DoiT International

Solutions Engineer

• Collaborating with the Account Executive to thoroughly understand the prospect's technical environment, Kubernetes challenges, cost optimization goals, and key business objectives through in-depth technical discovery sessions.
• Owning and driving the technical validation and Proof of Concepts (POCs) specifically for PerfectScale. This includes meticulous POC preparation, proactive management, and ensuring successful technical outcomes, demonstrating clear value and alignment with prospect requirements.
• Developing and delivering compelling and tailored PerfectScale platform demonstrations to prospects, effectively showcasing its capabilities and addressing their specific use cases and concerns.
• Leveraging your analytical skills and deep understanding of Kubernetes to develop compelling business cases and robust ROI analyses that clearly articulate the tangible value, cost savings, and performance improvements achievable with PerfectScale.
• Becoming the go-to expert within the company for PerfectScale, ensuring prospects achieve optimal results and a seamless implementation experience.
• Taking full ownership of the technical win for PerfectScale engagements, guiding prospects through the technical evaluation process, addressing all technical requirements, and building technical confidence in the solution.
• Representing DoiT and PerfectScale at company events and industry conferences, delivering engaging presentations and demonstrations to a wider audience, showcasing our Kubernetes optimization expertise and platform capabilities.
• Ensure timely entry of data into internal business support solutions. Contribute to systems and tools to provide key business information and metrics to highlight performance and effectiveness.

Account Manager

• Establish monthly and quarterly KPI’s with the sales management team and coach your team to consistently exceed those goals
• Oversee day to day team operation and performance, and exceed business KPIs
• Discover training needs and provide coaching on DoiT processes and sales skills
• Serve as the first-line escalation point for deal related challenges and deal reviews/discount approvals for the team
• Work with the individual AMs to deliver QBRs to cloud vendors and mutual customers, when needed
• Templatize reviews with customers - tracking active project timelines, projected spend on respective cloud platforms and feedback on DoiT support & engagement
• Maintain deep knowledge, context, & ownership of DoiT’s Account Management strategy, segmentations, and AE to AM handoff process to ensure that the team maintains a balanced book of business
• The primary focus for Account Management is to drive engagement, growth, and retention with existing customers.
• Collaborate with cross-functional teams to ensure input is captured, and your plan for customers is widely understood

Manager, Account Management

Sales Development Rep

• Set meetings via outbound prospecting through both automated and manually-driven campaigns to achieve daily and monthly pipeline targets.
• Partner closely with Account Executives to ensure tight alignment on territory planning, account prioritization, and feedback loops to maximize pipeline quality.
• Help build and refine our outbound motion by identifying and reaching decision-makers.
• Build, manage, and optimize multi-channel outbound campaigns at scale using various tools like LinkedIn Sales Navigator, ZoomInfo, Clay, etc.
• Own the outbound process end-to-end, from detailed account research to ensuring a qualified meeting is successfully booked for the Account Executive team.
• Partner with leadership to refine messaging, call scripts, and multi-channel outreach strategies to improve conversion rates and outbound effectiveness.
• Support Regional GTM & Marketing activities across digital and onsite formats.
• Clearly communicate compelling value propositions to technical buyers and stay current with the latest product and service information.
• Stay current with the latest offering/product/service information.
• Some travel may be required.

Sales Development Representative

Account Executive

• Own the full sales cycle, consistently hitting (and exceeding) quota and pipeline targets.
• Develop and execute a regional strategy to identify high-growth opportunities and untapped markets.
• Cultivate deep, symbiotic relationships with AWS Sales Leaders and Partner Managers to co-sell and maximize market share.
• Partner with our Forward Deployed Engineers and Solutions Architects to solve "unsolvable" technical hurdles for prospects.
• Maintain a rigorous standard for forecast accuracy in Salesforce and ensure all proposals reflect DoiT’s high-caliber brand.
• Guide customers from initial curiosity to successful contract execution, ensuring a world-class onboarding experience.
• Work hand-in-hand with Marketing and BDR teams to fuel demand generation, from campaign conception to post-launch analysis.
• Travel with purpose (30-50%) to engage with AWS teams, attend industry events, and meet customers face-to-face.

