Account Executive – Named Account

DigitalOcean

. Collaborate with Forward-Deployed Engineering, Solutions Architecture, Customer Success, and Product teams to deliver a best-in-class customer experience .

Posted 10/9/2026full-timeRemote • California • United StatesMid-LevelSenior💰 $100,000 - $125,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in solution-based selling and managing complex sales cycles, particularly within the cloud infrastructure and AI sectors. Proven ability to build relationships with technical founders and CTOs while achieving significant revenue targets.

Highest-signal resume keywords

Solution-Based SellingCloud Infrastructure (IaaS/PaaS)AI/ML InferencingPipeline ManagementSales Strategy Development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ExecutionRevenue Target AchievementPresentation DeliveryMulti-Stakeholder Sales MotionsComplex Sales Cycle Management

Soft Skills

Relationship BuildingEntrepreneurial DriveDesire to LearnFeedback Acceptance

Industry Keywords

AI-Native StartupsVenture-Backed StartupsCustomer ExperienceTechnical GrowthGPU Workloads

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Collaborate with Forward-Deployed Engineering, Solutions Architecture, Customer Success, and Product teams to deliver a best-in-class customer experience
Conduct deep discovery and deliver customized demonstrations of DigitalOcean's AI and cloud solutions
Establish trust and address inference and GPU workloads of AI-native startups
Land, adopt, expand, and deepen relationships with technical founders and CTOs
Develop and execute territory sales strategies targeting companies with $10M+ annual cloud spends
Achieve or exceed quarterly and annual quotas
Serve as a trusted advisor to startup leadership
Align DigitalOcean's AI product suite with customers' long-term technical growth
Use solution-based selling and pipeline management to navigate complex purchasing cycles
Close strategic, high-value partnerships

Requirements

What you’ll need

Experience executing multi-stakeholder sales motions
Deep understanding of cloud infrastructure (IaaS/PaaS)
Understanding of compute requirements for AI/ML inferencing at scale
Experience consistently meeting or exceeding annual revenue targets
Experience selling into venture-backed startups or AI-native companies with $10M+ annual cloud spends
Deep understanding of solution-based selling methodologies
Experience managing complex sales cycles with technical founders
Experience delivering compelling presentations
Meticulous pipeline and contact management
Ability to build respectful relationships with internal cross-functional partners and external venture/startup communities
Desire to learn and accept feedback
Entrepreneurial drive and ownership mindset

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
Employee Stock Purchase Program for eligible employees
Remote work arrangement
Equal-opportunity employment