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.

Account Executive, Appsec

• Strategic direction for Sales in the Americas, as a thought leader with primary responsibility for developing and executing innovative strategies to achieve business objectives and meet company goals.
• Develop and maintain a sound business plan, analyzing market data and communicating opportunities to senior leadership. Analyze operating results of business and take necessary steps to correct shortfalls in performance. Contribute to development of regional sales plan, budgets and forecasts.
• Deliver business for the company from the Americas, exceeding goals in revenue, operational or product delivery performance. Drive additional growth opportunities to include expansion with existing customers and new logos.
• Lead and develop the NA East Account Executive Team in meeting sales and growth objectives. Guide and support Sales Teams in sales strategy and marketing plan implementation. Recruit top talent to nurture a world class Sales Team.
• Implement overall sales process, set and manage the appropriate metrics (MEDDPIC) for sales funnel management. Define and improve a sales workflow to achieve repeatable success. Encourage sales team to serve as customer voice throughout the customer life cycle to maximize customer satisfaction, adoption, and opportunities to grow.
• Make strategic resource allocation decisions across the Americas Sales Team to orchestrate efficient and profitable growth in revenue and company impact.
• Effectively collaborate with cross functional teams such marketing, customer success, professional services, sales consulting and others to execute the sales plan.

VP Sales – Americas

Sales Engineer

• Operate in French (Business-Critical): Lead full customer engagements in French, including discovery, workshops, and executive presentations; collaborate internally in English.
• Drive Sales Outcomes: Apply structured qualification (e.g., Command of the Message), establish clear next steps, and maintain deal momentum across new logo and expansion opportunities.
• Deliver High-Impact Communication: Present with clarity and authority to both executives (business value, risk, outcomes) and practitioners (technical depth, architecture).
• Own Technical Discovery and Solutioning: Translate customer challenges into structured discovery, solution hypotheses, and value-led narratives aligned to business priorities.
• Cover the DevSecOps Portfolio: Position solutions across Application Security, Testing, DevOps, and Agility, with a solid grasp of CI/CD, cloud-native architectures, and automation.
• Design and Articulate Architectures: Build end-to-end solution designs across complex toolchains, including integrations, APIs, and data flows aligned to customer environments.
• Maintain Technical Ownership and Execution Discipline: Own technical threads throughout the sales cycle, ensuring rigorous follow-up, preparation, and continuity across stakeholders.
• Operate within a Cross-Functional team: Collaborate across Sales, Product, Engineering, and Customer Success, while representing the company credibly in customer and market-facing forums.