• Own the pipeline goals for your global team by tracking performance against weekly, monthly, and quarterly targets (meetings set, qualified opportunities, and sourced pipeline).
• Create and refine the “Gold Standard” for outbound prospecting, including developing call scripts, email sequences, and multi-channel messaging.
• Coach the team on multi-threading and Account-Based (ABM) techniques to map out complex organizations and engage multiple C-suite and VP-level stakeholders within a single high-value account.
• Act as a “startup-minded” leader, be ready to learn quickly, evolve strategies based on market feedback, and embrace constant change.
• Lead 1:1s, call coaching sessions, and weekly training to drive messaging consistency and conversion across a team spread over EMEA and the US.
• Leverage CRM and sales tools (e.g., Salesforce, Outreach, Gong) to monitor KPIs, identify trends, and enforce best practices.
• Partner with Sales leadership and Marketing to ensure message-market fit and tight alignment on territory planning and “rules of engagement.” Participate in forecasting and QBRs, contributing insights on pipeline performance and BDR-led contribution to revenue goals.
• Support the hiring, onboarding, and rapid ramp-up of new BDRs as the team grows globally.

Sales Development Manager

Cloud Engineer

• Build, lead, and manage a strong team of Cloud Architects/FDEs that help customers design, deploy, and optimize production-grade cloud workloads on AWS, Google Cloud, and/or Azure.
• Ensure your team serves as the primary technical delivery partner for customers, with a focus on CloudOps/FinOps, reliability, security, and performance.
• Act as an escalation point for complex cloud topics and ensure high-quality, well-explained resolutions.
• Drive your team to plan and deliver structured engagements such as cost optimization workshops, architecture deep dives, security/reliability reviews, and product adoption sessions.
• Shift your team's model from reactive to proactive by driving signal-based outreach (usage, health, roadmap gaps, known risks).
• Embed FDEs into account teams and ensure they participate in defined account activities - TKOs, quarterly reviews, objective setting, and customer syncs.
• Coordinate with TPOs, CSMs, AMs, TAMs, and other FDEs to deliver measurable impact across customer segments.
• Coach your team to become experts in DCI - Cloud Analytics, Insights, Cloud Composer, CloudFlow, DataHub, and Enterprise Platforms such as PerfectScale and SELECT and use these tools hands-on with customers.
• Drive your team to embed DCI into customers' FinOps, observability, CI/CD, and governance workflows.
• Foster a builder culture: expect every FDE to turn one-off customer solutions into reusable patterns - playbooks, Terraform modules, CloudFlow templates, Composer Recipes, and internal docs or build products alongside our R&D team.
• Ensure your team provides structured feedback to Product and Engineering on product gaps, friction points, automation and improvement opportunities.
• Provide technical leadership and guidance to team members, fostering a culture of innovation, collaboration, and continuous learning.
• Mentor and coach FDEs, providing regular feedback and performance evaluations to drive career development and growth.
• Drive team engagement, define clear role expectations, and align individual growth plans with the FDE career ladder.
• Lead the OKR process for the team, including setting, tracking, and ensuring alignment with broader company objectives.

Staff Cloud Architect – Delivery

• Build, lead, and manage a strong team of Cloud Architects/FDEs that help customers design, deploy, and optimize production-grade cloud workloads on AWS, Google Cloud, and/or Azure.
• Ensure your team serves as the primary technical delivery partner for customers, with a focus on CloudOps/FinOps, reliability, security, and performance.
• Act as an escalation point for complex cloud topics and ensure high-quality, well-explained resolutions.
• Drive your team to plan and deliver structured engagements such as cost optimization workshops, architecture deep dives, security/reliability reviews, and product adoption sessions.
• Shift your team's model from reactive to proactive
• Embed FDEs into account teams and ensure they participate in defined account activities - TKOs, quarterly reviews, objective setting, and customer syncs.
• Coordinate with TPOs, CSMs, AMs, TAMs, and other FDEs to deliver measurable impact across customer segments.
• Coach your team to become experts in DCI - Cloud Analytics, Insights, Cloud Composer, CloudFlow, DataHub, and Enterprise Platforms such as PerfectScale and SELECT and use these tools hands-on with customers.
• Drive your team to embed DCI into customers' FinOps, observability, CI/CD, and governance workflows.
• Foster a builder culture: expect every FDE to turn one-off customer solutions into reusable patterns - playbooks, Terraform modules, CloudFlow templates, Composer Recipes, and internal docs or build products alongside our R&D team.
• Ensure your team provides structured feedback to Product and Engineering on product gaps, friction points, automation and improvement opportunities.
• Provide technical leadership and guidance to team members, fostering a culture of innovation, collaboration, and continuous learning.
• Mentor and coach FDEs, providing regular feedback and performance evaluations to drive career development and growth.
• Drive team engagement, define clear role expectations, and align individual growth plans with the FDE career ladder.
• Lead the OKR process for the team, including setting, tracking, and ensuring alignment with broader company objectives.

