Director, Sales

DigitalOcean

. Lead and execute the direct sales strategy for startups, SaaS, generative AI, Web3, and other digital-native verticals .

Posted 11/7/2026full-timeRemote • California • United StatesLead💰 $230,000 - $260,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading sales strategies for cloud infrastructure and SaaS, with a strong focus on pipeline management, revenue attainment, and team development. Proven ability to collaborate cross-functionally and drive measurable impact through effective communication and negotiation.

Highest-signal resume keywords

Technical Sales LeadershipCloud Infrastructure ExpertisePipeline ManagementAccount Executive RecruitmentSales Methodology Implementation

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Cloud InfrastructureSaaSAI/MLKubernetesIaaSPaaSSales ForecastingPipeline GenerationDeal StructuringSales Performance Metrics

Soft Skills

Excellent CommunicationNegotiation SkillsBusiness AcumenCoachingEntrepreneurial Mindset

Tools & Technologies

CRMSales Methodology ToolsData Analytics ToolsDigitalOcean PlatformABM Programs

Industry Keywords

Digital-Native CompaniesWeb3E-Commerce PlatformsDev-Centric TeamsAI-First Businesses

Tech Stack

Tools & technologies

CloudKubernetesWeb3

About the role

Key responsibilities & impact

Lead and execute the direct sales strategy for startups, SaaS, generative AI, Web3, and other digital-native verticals
Own pipeline and revenue attainment from lead to close
Coach and support the team on negotiations, deal structuring, and closing key accounts
Step in on strategic deals as needed
Enable the team to articulate DigitalOcean’s platform, including Droplets, Kubernetes, App Platform, and GPU offerings
Build relationships with key customers, prospects, and ecosystem influencers
Partner with Marketing, Product, and Revenue Operations on targeted campaigns, ABM programs, events, and predictable pipeline
Serve as the voice of the customer to Product, Engineering, and AI GTM teams
Recruit, hire, and develop Account Executives and front-line managers
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 and own operational KPIs
Manage territories, quota allocation, and performance against targets
Track and report pipeline generation, conversion rates, deal velocity, average contract value, and cost of sale
Refine sales processes, optimize CRM usage, and ensure the team has appropriate tools and data

Requirements

What you’ll need

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
Experience working alongside solution architects and technical account managers
Understanding of IaaS, PaaS, containers, Kubernetes, developer tools, AI/ML frameworks, and GPU workloads
Familiarity with digital-native companies and GTM motions targeting SaaS startups, AI-first businesses, e-commerce platforms, Web3 companies, and dev-centric teams
Comfort operating as a player-coach
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
Entrepreneurial mindset and comfort navigating ambiguity in a fast-scaling environment

Benefits

Comp & perks

Incentive compensation under the applicable sales compensation plan
New hire equity grant may be available, subject to plan terms and local eligibility
Employee Stock Purchase Program may be available in participating countries
Reimbursement for relevant conferences, training, and education, subject to company policy
Flexible time off
Local team meetups
Mental health and well-being support
Professional development resources
Equal-opportunity employment