Director, Sales

The role

You will build and lead a team of Account Executives and managers focused on acquiring and expanding customers in the SaaS, FinTech, and AI sectors. You will balance hands-on deal involvement with team leadership to drive revenue through new customer acquisition and account expansion.

What you will do

• Lead and execute direct sales strategy for startups, SaaS, generative AI, Web3, and other digital-native verticals.
• Own pipeline and revenue attainment for the team.
• 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 the value of DigitalOcean’s platform.
• Build relationships with key customers, prospects, and ecosystem influencers.
• Partner with Marketing, Product, and Revenue Operations on GTM strategy.
• Serve as the voice of the customer to Product, Engineering, and AI GTM teams.
• Recruit, hire, and develop Account Executives and front-line managers.
• Deliver accurate forecasts and manage team operational KPIs.

Required qualifications

• 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 cloud concepts and technologies including IaaS, PaaS, containers, Kubernetes, developer tools, AI/ML frameworks, and GPU workloads.
• Ability to engage credibly with technical and commercial stakeholders.
• Familiarity with the needs and buying behaviors of digital-native companies.
• Experience with 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.
• Experience working cross-functionally with Product, Marketing, Legal, Finance, and Customer Success.
• Excellent communication, negotiation, and executive engagement skills.

Benefits

• Incentive compensation under the applicable sales compensation plan.
• New hire equity grant.
• Reimbursement for relevant conferences, training, and education.
• Flexible time off.
• Local team meetups.
• Mental health and well being support.
• Opportunity to participate in Employee Stock Purchase Program in participating countries.

Before you apply

• You may apply to a maximum of 3 positions within any 180-day period.

About the company

DigitalOcean is a technology company that builds simple scalable cloud services. They aim to simplify cloud and AI for builders.