Director, Sales

DigitalOcean • New York, NY

3d • $230,000 - $260,000 • Remote

About The Position

DigitalOcean is seeking a Director of Sales for its core services, focused on startups and digital-native enterprises in SaaS, FinTech, and AI. The role leads a high-performing team of Account Executives and front-line managers responsible for acquiring and expanding customers, while balancing hands-on involvement in strategic deals with team leadership. It is a high-impact position that drives revenue through new customer acquisition and existing account expansion. This is a remote role.

Requirements

• 10+ years of experience in technical sales or business development within cloud infrastructure, SaaS, or AI/ML, including 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, and ability to engage credibly with technical and commercial stakeholders.
• Familiarity with the needs and buying behaviors of digital-native companies, such as SaaS startups, AI-first businesses, e-commerce platforms, Web3 companies, and developer-centric teams, and experience with go-to-market 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 the team's pipeline and revenue attainment from lead to 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 platform, including 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 to turn go-to-market strategy into predictable pipeline, including targeted campaigns, ABM programs, and events.
• Represent customer perspectives to Product, Engineering, and AI go-to-market teams, sharing field insights on product-market fit and opportunities.
• Recruit, hire, and develop Account Executives and front-line managers, fostering high 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 the team's operational KPIs.
• Manage territories, quota allocation, and performance against targets in partnership with Sales/Revenue Operations.
• Track and report on pipeline generation, conversion rates, deal velocity, average contract value, and cost of sale to inform decisions.
• Work with Revenue Operations to refine sales processes, optimize CRM usage, and ensure the team has appropriate tools and data.

Benefits

• Potential eligibility for incentive compensation under the applicable sales compensation plan.
• Potential eligibility for a new-hire equity grant.
• Professional development resources and reimbursement for relevant conferences, training, and education, subject to company policy.
• Benefits may include flexible time off, local team meetups, and mental health and well-being support.
• Eligible employees in participating countries may have the 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