Digital.ai

Role Description Reporting to the Chief Executive Officer, you will lead all Product Management efforts with a focus on driving innovation and customer value across our market leading software development, delivery, testing, security, machine learning and artificial intelligence, and agentic software development solutions. In addition, you will lead a globally distributed Product Management team, working across marketing, sales and product operations to define and help execute an integrated, marketing go-to-market strategy and corresponding assets. This is a pivotal moment: in the Fourth Wave of software development, AI coding agents are generating 40–50% of enterprise code, shifting the bottleneck from development to testing, security, and governance. This leader will define how Digital.ai helps the world’s largest enterprises deliver smarter software at agentic speed. Ideal candidates will bring a deep track record building and leading product and product marketing teams with a special focus on practical and high impact use cases in the DevSecOps industry including: - Enterprise agile planning - Continuous testing - DevOps - CI/CD - Software development and operational data - Predictive analytics and ML/AI - Agentic engineering - AI-generated code governance This leader should also bring new and innovative thinking to define and invent the future of enterprise software development and delivery in an agentic software development—where AI coding agents are transforming delivery speed while creating new bottlenecks in testing, security, and governance that only intelligent, autonomous platforms can solve. The ideal candidate has a passion for working closely with customers to accelerate digital transformation and the business processes for large scale enterprises. You will lead a team of global Product Management and Product Marketing Managers, VPs and Directors responsible for over 10 strategic product offerings used by more than 50% of the Fortune 500. What you will do - Lead all Product Management and Documentation across all marketing leading solutions including the execution and evolution of the vision, strategy and roadmaps to deliver high value solutions to our enterprise customers. - Deliver differentiated solutions across one or more product offerings with a focus on expanding customer value and accelerating GTM motions. - Define, plan, and coordinate persona-based messaging and positioning strategy of the buyer journey to drive awareness and engagement with unique, differentiated messaging. - Drive the product marketing strategy by working across teams (Sales, Demand Gen, Product, etc) to develop messaging, value propositions, use cases and assets for customers across various software development lifecycle markets, including planning, test, security, release and deploy. - Build trusted, impactful, meaningful relationships across all strategic customers (including our Customer Advisory Board) to ensure their success, while also driving future persona based user stories and value creation opportunities at both the product and portfolio/platform level. - Partner with our Chief Revenue Officer and Chief Marketing Officer to co-lead the Digital.ai Customer Advisory Board. - Communicate and drive forward momentum up, down and across the organization to bring a “One Digital.ai” approach to how we analyze the market, plan roadmaps, engage with advisory customers and continue to innovate in the market. - Lead, hire, encourage and mentor a world class Product Management and Product Marketing team to expand the reach and innovation possible with our solutions. - Closely engage with Engineering leadership to build software solutions to deliver upon the strategy and roadmap. - Work closely with Sales leadership to increase our ability to implement and deliver new solutions to the market. - Own Competitive Research and Positioning across the entire product and solution profile. - Represent Digital.ai at industry events, with industry analysts and with the press to further differentiate Digital.ai. - Collaborate with Analyst Relations team to engage and influence market direction. Qualifications - 15+ years in product management experience in a growth software company with a core focus on DevOps, Agile, Testing, ALM and Analytics/Intelligence, and demonstrated understanding of how agentic AI and large language models are reshaping enterprise software delivery. - 5+ years leading both product management and product marketing in a growth software company with a core focus on DevOps, Agile, Testing, ALM and Analytics/Intelligence. - Demonstrated point of view of agentic software development—including AI-generated code governance, autonomous testing at scale, AI-driven self-healing test infrastructure, and the shift from manual QA to intelligent, risk-based quality assurance. - Outstanding product management skills with ability to coordinate information and resources from multiple functional areas. - Strong messaging and positioning skills based on value, ideal customer profile, product use cases, and business outcomes. - Conduct competitor and market research to identify trends, differentiators, and areas of opportunity. - Strong analytical abilities, with proven capabilities interpreting data and qualitative info and distilling into useful key takeaways. - Manage messaging and positioning, and product launch strategies that help optimize the performance of marketing programs. - Excellent presentation and communication skills (written, verbal, visual), both for internal audiences (including board level) and customer-facing messaging. - Results driven, self-starter with a positive demeanor and will to dig in deep to get things done. - Proven history of leading successful enterprise wide initiatives. - Ability to travel up to 25% may be required (under normal circumstances). Benefits - Comprehensive medical, dental, and vision plans - Unlimited PTO in the US & Paid parental leave - Unlimited access to continuous learning and professional development with TalentLMS - Flexible working arrangements - Opportunity to work with a diverse, globally distributed team

