The Role
Lead the sales function to drive enterprise sales growth, develop sales strategy, mentor the team, and establish customer relationships.
Summary Generated by Built In
About Us:
Digimarc (NASDAQ: DMRC) is building the trust layer for the modern world. As AI accelerates how we produce, share, and interact with the world, the risks of fraud, counterfeiting, and misinformation are growing exponentially. Our innovative, highly scalable, and ultra-secure solutions make it possible for consumers, businesses, and intelligent systems to instantly verify what’s real, protect what matters, and transact with confidence. Recognized in Gartner’s 2025 Hype Cycle as a key vendor in the emerging TrustOps category, Digimarc’s solutions for loss prevention, authentication, and digital are built to counter the speed and sophistication of today’s AI-enabled threats. Trusted by the world’s central banks to deter the counterfeiting of global currency, we exist to protect truth in every interaction, spanning both the physical and digital worlds. Learn more at Digimarc.com.
ABOUT THE ROLE…
We are seeking a foundational sales leader to build and scale our go-to-market function as we transition from founder-led sales toward a repeatable enterprise motion. This role will report to our Chief Operating Officer.
This is not a “run the machine” role — you will be building the machine and helping us define new markets while closing deals yourself. As our senior sales leader, you’ll be responsible for landing multi-million-dollar enterprise customers, proactively delivering key voice of market intelligence, shaping our sales playbook, and building the team and operating rhythm that will fuel our growth.
This role requires 25% travel.
WHAT YOU WILL DO:
- Build GTM Strategy and Customer Journey
- Design and operationalize our go-to-market strategy by defining ICPs and territories, codifying the sales process, and partnering with the RevOps leader to implement forecasting, pipeline management, and CRM best practices.
- Build strong connective tissue between Sales and Customer Success to ensure a seamless customer journey—from handoff and rapid onboarding to high adoption and expansion within enterprise accounts.
- Drive Early Revenue
- Personally lead complex enterprise sales cycles (>$1M) with C-level stakeholders, creating lighthouse customer wins to prove product-market fit.
- Originate and Amplify the Voice of the Customer
- Actively generate valuable market, customer, and prospect feedback and clearly communicate to internal stakeholders to shape our product roadmap, pricing strategy, and positioning.
- Quantify market and customer opportunities to help drive decision making around product priorities and roadmap.
- Establish Planning & Prioritization
- Drive the sales vision, annual planning, and near-term priorities to support revenue objectives in collaboration with the CEO & COO.
- Coach and Grow the Team
- Recruit, mentor, and develop a small, high-performing team of Account Executives (new business) and Customer Success Managers (retention, expansion, and adoption). Serve as a player-coach, leading by example while fostering a culture of accountability, collaboration, high performance, and continuous improvement to drive net revenue growth.
- Operational Excellence
- Drive forecast accuracy, pipeline hygiene, and sales discipline through use of Salesforce and other sales tools. Partner with Finance and RevOps on metrics and insights.
- Account Development & Expansion
- Oversee strategic account planning, ensuring accounts are effectively mapped, opportunities are uncovered, and growth plans are executed.
- Lead Through Influence
- Inspire and motivate the sales team through open, honest, and clear communication. Set individual objectives, provide feedback, and build an inclusive, dynamic, merit-based culture that attracts and retains top talent.
- Strategic Partnership
- Build and manage executive-level customer relationships, influence negotiations, and drive alignment across cross-functional teams.
WHAT WE ARE LOOKING FOR:
- 5+ years of sales leadership experience managing and developing sellers, including building enterprise sales from the ground up in a startup or high-growth environment (and ideally, first-line sales managers)
- Proven success closing $1M+ enterprise SaaS or tech deals with C-level stakeholders
- Strong foundational sales architecture skills: process design, forecasting, comp plans, hiring, playbook development
- Experience owning retention and expansion metrics alongside new business goals.
- Thrives in scrappy, fast-paced, high-growth environments and can operate at multiple altitudes — strategic and hands-on
- Entrepreneurial mindset with the curiosity to explore new markets and the discipline to translate insights into scalable go-to-market strategies.
- Willingness to travel up to 50% as the business scales
BENEFITS:
- Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan
- Restricted Stock Units
- Flexible Paid Time Off & Holidays
- Life Insurance
- Tuition Reimbursement
- Mentorship Opportunities
- Training & Development
- Remote work
Our Culture:
We are a team of problem-solvers united by our company’s immense potential to help solve complex challenges.
We align to the following Digimarc core values:
Collaborative – Stronger together
We embrace diverse perspectives and harness our collective talent to realize our full potential.
Curious – Listen and look forward
We think differently and seek out opportunities for growth to exceed our stakeholders’ expectations.
Courageous – Innovate with integrity
We challenge each other and do the right thing – even when it’s difficult – to deliver wins for our customers.
Join our team and work in support of a technology platform that can transform how consumer goods are made, bought, sold, and recycled around the globe. Digimarc is committed to the health and safety of our employees and their families. We are dedicated to diversity, professional development, and the success of our employees. For more information, visit us at www.digimarc.com.
Digimarc is seeking diverse applicants. We are an equal opportunity employer and consider qualified applicants for employment without regard to race, gender, age, color, religion, disability, veteran status, sexual orientation, gender identity, or any other protected factor. We want the best people who share our values.
This job posting is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Principals only. No recruiters please.
Top Skills
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The Company
What We Do
We are a small company making a big impact on our planet. We’ve built a Platform that secures currency, protects digital assets from misuse, reduces plastic waste from our oceans, and enables greater supply chain and retail efficiencies. We create the digital twin to your physical products, and put the internet into your things. Jump start your digital transformation with Digimarc.
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