Account Executive - Commercial

DigitalOcean; United States; Remote; USD 100,000 - 125,000; Full time

Job summary

DigitalOcean is seeking an Enterprise Account Executive II to empower AI-native startups with scalable cloud infrastructure. You will act as a strategic advisor, translating startup inferencing needs into cost-effective solutions while partnering with cross-functional teams to deliver exceptional outcomes.

In this remote role, you will target venture-backed startups, build multi-million-dollar pipelines, and drive adoption of high-compute workloads across CTOs and technical founders.

Qualifications

• Experience selling to AI-native startups with $1M+ annual cloud spends.
• Proven track record of meeting revenue targets.
• Strong pipeline management and solution-based selling.

Responsibilities

• Develop and execute a territory sales plan for AI/compute workloads.
• Prospect, qualify, and close seven-figure deals with startups.
• Collaborate with Solutions Architecture, CS, and Product teams.
• Serve as trusted advisor to startup leadership and CTOs.
• Navigate complex purchase cycles and drive platform adoption.

Skills

Cloud infrastructure

AI/ML inference compute

Enterprise sales experience

Startups & VC ecosystem

Job description

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 Enterprise Account Executive who is passionate about empowering developers with simple, scalable cloud infrastructure that helps bring their ideas to life.

As an Account Executive II, 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.

What You’ll Do:

• 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.

What You’ll Add:

• 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 than you found it" attitude, coupled with the entrepreneurial drive to treat the company’s strategic targets as your own.

Compensation Range:

• Base Salary Range: $100,000 - $125,000
• On‑Target Earnings (OTE): $200,000 - $250,000

*This is a remote role

Why You’ll Like Working for DigitalOcean

• We innovate with purpose. You’ll be a part of a cutting‑edge technology company with an upward trajectory, who are proud to simplify cloud and AI so builders can spend more time creating software that changes the world. As a member of the team, you will be a Shark who thinks big, bold, and scrappy, like an owner with a bias for action and a powerful sense of responsibility for customers, products, employees, and decisions.
• We prioritize career development. At DO, you’ll do the best work of your career. You will work with some of the smartest and most interesting people in the industry. We are a high‑performance organization that will always challenge you to think big. Our organizational development team will provide you with resources to ensure you keep growing. We provide employees with reimbursement for relevant conferences, training, and education. All employees have access to LinkedIn Learning’s 10,000+ courses to support their continued growth and development.
• We care about your well‑being. Regardless of your location, we will provide you with a competitive array of benefits to support you from our Employee Assistance Program to Local Employee Meetups to flexible time off policy, to name a few. While the philosophy around our benefits is the same worldwide, specific benefits may vary based on local regulations and preferences.
• We reward our employees. The salary range for this position is based on market data, relevant years of experience, and skills. You may qualify for a bonus in addition to base salary; bonus amounts are determined based on company and individual performance. We also provide equity compensation to eligible employees, including equity grants upon hire and the option to participate in our Employee Stock Purchase Program.
• DigitalOcean is an equal‑opportunity employer. We do not discriminate on the basis of race, religion, color, ancestry, national origin, caste, sex, sexual orientation, gender, gender identity or expression, age, disability, medical condition, pregnancy, genetic makeup, marital status, or military service.