milestones.
Leverage solution-based selling strategies and meticulous pipeline management in order to independently navigate complex startup purchasing cycles and close strategic, high-value partnerships.
What You'll Add:
Technical Breadth: Experience with executing complex sales strategies, backed by a deep understanding of cloud infrastructure (IaaS/PaaS) and the specific compute requirements for AI/ML inferencing at scale.
Experience with consistently meeting or exceeding annual revenue targets, specifically selling into venture-backed startups or AI-native companies with $1M+ annual cloud spends.
A deep understanding of solution-based selling methodologies, including managing complex sales cycles with technical founders, delivering compelling presentations, and meticulously organizing pipeline and contact management.
The "Human" Element: A reputation for making others better, creating an inclusive work environment, and forging long-standing, respectful relationships with both internal cross-functional partners and external venture/startup communities.
Growth Mindset: A desire to learn, an appetite for feedback, and a "leave it better than you found it" attitude, coupled with the entrepreneurial drive to treat the company's strategic targets as your own.