• Identify and research potential clients within the target market using various tools and platforms. • Reach out to leads through cold calling, emails, and social media to generate interest in Digital.ai's software solutions. • Call & qualify Inbound leads within specified timeframe and assess their potential as sales opportunities. • Schedule meetings and product demos for the sales team to further engage potential clients. • Collaborate with marketing and sales teams to develop strategies for lead generation and sales conversion. • Maintain accurate records of all interactions with prospects in the CRM system. • Continuously update knowledge on Digital.ai’s products and industry trends to effectively communicate value propositions to prospects.

• Identify and target potential clients in various industries, focusing on AppSec and Testing needs. • Conduct thorough market research to understand customer requirements and trends in automated mobile and browser testing. • Develop and maintain a robust pipeline of sales opportunities through proactive outreach and networking. • Present and demonstrate Digital.AI's AppSec and Testing solutions with your Systems Engineer counterpart to prospective clients, highlighting the unique value propositions. • Collaborate with the marketing team to align sales strategies with promotional activities and campaigns. • Negotiate contracts and close sales, ensuring favorable terms for both the client and Digital.AI. • Stay up to date on industry developments and competitor offerings to effectively position Digital.AI in the market. • Participate in industry events, conferences, and networking opportunities to promote brand awareness and generate leads.

• Map and Prioritize Coverage Gaps: Conduct a rigorous analysis of the current partner landscape across the Globe, including U.S. Federal, for Agility and DevOps. Identify whitespace territories, underperforming segments, and markets where the direct sales team lacks bandwidth or reach. Build a targeted recruitment plan to address those gaps with high-fit partners. • Recruit Strategic Partners: Identify, qualify, and activate regional SIs and resellers with demonstrated expertise in DevOps, Agility, or adjacent enterprise software categories. Prioritize partners with active customer relationships in target verticals and geographies. • Own the Partner Business Plan: Lead structured joint business planning with each strategic partner, establishing revenue targets, coverage commitments, enablement milestones, co-sell activity goals, and comprehensive quarterly business reviews. • Drive Partner-Sourced and Partner-Influenced Pipeline: Work side-by-side with partners to identify, qualify, and progress opportunities. Hold partners accountable to pipeline creation targets and actively co-sell on strategic deals. • Achieve Sales Targets: Own and deliver assigned partner revenue targets, forecast accuracy, and strategic objectives across the Global partner book of business. Maintain clean pipeline hygiene in Salesforce. • Expand Cloud Marketplace Revenue: Develop and execute a marketplace go-to-market strategy with AWS, Google Cloud, and Azure. Build relationships with marketplace sales teams to drive co-sell referrals, private offers, and committed spend alignment. • Manage Channel Conflict Proactively: Define and maintain clear rules of engagement between direct and indirect teams. Resolve conflict quickly and fairly to protect partner trust and prevent impact on active opportunities. • Own End-to-End Enablement: Deliver a structured onboarding and ongoing enablement program for each partner, including sales training, SE certification, competitive positioning, and services alignment, so every partner can sell and deliver Digital.ai solutions independently. • Maintain the Partner Portal: Oversee the partner portal as the operational hub of the ecosystem — deal registration, content library, certification tracking, and pipeline visibility. Ensure it is current, intuitive, and actively used. • Drive Partner Marketing Execution: Partner with Digital.ai’s marketing team to co-develop demand generation campaigns, event participation, joint messaging, and co-branded assets. Translate marketing programs into partner-level action plans with measurable pipeline outcomes. • Serve as the Internal Advocate for Partners: Represent partner needs and feedback across sales, product, customer success, and executive leadership. Ensure Digital.ai’s programs, pricing, and processes make it easy for partners to do business with us.

