Account Executive - Commercial

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. We value winning together—while learning, having fun, and making a profound difference for the dreamers and builders in the world.

We are looking for an Account Executive who is passionate about empowering developers with simple, scalable cloud infrastructure that helps bring their ideas to life.

As an Account Executive, you will join a dynamic team dedicated to revolutionizing cloud computing and AI. You will act as a strategic advisor to venture-backed, AI-native startups, translating their massive inferencing needs into scalable, cost-effective solutions on DigitalOcean. Operating at this level, you will leverage your advanced subject-matter expertise to drive meaningful organizational change, autonomously navigating the unique pacing of the startup ecosystem while influencing cross-functional teams to deliver exceptional customer outcomes. This role is for a builder who is ready to shape our footprint in the AI space and become a cornerstone of our growth among next-generation tech innovators.

• Conduct deep discovery and deliver customized demonstrations of DigitalOcean's AI and cloud solutions in order to establish trust and address the intensive inferencing and GPU roadmaps of AI-native startups.

• Prospect, qualify, and develop net-new relationships within the venture capital ecosystem and high-growth startup communities in order to generate scalable, seven-figure revenue streams.

• Land, adopt, expand, and deepen relationships with technical founders and CTOs in order to maximize customer lifetime value and drive platform adoption for high-compute workloads.

• Develop and execute a comprehensive territory sales strategy targeting companies with $1M+ annual cloud spends in order to consistently achieve or exceed quarterly and annual quotas.

• Collaborate closely with Solutions Architecture, Customer Success, and Product teams in order to deliver a seamless, best-in-class customer experience tailored to the unique demands of AI model deployment and scaling.

• Serve as a trusted advisor to startup leadership in order to align DigitalOcean's evolving AI product suite with their long-term technical growth and Series funding milestones.

• Leverage solution-based selling strategies and meticulous pipeline management in order to independently navigate complex startup purchasing cycles and close strategic, high-value partnerships.

• Technical Breadth: Experience with executing complex sales strategies, backed by a deep understanding of cloud infrastructure (IaaS/PaaS) and the specific compute requirements for AI/ML inferencing at scale.

• Experience with consistently meeting or exceeding annual revenue targets, specifically selling into venture-backed startups or AI-native companies with $1M+ annual cloud spends.

• A deep understanding of solution-based selling methodologies, including managing complex sales cycles with technical founders, delivering compelling presentations, and meticulously organizing pipeline and contact management.

• The "Human" Element: A reputation for making others better, creating an inclusive work environment, and forging long-standing, respectful relationships with both internal cross-functional partners and external venture/startup communities.

• Growth Mindset: A desire to learn, an appetite for feedback, and a "leave it better