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.
As an Account Executive, you will join a dynamic team dedicated to revolutionizing cloud computing and AI. You will act as a strategic advisor to venture-backed, AI-native startups, translating their massive inferencing needs into scalable, cost-effective solutions on DigitalOcean. Operating at this level, you will leverage your advanced subject-matter expertise to drive meaningful organizational change, autonomously navigating the unique pacing of the startup ecosystem while influencing cross-functional teams to deliver exceptional customer outcomes. This role is for a builder who is ready to shape our footprint in the AI space and become a cornerstone of our growth among next-generation tech innovators.
What You’ll Do:- Conduct deep discovery and deliver customized demonstrations of DigitalOcean's AI and cloud solutions in order to establish trust and address the intensive inferencing and GPU roadmaps of AI-native startups.
- Prospect, qualify, and develop net-new relationships within the venture capital ecosystem and high-growth startup communities in order to generate scalable, seven-figure revenue streams.
- Land, adopt, expand, and deepen relationships with technical founders and CTOs in order to maximize customer lifetime value and drive platform adoption for high-compute workloads.
- Develop and execute a comprehensive territory sales strategy targeting companies with $1M+ annual cloud spends in order to consistently achieve or exceed quarterly and annual quotas.
- Collaborate closely with Solutions Architecture, Customer Success, and Product teams in order to deliver a seamless, best-in-class customer experience tailored to the unique demands of AI model deployment and scaling.
- Serve as a trusted advisor to startup leadership in order to align DigitalOcean's evolving AI product suite with their long-term technical growth and Series funding milestones.
- Leverage solution-based selling strategies and meticulous pipeline management in order to independently navigate complex startup purchasing cycles and close strategic, high-value partnerships.
- Technical Breadth: Experience with executing complex sales strategies, backed by a deep understanding of cloud infrastructure (IaaS/PaaS) and the specific compute requirements for AI/ML inferencing at scale.
- Experience with consistently meeting or exceeding annual revenue targets, specifically selling into venture-backed startups or AI-native companies with $1M+ annual cloud spends.
- A deep understanding of solution-based selling methodologies, including managing complex sales cycles with technical founders, delivering compelling presentations, and meticulously organizing pipeline and contact management.
- The "Human" Element: A reputation for making others better, creating an inclusive work environment, and forging long-standing, respectful relationships with both internal cross-functional partners and external venture/startup communities.
- Growth Mindset: A desire to learn, an appetite for feedback, and a "leave it better than you found it" attitude, coupled with the entrepreneurial drive to treat the company's strategic targets as your own.
- Base Salary Range: $100,000 - $125,000
- On-Target Earnings (OTE): $200,000 - $250,000
- 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: 2026-8315
#LI-Remote
- 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.
Skills Required
- Experience executing complex sales strategies involving cloud infrastructure, IaaS/PaaS, and AI/ML inferencing at scale
- Consistently meeting or exceeding annual revenue targets
- Experience selling to venture-backed startups or AI-native companies with $1M+ annual cloud spend
- Understanding of solution-based selling methodologies and complex sales cycles
- Experience presenting to technical founders and managing pipeline and contact information
- Ability to build respectful relationships with internal partners and external venture/startup communities
- Growth mindset, receptiveness to feedback, and entrepreneurial drive
DigitalOcean Compensation & Benefits Highlights
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Healthcare Strength — Health coverage is described as comprehensive across medical, dental, vision, and mental health, with strong emphasis on wellness resources. This area is repeatedly highlighted as a standout element of the package.
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Leave & Time Off Breadth — Flexible paid time off and company-wide recharge days are emphasized as core parts of work-life support. Parental leave is portrayed as above average with return-to-work support, reinforcing a broad time-away offering.
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Equity Value & Accessibility — Ownership opportunities appear accessible through new-hire and performance RSUs plus an employee stock purchase plan. This combination adds longer-term value alongside cash compensation.
DigitalOcean Insights
What We Do
DigitalOcean is the Inference Cloud — a full-stack, production-ready cloud platform built to run AI applications with predictable performance, sustainable economics, and radically simpler operations at scale. We are built for teams turning AI into real products — not just training models. Our advantage is not fewer features, but fewer failure modes when operating AI at scale — combining minimal operational overhead, predictable cost efficiency, and a full-stack cloud that works as a system. Hyperscalers are broad by design. Neoclouds are infrastructure-first. DigitalOcean is inference-first — with a real cloud underneath. It combines inference-optimized compute, managed inference software, and integrated cloud capabilities that reduce operational burden for teams running real workloads. Inference is the foundation—not the boundary. Everything else builds on top of it.
Why Work With Us
At DO, we do career-defining work. We innovate with AI and build cutting-edge tech. Our rewards to match that intensity - to motivate you, recognize your impact, and give you what you need to thrive. If you have a growth mindset, like to think big and bold, and are energized by the fast-paced environment, you'll find your place here.
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DigitalOcean Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
We commit to both remote work and in-person collaboration. These ways of working are dependent on specific roles and are mutually agreed upon by employees. In the US, we are mainly remote. In our APAC locations, we have a hybrid in-office approach.
