Job description
About Digital.ai
At Digital.ai , we are revolutionizing enterprise software delivery. A 9-time leader in the Gartner Magic Quadrant for Enterprise Agile Planning , we enable large-scale organizations to drive digital transformation through AI-powered DevSecOps. Our platform empowers over 50% of the Fortune 100 and market leaders across industries like financial services, retail, technology, manufacturing, and government. By unlocking the power of predictive insights and secure software delivery , we help our clients accelerate their innovation and stay ahead of the digital curve.
Our space and our audience:
We help our customers innovate and transition to cloud and modern architectures. We deliver a strong developer experience while maintaining security and control with platform engineering capabilities, developing quality and secure mobile apps, and leveraging and managing AI in the SDLC. Our global clients lead their industries as innovators in digitization across financial services, retail, telco, public services, technology, manufacturing, transportation, and energy with our AI-powered DevSecOps platform. We currently serve:
- Over 50% of Fortune 100 companies
- 8 of 10 top banks in the U.S.
- 5 of 10 largest gaming companies
- 5 of 10 global airlines
- Over 50 worldwide government entities
About the Role:
We are seeking a seasoned and strategic Senior Director, Sales Engineering to lead our Americas Sales Engineering Team. This team plays a mission-critical role across the customer lifecycle—partnering with Sales, Marketing, Product, and Customer Experience to deliver technical excellence in every engagement. Our clients include Fortune 2000 organizations and leading entities in financial services, aerospace & defense, healthcare, insurance, gaming, technology, government, and the public sector.
You will oversee a distributed team of highly skilled Sales Engineers, steering the strategic implementation of the GTM plan across the Americas-East and -West regions. As a vital member of the Americas Sales Leadership Team, you will play a significant role in shaping sales strategy, aligning cross-functional resources, and enhancing the overall customer and partner experience.
What you will do:
Leadership & Team Management
- Lead, mentor, and grow a high-performing remote team of Sales Engineers covering enterprise accounts across the Americas.
- Champion a high-trust, high-performance culture that encourages collaboration and innovation across the DevSecOps toolchain.
- Define team priorities, compensation alignment, and career development in line with company goals.
Strategic Sales Execution
- Align the Sales Engineering team to support the execution of the regional GTM and Marketing plans.
- Own technical opportunity management, escalations, and resolution of technical risk to drive revenue growth.
- Execute technical validation using _Command of the Message_ methodology, supporting strong business cases and technical qualification.
Demo Strategy & Execution
- Implement and refine industry demonstration methodologies as a core part of technical sales engagement.
- Guide your team in selecting appropriate technical proof approaches depending on the sales stage:
- Vision demos, _Case Studies_ and _Industry Insights_ to inspire during early-stage discovery and adoption
- _Capability demos_ to support middle-pipeline qualification
- _Solution walkthroughs and proof-of-value_ to drive late-stage closure
- Ensure all demos are value-driven and tailored to buyer personas and industry-specific challenges, including AI.
Cross-Functional Collaboration
Your team will support multiple groups across the sales lifecycle, including:
- Marketing: Engage in trade shows, webinars, blogs, whitepapers, and analyst briefings.
- BDR Team: Assist in technical qualification, initial fit assessments, and messaging alignment.
- Sales Account Executives & Partner Account Managers: Deliver business discovery, RFP Management, and technical discovery sessions that align with the Command of the Message approach.
- Customer Success & Renewals: Support renewal expansion efforts, renewal retention, and roadmap alignment sessions.
- CXA and Services: Ensure a seamless customer hand-off to deliver technical implementation success.
- Technical Support & Operational Management: Drive ongoing customer satisfaction and technical issue resolution.
- Product Management: Provide field feedback and technical insight to shape product direction and prioritization.
- Technical Enablement: Drive onboarding, skill development, and partner competency building within Digital.ai’s internal and partner ecosystem.
Operational Excellence
- Leverage Salesforce, Clari, Monday.com, Responsive RFP, and other platforms to track metrics and align technical motions to business impact.
- Drive and improve repeatable processes to measure team impact through KPIs, opportunity win rates, and solution adoption.
- Continuously improve internal tools, collateral, environments, and processes to enhance the team’s technical agility and field effectiveness.
What you will bring to the team:
- 10+ years in technical pre-sales roles, with 5+ years in Sales Engineering leadership
- Proven success selling or enabling in DevSecOps, Application Lifecycle, or Enterprise SaaS environments
- Experience working with complex enterprise accounts and regulated industries (FSI, A&D, Healthcare, Government)
- Firm grasp of the modern software delivery toolchain and agile security practices
- Confident communicator with the ability to engage C-level executives, both internally and externally
- Strong process orientation with a passion for operational metrics and continuous improvement
- Proficiency in sales & presales methodologies (e.g., Command of the Message, Demo2Win/Great Demo, MEDDPICC) and sales technology platforms (e.g., Salesforce, Apollo, Responsive, SharePoint, and Monday.com)
Preferred Qualifications:
- Bachelor’s degree in Computer Science, Engineering, or related technical field. MBA is a plus.
- Bilingual or multilingual abilities for LATAM coverage are a plus.
- Experience in partner-led sales and channel ecosystems
What We Offer:
- Comprehensive medical, dental, and vision plans
- Unlimited PTO for US employees
- 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 range for this specific job is estimated to be $200,000-240,000 base plus commission target (subject to commission plan). 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.
Digital.ai is firmly committed to merit-based hiring. We maintain compliance with US and International laws. We welcome everyone from all backgrounds, including 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 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.
