Account Director, DACH

About Digital.ai:

2024 has seen a resurgence of enthusiasm about technology’s potential to catalyze progress in business and society, and the innovation imperative is stronger than ever. At Digital.ai, we are dedicated to helping Global 1000 enterprises and key public services achieve their digitisation ambitions and deliver innovation at scale. We help our customers unleash the power of enterprise-ready AI and boost their entire software delivery lifecycle through automation of software delivery workflows so DevOps and security teams can keep pace with the developer productivity that is key for innovation.  Digital.ai’s vision is to unlock the endless digital possibilities that can be achieved by harmonizing the development of software through AI-powered software delivery.

Digital.ai founding principals have always been to help enterprises scale software delivery, manage DevSecOps tooling complexity, and derive a better understanding of the value software delivers through the application of analytics, machine learning and artificial intelligence. Digital.ai’s platform unifies, secures, automates, and generates predictive insights and intelligence across the software lifecycle that allows teams to identify bottlenecks, analyse delivery trends, and uncover risks earlier in the software delivery process. We help leaders manage tradeoffs and decision making with intelligence powered by AI so they can guide their teams to focus on the right innovations and creativity required to improve the business. And as customers increase AI adoption, we also help them leverage AI responsibly and with governance to ensure software delivery teams and practices don’t hinder innovations from AI.  

Our space and our audience:

We combine optimized agile planning with secure software delivery and end-to-end intelligence enabling for large, complex enterprises to compete and excel in today's digital market. Our global clients lead their industries as innovators in digitisation across financial services, retail, telco, public services, telco, technology, manufacturing, transportation, and energy with our AI-powered DevSecOps platform. We currently serve:

• Over 50% of Fortune 100 companies
• 8 of 10 top banks in Europe
• 5 of 10 largest gaming companies
• 5 of 10 global airlines
• Over 50 worldwide government entities

Wondering about our culture? Our Digital.ai team has a set of shared values - Action with Accountability, Creativity with Purpose, and Unity with Empathy - that serve as a compass for how we work together and deliver for our customers.

Ready to make an impact and help customers adopt AI to drive innovation?

Are you a high energy, high-performing software sales professional who thrives in bringing solutions to technically complex challenges at the largest and most innovative global companies? As an Account Director on our global sales organisation, you will drive sales at the largest and most strategic companies (DAX 40) and public services in the DACH region. We would love for you to bring your amazing expertise to Digital.ai!

How you will succeed:

• Bring your honed strategic sales talent along with your love of bleeding-edge technology and innovation along to lead our AI initiatives with the largest and most strategic companies in the DACH Region.

• Close multi-million-dollar sales opportunities through engaging in multi-level client relationships across your strategic customers, including alignment with executives in the C-suite, Line of Business Leaders, Transformation leaders, and the developer community as you take ownership of the entire sales cycle.
• Drive a quality end-to-end sales process starting with deeply understanding the customer’s businesses and innovation requirements, to qualifying opportunities, to driving the strategic sales campaign, to negotiating and closing a win – and then preparing our extended teams to deliver success for the customer.
• Leverage modern digital selling tools to understand your customers, map out new customer stakeholders, and build out your strategic plans achieve your sales goals through bringing on new logos and expanding existing portfolios with DAX 40 customers.
• Help your customers envision the value of Digital.ai’s AI-powered platform while giving them a world-class sales engagement experience. 
• Gleen your customer relationships with multiple stakeholders to identify their needs and propose solutions on our AI powered DevSecOps platform that deliver value to their business.
• Cover your bases throughout the sales cycle with active and regular in-person client engagement, along with leading the involvement of the extended Digital.ai go-to-market teams, executive leadership team, engineering and support teams to build customer confidence.
• Give clients full context regarding their project’s scope, budget, and timelines through quality financial and solution proposals.
• Lead your extended account team and build strong relationships across the Digital.ai team to collaborate on customer goals, solutions, progress, adoption, and outcomes.

What you bring to the table:

• Amazing track record of success in the end-to-end execution of multi-million-dollar software sales opportunities with DAX 40 companies and other global entities in the DACH region, from identifying through to closing, resulting in consistently attaining/exceeding quotas.
• Strong experience in engaging stakeholders throughout the customer organisation in the sales process - from executive alignment in the C-suite to line of business owners to software development teams.
• Trusted advisor executive presence with a keen sense of the uniqueness of your customer’s business.
• Your experience building value-driven, trusted, and lasting relationships with customer stakeholders, including a solid track record of C-Level and LOB relationships.

• Strong technical chops in the Software Delivery Life Cycle (i.e DevOps, Monitoring, Security, incident/change management, etc.) or other technically complex platform solution – and a love of always learning more in our dynamic technology industry.

• Go getter attitude with the drive to create excitement around our solutions and transforming how they deliver value.

• Your strong commercial/financial orientation and instinct, with a track record of building and articulating compelling commercial/financial proposals and leading power negotiations that lead to win-win outcomes with customers.
• Your meticulous attention to detail and experience with MEDDPICC / Command of the message sales methodologies - or other strategic selling methodologies - integrated with SFDC to manage the full sales lifecycle to track your prospect/customer details and opportunities.

• Super organization, planning, communicaction across the extended team, and the discipline to following a complex, multi-level, technology sales process. 

• Ability to travel weekly to meet customers and Digital.ai teams at coworking space.

Why is Digital.ai a great place to be?

Digital.ai offers great benefits including:

• A leading technology sales compensation plan, including significant incentives for over-achieving.
• Paid Time Off (PTO) program plus recognized holidays   
• Unlimited access to continuous learning and professional development with TalentLMS 
• Flexible working arrangements in a remote setting
• Opportunity to work with a diverse, globally distributed team.

Digital.ai is an equal-opportunity employer. We maintain compliance with laws that prohibit employment discrimination on the basis of age, race, color, gender, identity, gender expression, sex, pregnancy, national origin, ancestry, religion, physical or mental ability, medical condition, sexual orientation, marital status, citizenship status, protected military or veteran status, and all other protected classifications. We welcome everyone and believe that diversity is the foundation of innovation.  

For individuals with disabilities who would like to request an accommodation, please advise us within your job application or cover letter.

FRAUD PREVENTION ALERT: please note that Digital.ai does not use third party recruiters. In our efforts to protect you against possible impersonation please check the email address or are contacted by an unfamiliar/third party requesting please reach our directly to Digital.ai.