The Enterprise Solutions Sales Director will manage the full sales cycle, build relationships with stakeholders, and drive complex sales in a B2B environment, particularly focusing on digital security and retail technology.
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 looking for a high-performing Enterprise Solutions Sales Director to own and drive complex sales cycles from initial engagement through close. This role requires will report directly to the VP of sales and requires someone who is comfortable navigating ambiguity, coordinating multiple stakeholders, and operating without heavy process or support while maintaining momentum in long, multi-step deals. As an early-stage company, we are looking for AEs who are builders as much as closers—people who can create structure where it doesn’t yet exist, push deals forward with urgency, and help shape how we sell.
The ideal candidate brings a strong sense of urgency, exceptional follow-through, and a consultative mindset focused on delivering value to customers. This role will support opportunities across Digimarc’s Digital and Retail / Gift Card Fraud businesses, requiring comfort selling into technical, operational, and executive audiences.
This role requires {10%} travel.
WHAT YOU WILL DO…
- Own the full sales cycle from prospecting and qualification through negotiation and close, with clear accountability for advancing deals and closing revenue
- Manage complex, multi-stakeholder sales processes with long deal cycles, often without clearly defined buying paths
- Proactively identify the economic buyer, decision process, and success criteria early in the sales cycle
- Build and maintain strong relationships with executive-level buyers and cross-functional stakeholders across security, IT, operations, and retail organizations.
- Create and execute account strategies that move opportunities forward with clear next steps, decision timelines, and documented mutual action plans
- Drive urgency by proactively managing timelines, risks, and decision points – not waiting for customers to create momentum.
- Operate effectively in an environment where products, pricing, and messaging are evolving, providing feedback to help refine our go-to-market approach..
- Collaborate closely with Marketing, Product, Customer Success, and Leadership to align on deal strategy and remove blockers
- Accurately forecast pipeline and revenue, keeping CRM data up to date and maintaining high forecast discipline.
- Identify and communicate customer needs, feeding insights back into product and go-to-market teams to influence roadmap and positioning
- Alignment with the core Digimarc values: collaborative, curious, and courageous
WHAT WE ARE LOOKING FOR…
- 5+ years of experience in B2B sales, with a track record of closing complex, non-commodity deals; preferred industy experience (digital sercurity, fraud preventions, or enterprise SaaS) and/or retail technology or retail ecosystems, including selling into larger retailers. Experience selling into large national retailers (e.g. Walmart, Kroger, Apple, Target) or navigating their partner ecosystems is a strong plus
- Proven ability to manage long sales cycles involving multiple decision-makers, including legal, procurement, security, and operations.
- Demonstrated success in early-stage, high-ambiguity, or build-phase environments where structure and process are still being developed
- Strong business acumen and consultative selling skills, with the ability to translate technical or abstract value into business outcomes
- Highly organized with exceptional follow-through and attention to detail
- Comfortable operating with urgency in a fast-paced, evolving environment
- Excellent communication, negotiation, and presentation skills
- Experience selling to mid-market and/or enterprise customers preferred
- Experience with Gong and Salesforce
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
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.
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.
Top Skills
Gong
Salesforce
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