Account Executive

Summary

Join Digital.ai as an Account Executive and drive multi-million dollar sales of our AI-powered DevSecOps platform to Fortune 100 companies and public sector clients. You will leverage your strategic sales expertise and technical understanding of the software delivery lifecycle to build relationships with C-suite executives, line of business leaders, and developers. This role involves managing the entire sales cycle, from opportunity qualification to closing deals and ensuring customer success. You will utilize modern digital selling tools and collaborate with cross-functional teams to achieve sales goals and expand existing customer portfolios. The ideal candidate possesses a proven track record of success in closing large software sales deals, strong stakeholder engagement skills, and a deep understanding of the software delivery lifecycle. Digital.ai offers a competitive compensation plan, robust benefits, unlimited PTO, and flexible remote work arrangements.

Requirements

• Amazing track record of success in the end-to-end execution of multi-million-dollar software sales opportunities at F100 companies in the US, from identifying through to closing, resulting in consistently attaining/exceeding quotas
• Strong experience in engaging stakeholders throughout the customer organization in the sales process - from executive alignment in the C-suite to line of business owners to software development teams
• Trusted advisor executive presence with a keen sense of the uniqueness of your customer’s business
• Your experience building value-driven, trusted, and lasting relationships with customer stakeholders, including a solid track record of C-Level and LOB relationships
• Strong technical chops in the Software Delivery Life Cycle (i.e DevOps, Monitoring, Security, incident/change management , etc.) or other technically complex platform solution – and a love of always learning more in our dynamic technology industry
• Go getter attitude with the drive to create excitement around our solutions and transforming how they deliver value
• Your strong commercial/financial orientation and instinct, with a track record of building and articulating compelling commercial/financial proposals and leading power negotiations that lead to win-win outcomes with customers
• Your meticulous attention to detail and experience with MEDDPICC / Command of the message sales methodologies - or other strategic selling methodologies - integrated with SFDC to manage the full sales lifecycle to track your prospect/customer details and opportunities
• Super organization, planning, communication across the extended team, and the discipline to following a complex, multi-level, technology sales process
• Located in the US and able to travel in your assigned territory to meet customers and Digital.ai teams at coworking space

Responsibilities

• Bring your honed strategic sales talent along with your love of bleeding-edge technology and innovation along to lead our AI initiatives with the largest and most strategic companies in the region where you are located
• Close multi-million-dollar sales opportunities through engaging in multi-level client relationships across your strategic customers, including alignment with executives in the C-suite, Line of Business Leaders, Transformation leaders, and the developer community as you take ownership of the entire sales cycle
• Drive a quality end-to-end sales process starting with deeply understanding the customer’s businesses and innovation requirements, to qualifying opportunities, to driving the strategic sales campaign, to negotiating and closing a win – and then preparing our extended teams to deliver success for the customer
• Leverage modern digital selling tools to understand your customers, map out new customer stakeholders, and build out your strategic plans achieve your sales goals through bringing on new logos and expanding existing portfolios with F100 customers
• Help your customers envision the value of Digital.ai’s AI-powered platform while giving them a world-class sales engagement experience
• Gleen your customer relationships with multiple stakeholders to identify their needs and propose solutions on our AI powered DevSecOps platform that deliver value to their business
• Cover your bases throughout the sales cycle with active and regular in-person client engagement, along with leading the involvement of the extended Digital.ai go-to-market teams, executive leadership team, engineering and support teams to build customer confidence
• Give clients full context regarding their project’s scope, budget, and timelines through quality financial and solution proposals
• Lead your extended account team and build strong relationships across the Digital.ai team to collaborate on customer goals, solutions, progress, adoption, and outcomes

Benefits

• A leading technology sales compensation plan, including significant incentives for over-achieving
• Robust benefits options including Medical, Dental, Vision and other plans
• Unlimited Paid Time Off (PTO) program plus recognized holidays
• Unlimited access to continuous learning and professional development with TalentLMS
• Flexible working arrangements in a remote setting
• Opportunity to work with a diverse, globally distributed team