Director, Sales

DigitalOcean • San Francisco, CA

3d • $230,000 - $260,000 • Remote

About The Position

DigitalOcean is seeking a Director of Sales for its core services to lead a high-performing team of Account Executives and front-line managers focused on acquiring and expanding SaaS, FinTech, AI, and other digital-native customers. The role combines hands-on involvement in strategic deals with team leadership, and is accountable for revenue growth through new customer acquisition and existing account expansion.

The Director will lead the direct sales strategy for the segment, develop a customer-obsessed sales culture, and work cross-functionally to turn go-to-market strategy into predictable pipeline. The position also owns forecasting, operational KPIs, territories, quotas, and sales processes. This is a remote role.

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, and working alongside solution architects and technical account managers.
• Understanding of cloud concepts and technologies, including IaaS, PaaS, containers, Kubernetes, developer tools, AI/ML frameworks, and GPU workloads, with the ability to engage credibly with technical and commercial stakeholders.
• Familiarity with the needs and buying behaviors of digital-native companies—including SaaS startups, AI-first businesses, e-commerce platforms, Web3 companies, and dev-centric teams—and experience with GTM motions targeting them.
• Comfort operating as a player-coach, leading a team while staying close to key deals.
• 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, with the ability to influence internally and externally.
• Entrepreneurial mindset and comfort navigating ambiguity and executing quickly in a fast-scaling environment.

Responsibilities

• Lead and execute the direct sales strategy for the segment, acquiring, growing, and retaining customers across startups, SaaS, generative AI, Web3, and other digital-native verticals.
• Own pipeline and revenue attainment for the team from lead through close.
• Coach the team on negotiations, deal structuring, and closing key accounts, and participate in strategic deals as needed.
• Enable the team to communicate the value of DigitalOcean’s Droplets, Kubernetes, App Platform, and GPU offerings to technical and business decision-makers.
• Build relationships with key customers, prospects, and ecosystem influencers.
• Partner with Marketing, Product, and Revenue Operations on targeted campaigns, ABM programs, events, and other efforts to create predictable pipeline.
• Represent customer perspectives to Product, Engineering, and AI GTM teams, sharing field insights on product-market fit and new opportunities.
• Recruit, hire, and develop Account Executives and front-line managers, fostering performance, accountability, and continuous improvement.
• 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 to sales leadership and own team operational KPIs.
• Manage territories, quota allocation, and performance against targets in partnership with Sales/Revenue Operations.
• Track and report pipeline generation, conversion rates, deal velocity, average contract value, and cost of sale to support data-driven decisions.
• Work with Revenue Operations to refine sales processes, optimize CRM usage, and ensure the team has appropriate tools and data.

Benefits

• Reimbursement for relevant conferences, training, and education, subject to company policy.
• Flexible time off.
• Local team meetups.
• Mental health and well-being support.
• Potential eligibility for incentive compensation under the applicable sales compensation plan.
• Potential eligibility for a new-hire equity grant.
• In participating countries, potential opportunity to participate in the Employee Stock Purchase Program.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed