Director, Sales at DigitalOcean

United States

$230k - $260k

<div class="content-intro"><p>Dive in and do the best work of your career at DigitalOcean. Journey alongside a strong community of top talent who are relentless in their drive to build the simplest scalable cloud. If you have a growth mindset, naturally like to think big and bold, and are energized by the fast-paced environment of a true industry disruptor, you’ll find your place here. &nbsp;We value winning together—while learning, having fun, and making a profound difference for the dreamers and builders in the world.&nbsp;</p></div><p>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.</p> <p>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.</p> <p>This is a high-impact role that directly drives revenue through new customer acquisition and existing account expansion.</p> <h3><strong>Responsibilities</strong></h3> <p><strong>Sales Leadership &amp; Execution</strong></p> <ul> <li>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.</li> <li>Own pipeline and revenue attainment for your team, from lead to close.</li> <li>Coach and support the team on negotiations, deal structuring, and closing key accounts, and step in on strategic deals as needed.</li> <li>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.</li> <li>Build relationships with key customers, prospects, and ecosystem influencers.</li> </ul> <p><strong>Go-To-Market Partnership</strong></p> <ul> <li>Partner with Marketing, Product, and Revenue Operations to turn GTM strategy into predictable pipeline, including targeted campaigns, ABM programs, and events.</li> <li>Serve as the voice of the customer to Product, Engineering, and AI GTM teams, bringing field insights on product-market fit and new opportunities.</li> </ul> <p><strong>Team Building &amp; Enablement</strong></p> <ul> <li>Recruit, hire, and develop Account Executives and front-line managers, fostering a culture of high performance, accountability, and continuous improvement.</li> <li>Partner with Enablement on onboarding, product and sales methodology training, and career development.</li> <li>Implement and reinforce a consistent sales methodology and process.</li> </ul> <p><strong>Operational Excellence</strong></p> <ul> <li>Deliver accurate forecasts to sales leadership and own the team’s operational KPIs.</li> <li>Manage territories, quota allocation, and performance against targets, in partnership with Sales/Revenue Operations.</li> <li>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.</li> <li>Work with Revenue Operations to refine sales processes, optimize CRM usage, and ensure the team has the right tools and data.</li> </ul> <h3><strong>Qualifications</strong></h3> <ul> <li>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.</li> <li>Proven success recruiting, onboarding, and coaching Account Executives, and working alongside solution architects and technical account managers.</li> <li>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.</li> <li>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.</li> <li>Comfort operating as a player-coach, leading a team while staying close to key deals.</li> <li>Strong business acumen and operational discipline, including pipeline management, forecasting, and sales performance metrics.</li> <li>Experience working cross-functionally with Product, Marketing, Legal, Finance, and Customer Success.</li> <li>Excellent communication, negotiation, and executive engagement skills, with the ability to influence internally and externally.</li> <li>Entrepreneurial mindset with comfort navigating ambiguity and executing quickly in a fast-scaling environment.</li> </ul> <h2><strong>Compensation Range:&nbsp;</strong></h2> <ul> <li>$230,000 - $260,000</li> </ul> <ul class="ul1"> <ul class="ul1"> <li class="li1"><em>Non-sales roles</em>: 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.</li> <li class="li1"><em>Sales roles (sales compensation eligible)</em>: 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.</li> </ul> </ul> <p><span style="font-weight: 400;">*This is a remote role</span></p> <p><span style="font-weight: 400; color: rgb(0, 0, 0);">JR: 2026-8342</span></p> <p><span style="color: rgb(0, 0, 0);"><em><span style="font-weight: 400;">#LI-Remote</span></em></span></p><div class="content-conclusion"><h2><strong>Why You’ll Like Working for DigitalOcean</strong></h2> <ul> <li><strong>We innovate with purpose. </strong>You’ll be a part of a cutting-edge technology company with a high-growth trajectory, who are proud to simplify cloud and AI so builders can spend more time creating software that changes the world. As part of our team, you’ll embody our "Shark" mindset: bold, ambitious, and scrappy. You'll lead with a bias for action and take true ownership of our products, customer success, and team culture.</li> <li><strong>We prioritize career development.</strong> At DigitalOcean, you’ll do the best work of your career. You will join a community of exceptional talent, collaborating closely with some of the brightest and most interesting people in the industry. We are a high-performance and fast-paced organization that will always challenge you to think big. Our talent development team prioritizes your professional development and provides resources to support your growth. We provide employees with reimbursement for relevant conferences, training, and education, subject to company policy.&nbsp;</li> <li><strong>We care about your well-being. </strong>We take a comprehensive approach to our total rewards packages because we know different things drive different people. Our benefits are designed to support you and may include flexible time off, local team meetups, and mental health and well being support. Our benefits philosophy is consistent globally, but specific benefits and eligibility vary by location to reflect local needs and regulations.</li> <li><strong>We reward our employees. </strong>The salary range for this position is based on market data, relevant years of experience, and skills. Eligible employees may also receive equity compensation, which may include a new hire equity grant and, in participating countries, the opportunity to participate in our Employee Stock Purchase Program. Equity awards are subject to approval and the terms of the applicable plan.</li> <ul> <li><em>Non-sales roles</em>: 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.</li> <li><em>Sales roles (sales compensation eligible)</em>: 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.</li> </ul> <li><strong>DigitalOcean is an equal-opportunity employer. </strong>We do not discriminate on the basis of race, sex, disability, protected veteran status, or any other characteristic protected by applicable law.</li> </ul> <p><strong>Application Limit:</strong> You may apply to a maximum of 3 positions within any 180-day period. This policy promotes better role-candidate matching and encourages thoughtful applications where your qualifications align most strongly.</p></div>