Head of Sales

Do you ever wonder what happens inside the cloud?

DigitalOcean (NYSE: DOCN) simplifies cloud computing so builders can spend more time creating software that changes the world. With our mission-critical infrastructure and fully managed offerings, DigitalOcean enables startups and small and medium-sized businesses (SMBs) to rapidly deploy and scale modern applications. As a remote-first organization, our employees, like our customers, are based around the world.

The Head of Cloud Computing Sales will be responsible for driving revenue growth through a high-velocity, inbound-fed sales model. This role requires a deep understanding of the developer ecosystem, mastery over the development tracks from Business Development Representatives (BDRs) to Account Executives (AEs), and a passion for establishing leading and lagging metrics as well as the unit economics that fuel the sales team. The ideal candidate will have a proven track record of scaling sales teams in a PLG environment and a strong passion for cloud infrastructure and AI/ML technologies.

What You’ll Do:

1. Sales Strategy and Execution:
• Develop and execute a comprehensive sales strategy that aligns with DigitalOcean’s business objectives and leverages the PLG model.
• Drive revenue growth across core DigitalOcean products and AI/ML offerings through an inbound-fed, high-velocity sales model.
• Continuously optimize sales processes and methodologies to improve efficiency and effectiveness.
2. Team Leadership and Development:
• Build, lead, and mentor a high-performing sales team, including BDRs and AEs.
• Implement development tracks and training programs to ensure continuous professional growth and advancement within the sales team.
• Foster a culture of accountability, collaboration, and innovation.
3. Metrics and Performance Management:
• Establish and track key performance indicators (KPIs) to measure and manage sales performance.
• Analyze leading and lagging metrics to identify trends, opportunities, and areas for improvement. Accurately predict and forecast the business working closely with your rev ops counterpart
• Ensure the sales team meets or exceeds revenue targets and other performance goals.
4. Unit Economics and Financial Management:
• Monitor and manage the unit economics of the sales team, including customer acquisition cost (CAC), lifetime value (LTV), and other relevant metrics.
• Work closely with finance and operations teams to ensure alignment on budget and financial targets.
5. Inbound Sales and Demand Generation:
• Collaborate with growth marketing to optimize inbound demand generation strategies and ensure a steady flow of high-quality leads.
• Implement and refine processes to efficiently convert inbound leads into customers.
6. Cross-Functional Collaboration:
• Partner with product, marketing, customer success, and other teams to ensure alignment on go-to-market strategies and customer success.
• Provide feedback to product and marketing teams based on customer insights and market trends.
7. Market Insights and Competitive Analysis:
• Stay informed about industry trends, market dynamics, and the competitive landscape.
• Provide insights and recommendations to the executive team based on market analysis and customer feedback.

What You’ll Add to DigitalOcean:

• Bachelor’s degree in Business, Marketing, or a related field; MBA or advanced degree preferred.
• 10+ years of experience in sales leadership roles, preferably in a PLG or SaaS environment.
• Proven track record of scaling high-velocity sales teams and driving revenue growth.
• Deep understanding of the software developer ecosystem and experience selling to technical audiences.
• Mastery of BDR to AE development tracks and a passion for team development and mentorship.
• Strong analytical skills and experience with metrics-driven management.
• Excellent communication, leadership, and interpersonal skills.
• Passion for cloud infrastructure, AI/ML technologies, and a deep understanding of the associated market dynamics.
• Willingness to travel as needed to meet with customers, partners, and attend industry events

Why You’ll Like Working for DigitalOcean:

• We are proud to work here. You’ll be a part of a cutting-edge technology company with an upward trajectory, who are proud to simplify cloud computing 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 your overall well-being, from one-time work from home stipend to wellness allowance 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 between $228,000 – $348,000 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. 
• We value diversity and inclusion. We are an equal-opportunity employer, and recognize that diversity of thought and background builds stronger teams and products to serve our customers. We approach diversity and inclusion seriously and thoughtfully. 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.

*This is a remote role

#LI-Remote

$228,000 – $348,000