[Hiring] Director of Sales @DigitalOcean

Role Description

We are looking for a Director of Sales for DigitalOcean’s core services who is passionate about startups and digital-native enterprises fueling the next wave of SaaS, FinTech, and AI innovation. As Director of Sales, you will build and lead a high-performing team of Account Executives (and the front-line managers who support them) focused on acquiring and expanding the most promising SaaS, FinTech, and AI startups, from stealth founders to rapidly scaling teams. You will balance hands-on deal involvement with team leadership, creating a customer-obsessed sales culture and working across the organization so the world’s top innovators have the simple, powerful cloud they need to succeed. This is a high-impact role that directly drives revenue through new customer acquisition and existing account expansion.

Responsibilities

• Sales Leadership & Execution
  • Lead and execute the direct sales strategy for your segment, focused on acquiring, growing, and retaining customers across startups, SaaS, generative AI, Web3, and other digital-native verticals.
  • Own pipeline and revenue attainment for your team, from lead to close.
  • Coach and support the team on negotiations, deal structuring, and closing key accounts, and step in on strategic deals as needed.
  • Enable the team to articulate the value of DigitalOcean’s platform, including Droplets, Kubernetes, App Platform, and GPU offerings, to both technical and business decision-makers.
  • Build relationships with key customers, prospects, and ecosystem influencers.
• Go-To-Market Partnership
  • Partner with Marketing, Product, and Revenue Operations to turn GTM strategy into predictable pipeline, including targeted campaigns, ABM programs, and events.
  • Serve as the voice of the customer to Product, Engineering, and AI GTM teams, bringing field insights on product-market fit and new opportunities.
• Team Building & Enablement
  • Recruit, hire, and develop Account Executives and front-line managers, fostering a culture of high performance, accountability, and continuous improvement.
  • Partner with Enablement on onboarding, product and sales methodology training, and career development.
  • Implement and reinforce a consistent sales methodology and process.
• Operational Excellence
  • Deliver accurate forecasts to sales leadership and own the team’s operational KPIs.
  • Manage territories, quota allocation, and performance against targets, in partnership with Sales/Revenue Operations.
  • Track and report on key metrics, including pipeline generation, conversion rates, deal velocity, average contract value, and cost of sale, to drive data-driven decisions.
  • Work with Revenue Operations to refine sales processes, optimize CRM usage, and ensure the team has the right tools and data.

Qualifications

• 10+ years of experience in technical sales or business development within cloud infrastructure, SaaS, or AI/ML, including 5+ years leading sales teams and managers with measurable revenue impact.
• Proven success recruiting, onboarding, and coaching Account Executives, and working alongside solution architects and technical account managers.
• Understanding of cloud concepts and technologies (IaaS, PaaS, containers, Kubernetes, developer tools, AI/ML frameworks, GPU workloads) and the ability to engage credibly with technical and commercial stakeholders.
• Familiarity with the needs and buying behaviors of digital-native companies, such as SaaS startups, AI-first businesses, e-commerce platforms, Web3 companies, and dev-centric teams, and experience with GTM motions targeting them.
• Comfort operating as a player-coach, leading a team while staying close to key deals.
• 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, with the ability to influence internally and externally.
• Entrepreneurial mindset with comfort navigating ambiguity and executing quickly in a fast-scaling environment.

Requirements

• Compensation Range: $230,000 - $260,000
• Non-sales roles: In addition to base salary, this role is eligible to participate in DigitalOcean’s annual bonus plan and may be eligible for a new hire equity grant, subject to plan terms and local eligibility. Bonus amounts depend on company and individual performance.
• Sales roles (sales compensation eligible): In addition to base salary, this role may be eligible to earn incentive compensation under the applicable sales compensation plan and may be eligible for a new hire equity grant, subject to plan terms and local eligibility.
• This is a remote role.

Benefits

• We innovate with purpose.
• We prioritize career development.
• We care about your well-being.
• We reward our employees.