We are looking for an Account Executive, Named Accounts who is passionate about empowering developers with simple, scalable cloud infrastructure that helps bring their ideas to life.As an Account Executive, 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:- Collaborate closely with Forward-Deployed Engineering, Solutions Architecture, Customer Success, and Product teams in order to deliver a seamless, best-in-class customer experience tailored to the unique demands of agent infrastructure.
- Conduct deep discovery and deliver customized demonstrations of DigitalOcean's AI and cloud solutions in order to establish trust and address the inference and GPU workloads of AI-native startups.
- 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 $10M+ annual cloud spends in order to consistently achieve or exceed quarterly and annual quotas.
- Serve as a trusted advisor to startup leadership in order to align DigitalOcean's evolving AI product suite with their long-term technical growth.
- 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 mutli-stakeholder sales motions, 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 $10M+ 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.
Compensation Range: - Base Salary: $100,000 - $125,000
- On-Target Earnings (OTE): $200,000 - $250,000
*This is a remote role
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