Chief Revenue Officer

About Us

Digital.ai is an industry-leading technology company dedicated to helping Global 5000 enterprises automate software delivery workflows across complex technology environments. The company's AI-powered DevSecOps platform automates software releases, improves mobile application testing and security, and provides insights across the software lifecycle. Digital.ai empowers large enterprises to embrace AI responsibly, reduce software-related risk, and amplify developer productivity to deliver innovations that drive business outcomes. Our mission is to unlock endless digital possibilities by harmonizing the delivery of software.

About the Role

Digital.ai's new Chief Revenue Officer, will be responsible for a global team of business development representatives, account executives, partner teams and customer success specialist with the goal of delivering great customer value while scaling the business. This person will be responsible for nearly $200M in revenue including 53 of the Fortune 100 who are customers today. This hands-on leader will have a growth mindset and an infectious approach that will keep the customer at the center of all we do. As a leader, they will cultivate a culture where individuals and teams are motivated to create and drive differentiated value for our customers while exceeding their individual and team goals.

A successful candidate is influential, motivated, a builder, a skilled communicator, and collaborator with a detailed oriented approach to leading GTM teams. The candidate should also have a strong analytical mind with a solid understanding of interpreting and inspecting data to drive sales strategies and decision-making. Ideal candidates also take pride in building strong relationships with their global teams as well as customers.

This is an exciting moment for Digital.ai as we further transform our sales organization to take us to the next level. We can't wait to learn more about your global sales leadership and the impact you've made in your career.

Key Responsibilities

• Lead and drive exceptional sales and operational execution. Develop, execute, measure, and improve initiatives to penetrate the market, achieve sales goals, and leverage sales assets, to drive and grow net/new sales, expansion business and continue to scale the business.
• Lead our Customer Success Team to ensure customer value creation and customer relationship management while creating expanded value creation opportunities.
• Develop and maintain a sound business, coverage and engagement plan; analyze market data and communicate opportunities. Analyze operating results of business and take vital steps to correct performance.
• Build and lead a Channel partner team to expand our reach and accelerate business opportunities around the globe.
• Work cross-functionally with marketing, create and drive new strategic go-to market plans globally to meet overall company growth and market share goals. Position the company to differentiate from the largest players in the software industry.
• Make strategic resource allocation decisions across the revenue team to orchestrate efficient and profitable growth in revenue and company impact.
• Maintain strong reporting and accountability against numbers, aiming to exceed quotas, while developing and leading motivating incentive tools.
• Implement overall sales process, set and manage the appropriate metrics (MEDDPIC/Command of Message) for sales funnel management.
• Refine current sales workflows to achieve repeatable success.
• Accurately forecast monthly and quarterly new, expansion and renewals while managing the pipeline for future acceleration.
• Lead the evolution of the sales organization over time.
• Develop and maintain key customer, prospect, and industry relationships and develop and implement strategies for expanding the company's customer base.
• Partner with other internal organizations, especially marketing and product, to achieve a common goal – bringing focused and prioritized feedback from the field to help shape strategy, business practices, and company-wide success.
• Represent the company in relations with major customers, suppliers, agencies, as well as in sales and product industry groups and events to create awareness of our products and solutions.
• Approve all items of expenditure within established budget.
• Expand on current career roadmaps, to identify future leaders in the organization and provide them opportunities to broaden their experience and enhance their skills.
• Explain and consistently carry out directives with acceleration of customer value creation at the center, such as services attachment rates and the focus on particular product sales, in addition to focusing on quota attainment and product expansion in existing customers.
• Monitor and control the activities and performance of staff under their supervision, setting expectations and providing guidance and direction as needed; ensure that managers do the same for their staff.
• Inspire and rally the troops. Continue to build and retain a world- class team of sales professionals consisting of diverse, yet complementary skills. They must inspire, encourage, enable, and develop a world-class team, while building an environment of predictability, accountability and consistency.
• Regularly reassess the customer base to identify high-value customers and ensure that resources are assigned appropriately to inspire, reward, and maintain loyalty with key customers.
• Serve as a member of Executive Leadership Team (ELT), assuming other special projects/assignments as directed by CEO.
  
  

About You

Preferred Education

Bachelor's degree or global equivalent in a business, engineering, sales or marketing field.

Work Experience

Typically, 15 or more years of related experience in a high technology business function with 10 or more years in a leadership role and 5 or more years as a CRO.

Skills & Competencies

• Scale and Growth Transformation – Experience building and leading an organization through growth and successful transitions, balancing innovation with building sustainable business infrastructure and culture
• Domain Expertise - Deep understanding of trends, challenges and opportunities within the DevOps and Security infrastructure sphere. Experienced selling technical solutions to technical buyers
• Modern SaaS In A Growth Company – Background within a modern, cloud native software business with significant hands-on leadership of recurring revenue business models and growing organizations from $200M to $500M in ARR.
• Enterprise Sales and Sales Leadership - Demonstrated experience working across highly sophisticated, global, growth businesses. Experience leading teams in venture or private equity backed businesses is a plus. Has led and scaled enterprise and mid-market-focused sales teams with responsibility for $200M+ in revenues. Understands the hyper-growth environment and has shown success selling across multiple verticals with multiple go to market channels (direct, VARs, GSIs, etc).
• A Builder with Operational Excellence as a Progressive/Challenger – Consistent track record of implementing metrics, driving process-based standards and methodologies that result in scalable success. Experience building and leading sales for innovative companies, creating and successfully implementing a committed strategy. The proven ability to run tests, learn, evolve and improve.
  
  

A successful candidate resonates and embodies our core values and leadership principles:

• Unity with Empathy
• Creativity with Purpose
• Action with Accountability
• Lead with Integrity
• Clarify, Enable, Empower
• Debate, Decide, Deliver
  
  

If this position speaks to you, we encourage you to apply!



Why Join Us?

Digital.ai offers excellent benefits such as:

• 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
  
  

Digital.ai is firmly committed to Equal Employment Opportunity (EEO). 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 encourage 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.

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 base salary range for this specific job is estimated to be between $350,000 - $400,000 plus commission in a similar range. 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 offer stage.

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 out directly to Digital.ai.