Director, Sales

DigitalOcean

. Build and lead a high-performing team of Account Executives and front-line managers .

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

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading high-performing sales teams, executing direct sales strategies, and managing pipeline and revenue attainment in cloud infrastructure and SaaS environments. Proficient in coaching teams on negotiations and deal structuring while collaborating cross-functionally to drive customer insights and optimize sales processes.

Highest-signal resume keywords

10+ Years Technical Sales Experience5+ Years Sales Team LeadershipProven Success Recruiting Account ExecutivesUnderstanding Of IaaS, PaaS, And KubernetesStrong Business Acumen And Operational Discipline

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Technical SalesBusiness DevelopmentPipeline ManagementForecastingSales Performance MetricsNegotiationDeal StructuringSales MethodologyRevenue AttainmentCustomer Relationship Management

Soft Skills

Excellent CommunicationExecutive EngagementCoachingEntrepreneurial MindsetComfort Navigating Ambiguity

Tools & Technologies

CRM ToolsDigitalOcean PlatformKubernetesAI/ML FrameworksDeveloper Tools

Industry Keywords

Cloud InfrastructureSaaSGenerative AIWeb3Digital-Native CompaniesGTM StrategyE-Commerce PlatformsAI-First BusinessesDev-Centric TeamsSales Methodology Training

Tech Stack

Tools & technologies

CloudKubernetesWeb3

About the role

Key responsibilities & impact

Build and lead a high-performing team of Account Executives and front-line managers
Lead and execute the direct sales strategy for the segment
Acquire, grow, and retain customers across startups, SaaS, generative AI, Web3, and other digital-native verticals
Own pipeline and revenue attainment from lead to close
Coach the team on negotiations, deal structuring, and closing key accounts
Participate in strategic deals as needed
Enable the team to articulate DigitalOcean’s platform value, including Droplets, Kubernetes, App Platform, and GPU offerings
Build relationships with customers, prospects, and ecosystem influencers
Partner with Marketing, Product, and Revenue Operations on GTM strategy, campaigns, ABM programs, and events
Represent customer insights 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
Potential new hire equity grant, subject to plan terms and local eligibility
Equity compensation may include participation in the Employee Stock Purchase Program 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