Job description

Dive in and do the best work of your career at DigitalOcean. Journey alongside a strong community of top talent who are relentless in their drive to build the simplest scalable cloud. If you have a growth mindset, naturally like to think big and bold, and are energized by the fast-paced environment of a true industry disruptor, you’ll find your place here. We value winning together—while learning, having fun, and making a profound difference for the dreamers and builders in the world. We are looking for a Senior Account Executive who is passionate about startups fueling the next wave of AI innovation. As a Senior Account Executive at DigitalOcean, you will join a dynamic team dedicated to revolutionizing cloud computing and AI. We're looking for a driven Account Executive to embed themselves in the Bay Area's AI ecosystem. Your mission is to fuel our growth by partnering with the most promising AI startups, from stealth founders to rapidly scaling AI brands. In this role, you’ll be one of the main faces of DigitalOcean in the community, forging relationships with builders and technical leaders to win their business. Success means being a true customer advocate, working across teams to ensure the Bay Area's top innovators have the simple, powerful cloud they need to succeed. What You’ll Do: Immerse yourself in the Bay Area AI ecosystem to identify, engage, and win the most promising AI startups. Own the relationship with high potential accounts, acting as the primary point of contact for their business and technical needs. Advocate for your customers internally, working with support and engineering to remove technical roadblocks and ensure their success. Drive account growth by maintaining meaningful contact and identifying new opportunities. Manage and negotiate contract renewals, communicating the value of new features to drive expansion and upsell opportunities. Partner with marketing, product, and customer success teams to deliver a best-in-class customer experience. Translate customer feedback from the Bay Area AI community into clear insights for our Product and Engineering teams to shape the roadmap. What You’ll Add to DigitalOcean: 5+ years experience as an account executive or account manager for a technical product or experience as a sales or support engineer. Cloud Infrastructure and AI experience required. You're a self starter, timely, and know how to prioritize tasks efficiently. You have proven experience in contributing to onboarding and customer success pipelines and can speak knowledgeably as to how you'd implement them. You're friendly and professional, with excellent written and phone communication skills. You're on top of follow-up, prioritization of tasks, and proactive account management. You have relationship management experience and can effectively collect and communicate constructive feedback from customers You will bring or develop a network of AI startups, founders and accelerators. Compensation Range: Base Salary Range: $160,000 – $190,000 / year On-Target Earnings (OTE): $320,000 – $380,000 / year (50/50 Base/Commission split) Non-sales roles : In addition to base salary, this role is eligible to participate in DigitalOcean’s annual bonus plan and may be eligible for a new hire equity grant, subject to plan terms and local eligibility. Bonus amounts depend on company and individual performance. Sales roles (sales compensation eligible) : In addition to base salary, this role may be eligible to earn incentive compensation under the applicable sales compensation plan and may be eligible for a new hire equity grant, subject to plan terms and local eligibility. *This is a remote role JR: 2026-8318 #LI-Remote #LI-CY1 Why You’ll Like Working for DigitalOcean We innovate with purpose. You’ll be a part of a cutting-edge technology company with a high-growth trajectory, who are proud to simplify cloud and AI so builders can spend more time creating software that changes the world. As part of our team, you’ll embody our "Shark" mindset: bold, ambitious, and scrappy. You'll lead with a bias for action and take true ownership of our products, customer success, and team culture. We prioritize career development. At DigitalOcean, you’ll do the best work of your career. You will join a community of exceptional talent, collaborating closely with some of the brightest and most interesting people in the industry. We are a high-performance and fast-paced organization that will always challenge you to think big. Our talent development team prioritizes your professional development and provides resources to support your growth. We provide employees with reimbursement for relevant conferences, training, and education, subject to company policy. We care about your well-being. We take a comprehensive approach to our total rewards packages because we know different things drive different people. Our benefits are designed to support you and may include flexible time off, local team meetups, and mental health and well being support. Our benefits philosophy is consistent globally, but specific benefits and eligibility vary by location to reflect local needs and regulations. We reward our employees. The salary range for this position is based on market data, relevant years of experience, and skills. Eligible employees may also receive equity compensation, which may include a new hire equity grant and, in participating countries, the opportunity to participate in our Employee Stock Purchase Program. Equity awards are subject to approval and the terms of the applicable plan. Non-sales roles : In addition to base salary, this role is eligible to participate in DigitalOcean’s annual bonus plan and may be eligible for a new hire equity grant, subject to plan terms and local eligibility. Bonus amounts depend on company and individual performance. Sales roles (sales compensation eligible) : In addition to base salary, this role may be eligible to earn incentive compensation under the applicable sales compensation plan and may be eligible for a new hire equity grant, subject to plan terms and local eligibility. DigitalOcean is an equal-opportunity employer. We do not discriminate on the basis of race, sex, disability, protected veteran status, or any other characteristic protected by applicable law. Application Limit: You may apply to a maximum of 3 positions within any 180-day period. This policy promotes better role-candidate matching and encourages thoughtful applications where your qualifications align most strongly.

Requirements

Must-haves

Immerse yourself in the Bay Area AI ecosystem to identify, engage, and win the most promising AI startups.
Own the relationship with high potential accounts, acting as the primary point of contact for their business and technical needs.
Advocate for your customers internally, working with support and engineering to remove technical roadblocks and ensure their success.
Drive account growth by maintaining meaningful contact and identifying new opportunities.
Manage and negotiate contract renewals, communicating the value of new features to drive expansion and upsell opportunities.
Partner with marketing, product, and customer success teams to deliver a best-in-class customer experience.
Translate customer feedback from the Bay Area AI community into clear insights for our Product and Engineering teams to shape the roadmap.
5+ years experience as an account executive or account manager for a technical product or experience as a sales or support engineer.
Cloud Infrastructure and AI experience required.
You're a self starter, timely, and know how to prioritize tasks efficiently.
You have proven experience in contributing to onboarding and customer success pipelines and can speak knowledgeably as to how you'd implement them.
You're friendly and professional, with excellent written and phone communication skills. You're on top of follow-up, prioritization of tasks, and proactive account management.
You have relationship management experience and can effectively collect and communicate constructive feedback from customers
You will bring or develop a network of AI startups, founders and accelerators.
On-Target Earnings (OTE): $320,000 – $380,000 / year (50/50 Base/Commission split)
This is a remote role
#LI-Remote #LI-CY1 Why You’ll Like Working for DigitalOcean
DigitalOcean is an equal-opportunity employer. We do not discriminate on the basis of race, sex, disability, protected veteran status, or any other characteristic protected by applicable law.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Pto

Professional Development