Full-stack Engineer

• Full-lifecycle problem solving
• Own problems end-to-end: from understanding user pain, through solution design, implementation, release, measurement, and iteration - not just the coding step.
• Engage directly with customers and internal domain experts to build deep empathy for the workflows and challenges of cloud operators and FinOps practitioners.
• Translate ambiguous problem spaces into clear, thin-sliced increments that can be shipped, measured, and learned from quickly.
• Use AI tools daily to amplify your own engineering work - coding, analysis, research, and prototyping.
• Design and build AI-powered features as a default approach: intelligent recommendations, automated insights, natural-language interfaces, and predictive capabilities for cloud cost optimization.
• Make informed decisions on model selection, prompt engineering, latency/accuracy/cost tradeoffs, and responsible AI considerations as a core part of your engineering practice.
• Operate with a bias toward action: prototype rapidly, ship frequently, and validate ideas through real customer usage rather than prolonged planning cycles.
• Build experiments and MVPs that generate measurable learning - and use those learnings to decide what to invest in next.
• Maintain high engineering standards without letting perfection slow down delivery; know when to take deliberate shortcuts and when to invest in durability.
• Build across the full stack - backend services, APIs, data pipelines, and frontend interfaces - whatever the problem demands.
• Work with cloud-native billing, usage, and operational data from AWS, GCP, and Azure to build cost optimization and governance capabilities.
• Develop solutions that operate across Kubernetes environments, data cloud platforms, and broader multi-cloud infrastructure.
• Build state-of-the-art solutions for Generative AI observability and FinOps - enabling customers to understand, monitor, and optimize the cost and performance of their AI/ML workloads across cloud environments.
• Take full ownership of the solutions you ship - including reliability, user experience, and measurable outcomes.
• Define what success looks like for your work using clear metrics: adoption, activation, workflow improvement, cost savings delivered, and customer-reported impact.
• Participate in customer conversations and feedback loops to continuously validate direction and surface new opportunities.

Product Engineer

• Develop and execute strategic sales and territory plans to meet and exceed quarterly, and annual revenue objectives.
• Manage a diverse deal portfolio, from high-velocity mid-market closings to strategic enterprise accounts.
• Partner in lockstep with dedicated BDRs to co-develop territory plans and outbound strategies, providing active coaching and feedback to ensure high-quality pipeline generation and meeting-to-opportunity conversion.
• Take full ownership of the end-to-end closing process, including discovery, solution pitching, and procurement activities.
• Work closely with technical stakeholders (Data Engineers, FinOps) and executives to identify opportunities to expand SELECT's footprint.
• Partner with the Solution Engineering team to drive solution-focused conversations that highlight the platform's technical value.
• Develop and execute a multi-channel outbound strategy, including email, LinkedIn, and phone, to create and nurture your own sales opportunities.
• Stay abreast of the latest trends in FinOps and data engineering to provide customers with insightful, high-value solutions.
• Lead and contribute to team projects to refine our sales playbooks and shape the SELECT sales culture

Solutions Engineer

Manager, Account Management

Sales Development Representative

Sales Development Representative

Account Executive

Sales Development Manager

Staff Cloud Architect – Delivery

Staff Cloud Architect – Delivery

Staff Cloud Architect – Delivery

Product Engineer

Product Engineer

Product Engineer

Product Engineer

Account Executive

Account Executive, West US