Account Executive – Commercial

DigitalOcean

. Conduct deep discovery and deliver customized demonstrations of DigitalOcean's AI and cloud solutions .

Posted 10/6/2026full-timeRemote • California • United StatesMid-LevelSenior💰 $100,000 - $125,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in executing complex sales strategies within the cloud infrastructure domain, particularly targeting venture-backed startups and AI-native companies. Proven ability to build and maintain relationships with technical founders and CTOs while achieving revenue targets through solution-based selling methodologies.

Highest-signal resume keywords

Complex Sales StrategiesCloud Infrastructure (IaaS/PaaS)Solution-Based SellingPipeline ManagementRelationship Building

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy ExecutionAI/ML Inferencing UnderstandingRevenue Target AchievementPresentation DeliverySales Cycle Management

Soft Skills

CollaborationAdvisory SkillsRelationship Forging

Industry Keywords

Venture Capital EcosystemHigh-Growth StartupsDigitalOcean AI Product SuiteTechnical FoundersCloud Spending

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Conduct deep discovery and deliver customized demonstrations of DigitalOcean's AI and cloud solutions
Prospect, qualify, and develop net-new relationships within the venture capital ecosystem and high-growth startup communities
Land, adopt, expand, and deepen relationships with technical founders and CTOs
Develop and execute a territory sales strategy targeting companies with $1M+ annual cloud spends
Achieve or exceed quarterly and annual quotas
Collaborate with Solutions Architecture, Customer Success, and Product teams
Serve as a trusted advisor to startup leadership
Align DigitalOcean's AI product suite with customers' technical growth and Series funding milestones
Use solution-based selling strategies and pipeline management to close strategic, high-value partnerships

Requirements

What you’ll need

Experience executing complex sales strategies
Deep understanding of cloud infrastructure (IaaS/PaaS)
Understanding of compute requirements for AI/ML inferencing at scale
Experience meeting or exceeding annual revenue targets
Experience selling into venture-backed startups or AI-native companies with $1M+ annual cloud spends
Understanding of solution-based selling methodologies
Experience managing complex sales cycles with technical founders
Experience delivering compelling presentations
Experience organizing pipeline and contact management
Ability to forge relationships with internal cross-functional partners and external venture/startup communities

Benefits

Comp & perks

Reimbursement for relevant conferences, training, and education
Access to LinkedIn Learning's 10,000+ courses
Employee Assistance Program
Local Employee Meetups
Flexible time off policy
Bonus eligibility based on company and individual performance
Equity grants upon hire for eligible employees
Option to participate in the Employee Stock Purchase Program