Enterprise Account Manager

Digital.ai; Raleigh (NC); On-site; USD 120,000 - 160,000; Full time

Benefits offered by this job

Comprehensive health benefits

Professional development

Flexible working arrangements

Global distributed team

Job summary

Digital.ai is seeking an Enterprise Account Manager to own the commercial relationship with a portfolio of its largest strategic customers. You will lead renewals, drive expansion and cross-sell across the full Digital.ai portfolio, and build executive relationships to sustain multi-year partnerships.

You will develop account plans, map whitespace, and orchestrate the extended team, including sales engineering, customer success, product, deal desk, and legal.

Qualifications

• 8+ years of enterprise software sales or strategic account management.
• Domain experience in DevOps, application security, continuous testing, or agile planning.
• Proven track record growing large, complex accounts with seven-figure, multi-year agreements.
• Experience using MEDDPICC or a comparable framework.
• Executive presence and ability to build durable relationships from practitioner to C-level.
• Cross-functional account team leadership coordinating multiple functions.
• Strong negotiation skills across procurement and legal cycles on large renewals.
• Forecast discipline in Salesforce.
• Willingness to travel to customer sites as needed.

Responsibilities

• Own the commercial relationship with a named portfolio of Digital.ai’s largest strategic customers.
• Lead renewals, drive expansion and cross-sell across the full Digital.ai portfolio.
• Develop account plans, map whitespace, and orchestrate the extended team around the account.
• Build and maintain an executive cadence with key customers.
• Maintain an accurate renewal and expansion forecast in Salesforce.

Skills

Enterprise sales

Strategic accounts

Executive relationships

MEDDPICC

Forecasting

Cross-functional leadership

Negotiation

Tools

Salesforce

Job description

Digital.ai is the only AI-powered software delivery platform purpose-built for the enterprise, enabling the world’s largest organizations to build, test, secure, and deliver high-quality software. By unifying

AI-driven insights, automation, and security across the software development lifecycle, Digital.ai empowers enterprises to deliver innovation with confidence. Trusted by 5,000 global enterprises, Digital.ai is redefining how enterprises build better software in an AI-driven world. Additional information about Digital.ai can be found at digital.ai and on Twitter, LinkedIn, and YouTube.

Our space and our audience:

We help our customers innovate and transition to cloud and modern architectures, deliver strong developer experience while maintaining security and control with platform engineering capabilities, develop quality and secure mobile apps, and leverage and manage AI in the SDLC. Our global clients lead their industries as innovators in digitization across financial services, retail, telco, public services, technology, manufacturing, transportation, and energy with our AI-powered DevSecOps platform. We currently serve:

• Over 50% of Fortune 100 companies
• 8 of 10 top banks
• 5 of 10 largest gaming companies
• 5 of 10 global airlines

About the Role

As a Enterprise Account Manager, you will own the commercial relationship with a named portfolio of Digital.ai’s largest strategic customers. You are accountable for the growth of these accounts: leading renewals, driving expansion and cross-sell across the full Digital.ai portfolio, and building the executive relationships that sustain multi-year partnerships.

You will develop the account plan for each customer, map the whitespace, and orchestrate the extended team around the account, including sales engineering, customer success, product, deal desk, and legal. This is a quota-carrying sales role. Customer success owns adoption and delivery outcomes. - You will own the outcomes.

What your impact and success will look like:

Within 1 month:

• Complete onboarding on the full Digital.ai portfolio and the platform story we take to market
• Meet the extended team supporting your accounts across sales engineering, customer success, renewals, product, and deal desk
• Begin account transitions, joining live customer calls alongside current owners
• Baseline each account: contract dates, entitlements, install base, open risks, and whitespace

Within 3 months:

• Full ownership of your named accounts as the single commercial point of contact
• Account plans in place covering stakeholder maps, renewal timelines, and qualified expansion opportunities
• An established executive cadence with key customers
• An accurate renewal and expansion forecast in Salesforce, maintained weekly

Within 6 months:

• Renewal and expansion targets delivered on your book
• Cross-sell progress in accounts that own a single product today
• Multi-threaded relationships in every top account, including the economic buyer
• a 12-month growth plan for each account, reviewed with sales leadership

What you will bring

• 8+ years of enterprise software sales or strategic account management, carrying a quota that covers renewals and expansion
• Domain experience in DevOps, application security, continuous testing, or agile planning is a must
• A track record of growing large, complex accounts, including seven-figure, multi-year agreements
• Disciplined qualification. You run MEDDPICC or a comparable framework and apply it to expansion opportunities as rigorously as new business.
• Executive presence and the ability to build durable relationships from practitioner to C-level
• Cross-functional orchestration. You lead the account team, coordinating sales engineering, customer success, product, services, deal desk, and legal against a shared plan.
• Strong negotiation skills across procurement and legal cycles on large renewals
• Forecast discipline in Salesforce
• Willingness to travel to customer sites as needed

What makes Digital.ai a great place to be?

Digital.ai offers benefits such as:

• Comprehensive health benefits options
• Unlimited access to continuous learning and professional development with TalentLMS
• Flexible working arrangements
• Opportunity to work with a diverse, globally distributed team

All are welcome to apply. We maintain compliance with federal, state, and local laws that prohibit employment discrimination on the basis of age, race, color, gender, identity, gender expression, sex, pregnancy, national origin, ancestry, religion, physical or mental ability, medical condition, sexual orientation, marital status, citizenship status, protected military or veteran status, and all other protected classifications. We welcome everyone and believe that diversity is the foundation of innovation.

For individuals with disabilities who would like to request accommodation, please advise us within your job application or cover letter.