Digital.ai

Business Development Rep

• Identify and research potential clients within the target market using various tools and platforms.
• Reach out to leads through cold calling, emails, and social media to generate interest in Digital.ai's software solutions.
• Call & qualify Inbound leads within specified timeframe and assess their potential as sales opportunities.
• Schedule meetings and product demos for the sales team to further engage potential clients.
• Collaborate with marketing and sales teams to develop strategies for lead generation and sales conversion.
• Maintain accurate records of all interactions with prospects in the CRM system.
• Continuously update knowledge on Digital.ai’s products and industry trends to effectively communicate value propositions to prospects.

Business Development Representative

Sales

• Map and Prioritize Coverage Gaps: Conduct a rigorous analysis of the current partner landscape across the Globe, including U.S. Federal, for Agility and DevOps. Identify whitespace territories, underperforming segments, and markets where the direct sales team lacks bandwidth or reach. Build a targeted recruitment plan to address those gaps with high-fit partners.
• Recruit Strategic Partners: Identify, qualify, and activate regional SIs and resellers with demonstrated expertise in DevOps, Agility, or adjacent enterprise software categories. Prioritize partners with active customer relationships in target verticals and geographies.
• Own the Partner Business Plan: Lead structured joint business planning with each strategic partner, establishing revenue targets, coverage commitments, enablement milestones, co-sell activity goals, and comprehensive quarterly business reviews.
• Drive Partner-Sourced and Partner-Influenced Pipeline: Work side-by-side with partners to identify, qualify, and progress opportunities. Hold partners accountable to pipeline creation targets and actively co-sell on strategic deals.
• Achieve Sales Targets: Own and deliver assigned partner revenue targets, forecast accuracy, and strategic objectives across the Global partner book of business. Maintain clean pipeline hygiene in Salesforce.
• Expand Cloud Marketplace Revenue: Develop and execute a marketplace go-to-market strategy with AWS, Google Cloud, and Azure. Build relationships with marketplace sales teams to drive co-sell referrals, private offers, and committed spend alignment.
• Manage Channel Conflict Proactively: Define and maintain clear rules of engagement between direct and indirect teams. Resolve conflict quickly and fairly to protect partner trust and prevent impact on active opportunities.
• Own End-to-End Enablement: Deliver a structured onboarding and ongoing enablement program for each partner, including sales training, SE certification, competitive positioning, and services alignment, so every partner can sell and deliver Digital.ai solutions independently.
• Maintain the Partner Portal: Oversee the partner portal as the operational hub of the ecosystem — deal registration, content library, certification tracking, and pipeline visibility. Ensure it is current, intuitive, and actively used.
• Drive Partner Marketing Execution: Partner with Digital.ai’s marketing team to co-develop demand generation campaigns, event participation, joint messaging, and co-branded assets. Translate marketing programs into partner-level action plans with measurable pipeline outcomes.
• Serve as the Internal Advocate for Partners: Represent partner needs and feedback across sales, product, customer success, and executive leadership. Ensure Digital.ai’s programs, pricing, and processes make it easy for partners to do business with us.

Global Channels Sales Specialist

Account Executive

• Identify and target potential clients in various industries, focusing on AppSec and Testing needs.
• Conduct thorough market research to understand customer requirements and trends in automated mobile and browser testing.
• Develop and maintain a robust pipeline of sales opportunities through proactive outreach and networking.
• Present and demonstrate Digital.AI's AppSec and Testing solutions with your Systems Engineer counterpart to prospective clients, highlighting the unique value propositions.
• Collaborate with the marketing team to align sales strategies with promotional activities and campaigns.
• Negotiate contracts and close sales, ensuring favorable terms for both the client and Digital.AI.
• Stay up to date on industry developments and competitor offerings to effectively position Digital.AI in the market.
• Participate in industry events, conferences, and networking opportunities to promote brand awareness and generate leads.

Account Executive, Appsec/Testing

DevOps Engineer

• Identify and target potential clients in various industries, focusing on Devops needs.
• Conduct thorough market research to understand customer requirements and trends in Devops.
• Develop and maintain a robust pipeline of sales opportunities through proactive outreach and networking.
• Present and demonstrate Digital.AI's Devops solutions with your Systems Engineer counterpart to prospective clients, highlighting the unique value propositions.
• Collaborate with the marketing team to align sales strategies with promotional activities and campaigns.
• Negotiate contracts and close sales, ensuring favorable terms for both the client and Digital.AI.
• Stay up to date on industry developments and competitor offerings to effectively position Digital.AI in the market.
• Participate in industry events, conferences, and networking opportunities to promote brand awareness and generate leads.

Account Executive, DevOps

• Identify and target potential clients in various industries, focusing on Application Security needs.
• Conduct thorough market research to understand customer requirements and trends in Appsec.
• Develop and maintain a robust pipeline of sales opportunities through proactive outreach and networking.
• Present and demonstrate Digital.AI's Appsec solutions with your Sales Engineer counterpart to prospective clients, highlighting the unique value propositions.
• Collaborate with the marketing team to align sales strategies with promotional activities and campaigns.
• Negotiate contracts and close sales, ensuring favorable terms for both the client and Digital.AI.
• Stay up to date on industry developments and competitor offerings to effectively position Digital.AI in the market.
• Participate in industry events, conferences, and networking opportunities to promote brand awareness and generate leads.