• Identify and target potential clients in various industries, focusing on Devops needs. • Conduct thorough market research to understand customer requirements and trends in Devops. • Develop and maintain a robust pipeline of sales opportunities through proactive outreach and networking. • Present and demonstrate Digital.AI's Devops solutions with your Systems Engineer counterpart to prospective clients, highlighting the unique value propositions. • Collaborate with the marketing team to align sales strategies with promotional activities and campaigns. • Negotiate contracts and close sales, ensuring favorable terms for both the client and Digital.AI. • Stay up to date on industry developments and competitor offerings to effectively position Digital.AI in the market. • Participate in industry events, conferences, and networking opportunities to promote brand awareness and generate leads.

• Identify and target potential clients in various industries, focusing on Application Security needs. • Conduct thorough market research to understand customer requirements and trends in Appsec. • Develop and maintain a robust pipeline of sales opportunities through proactive outreach and networking. • Present and demonstrate Digital.AI's Appsec solutions with your Sales Engineer counterpart to prospective clients, highlighting the unique value propositions. • Collaborate with the marketing team to align sales strategies with promotional activities and campaigns. • Negotiate contracts and close sales, ensuring favorable terms for both the client and Digital.AI. • Stay up to date on industry developments and competitor offerings to effectively position Digital.AI in the market. • Participate in industry events, conferences, and networking opportunities to promote brand awareness and generate leads.

• Strategic direction for Sales in the Americas, as a thought leader with primary responsibility for developing and executing innovative strategies to achieve business objectives and meet company goals. • Develop and maintain a sound business plan, analyzing market data and communicating opportunities to senior leadership. Analyze operating results of business and take necessary steps to correct shortfalls in performance. Contribute to development of regional sales plan, budgets and forecasts. • Deliver business for the company from the Americas, exceeding goals in revenue, operational or product delivery performance. Drive additional growth opportunities to include expansion with existing customers and new logos. • Lead and develop the NA East Account Executive Team in meeting sales and growth objectives. Guide and support Sales Teams in sales strategy and marketing plan implementation. Recruit top talent to nurture a world class Sales Team. • Implement overall sales process, set and manage the appropriate metrics (MEDDPIC) for sales funnel management. Define and improve a sales workflow to achieve repeatable success. Encourage sales team to serve as customer voice throughout the customer life cycle to maximize customer satisfaction, adoption, and opportunities to grow. • Make strategic resource allocation decisions across the Americas Sales Team to orchestrate efficient and profitable growth in revenue and company impact. • Effectively collaborate with cross functional teams such marketing, customer success, professional services, sales consulting and others to execute the sales plan.

• Operate in French (Business-Critical): Lead full customer engagements in French, including discovery, workshops, and executive presentations; collaborate internally in English. • Drive Sales Outcomes: Apply structured qualification (e.g., Command of the Message), establish clear next steps, and maintain deal momentum across new logo and expansion opportunities. • Deliver High-Impact Communication: Present with clarity and authority to both executives (business value, risk, outcomes) and practitioners (technical depth, architecture). • Own Technical Discovery and Solutioning: Translate customer challenges into structured discovery, solution hypotheses, and value-led narratives aligned to business priorities. • Cover the DevSecOps Portfolio: Position solutions across Application Security, Testing, DevOps, and Agility, with a solid grasp of CI/CD, cloud-native architectures, and automation. • Design and Articulate Architectures: Build end-to-end solution designs across complex toolchains, including integrations, APIs, and data flows aligned to customer environments. • Maintain Technical Ownership and Execution Discipline: Own technical threads throughout the sales cycle, ensuring rigorous follow-up, preparation, and continuity across stakeholders. • Operate within a Cross-Functional team: Collaborate across Sales, Product, Engineering, and Customer Success, while representing the company credibly in customer and market-facing forums.

• Handle incoming support requests, including liaising internally with engineering, product management and other stakeholders to resolve bugs in the product • Work with product and engineering teams to ensure the customer has what they need to use our products to make their applications secure • Act as the voice of the customer to our product and engineering teams, to make sure that their priorities are represented in the product and we meet customer's needs.

• Serve as a named resource and partner for Digital.ai customer organizations. • Forge deep relationships with customers and account teams, maintaining awareness of key events, needs, potential risks, and value drivers. • Help to improve customers’ overall technical and operational health, realizing maximum value out of their Digital.ai investment. • Support and take ownership of a portfolio of assigned customers, providing them with a single point of accountability. • Establish regular cadence calls with key customers covering issues, roadmaps and any other items of interest and concern. • Run a user group or webinar, showcasing how end users can get the most from our products. • Build reputations and relationships as a Trusted Advisor to the customer.