Digital.ai

• 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.

• Act as a domain expert in ai Testing products, working across industry verticals such as FinServ, Airlines, Healthcare and Telecom. • Drive Sales Engineering activities, including positioning our offerings and differentiators that shows value to customers, lead virtual and in-person product demonstrations, technical qualification, technical value and product positioning, sales and marketing campaign support and customer relationship management. • Provide guidance internally and externally on testing best practices, device management and other testing concepts with strong capabilities in mobile application development, testing and deployment. • Establish, maintain, and grow in understanding of the overall Digital.ai technology portfolio and the competitive landscape. • Focus on the technical aspects of the sales process, emphasising the technical success of prospects, customers and strategic partners. • Lead technical discovery with prospects to understand their current testing practices & uncover pains and gains, to offer a solution that solves prospects’ specific problems. • Guide client prospects through technical evaluation and proof of concept engagement to validate Digital.ai Testing against prospects business objectives. • Build positive relationships with account executives and business development representatives as a core member of a “pod”. • Although this is an inside position, you may be asked to travel domestically occasionally.

About Digital.ai Digital.ai is the only AI-powered software delivery platform purpose-built for the enterprise, enabling the world’s largest organizations to build, test, secure, and deliver high-quality software. By unifying AI-driven insights, automation, and security across the software development lifecycle, Digital.ai empowers enterprises to deliver innovation with confidence. Trusted by 5,000 global enterprises, Digital.ai is redefining how enterprises build better software in an AI-driven world. Additional information about Digital.ai can be found at digital.ai and on Twitter, LinkedIn, and YouTube. In this role, you can expect to: - Act as a domain expert in ai Testing products, working across industry verticals such as FinServ, Airlines, Healthcare and Telecom. - Drive Sales Engineering activities, including positioning our offerings and differentiators that shows value to customers, lead virtual and in-person product demonstrations, technical qualification, technical value and product positioning, sales and marketing campaign support and customer relationship management. - Provide guidance internally and externally on testing best practices, device management and other testing concepts with strong capabilities in mobile application development, testing and deployment. - Establish, maintain, and grow in understanding of the overall Digital.ai technology portfolio and the competitive landscape. - Focus on the technical aspects of the sales process, emphasising the technical success of prospects, customers and strategic partners. - Lead technical discovery with prospects to understand their current testing practices & uncover pains and gains, to offer a solution that solves prospects’ specific problems. - Guide client prospects through technical evaluation and proof of concept engagement to validate Digital.ai Testing against prospects business objectives. - Build positive relationships with account executives and business development representatives as a core member of a “pod”. - Although this is an inside position, you may be asked to travel domestically occasionally. What you will bring: - Bachelor’s degree in a technical discipline or equivalent experience - 3-5 years of experience in Sales Engineering or a similar technical role with a successful track record in supporting wins with enterprise customers - 3+ years of working in a customer-facing role, preferably in the mobile testing domain - Experience in performing various hands-on engagements, such as POCs, Workshops and light touch engagements depending on what the situation demands - Expertise on demo’ing to win, and demo’ing through storytelling, as well as being able to uncover potential need throughout demo by asking the right questions to uncover pain, and map technical capabilities to business outcomes - Knowledge of Software Development Life Cycle phases and how Testing fits into the overall life cycle - Strong knowledge of the various testing practices, including but not limited to Functional Testing, Performance testing, and Accessibility Testing. Proficient with coding in at least one programming language – preferably Java, as the role may require hands on coding to help progress deals - Deep understanding of the differences between Development & Testing for Mobile and Web based Applications - Proficiency with unit testing frameworks like Espresso, XCUITest etc - Some exposure to Application Security and white-hat hacking techniques to help position our combined Application Security and Testing solution - Familiarity with IDEs such as IntelliJ, Visual Studio, Android Studio, XCode, Eclipse, PyCharm, etc. - Understanding of integrating testing within modern DevOps pipelines - Experience managing RFPs and Technical Proof-of-Value projects using tools such as Monday.com - Understanding of sales-process and sales methodologies (Command of the Message preferred) - Self-motivated mindset and the ability to manage time and prioritization - Some other Nice-to-Have Skills - Have been closely involved with or part of a Development / QA team - AI-assisted testing tools experience - Observability and test analytics experience - Familiarity with enterprise architecture practices - Low-code / no-code automation tools experience Why Digital.ai? At Digital.ai, we’re more than just a software company — we’re a team of innovators, thinkers, and problem-solvers. By joining our sales engineering organization, you’ll be part of a dynamic, collaborative environment that encourages professional growth and values diverse perspectives. You’ll work with some of the brightest minds in the industry, all while having the opportunity to shape the future of AI-enabled enterprise testing. If you're ready to take your sales career to the next level and make a real impact with a leading tech company, we want to hear from you. What’s Next? If you’re excited about this opportunity and believe you have the experience and drive to succeed, we’d love to connect. Apply today and let’s talk about how you can join us in redefining digital transformation for enterprises across the globe. Digital.ai offers phenomenal benefits such as: - Unlimited PTO in the US - Comprehensive medical, dental, and vision plans - 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 At Digital.ai, we believe in fostering a culture of pay transparency. We are committed to providing our employees with fair and competitive compensation. The current salary for this specific job is estimated to be $150,000-165,000 base, plus commission target. Please note that final compensation will be determined based on factors such as qualifications, experience, and internal equity. We value transparency and aim to create an inclusive and equitable workplace for all our employees. Certain positions at Digital.ai might also be eligible for additional compensation in the form of bonuses or other employee benefits, which are separate from the base salary and to be defined at the offer stage. All are welcome to apply. We maintain compliance with federal, state, and local 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 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 impersonation, please check the email address or if you are contacted by an unfamiliar/third party requesting, please reach out directly to Digital.ai.