VP of Sales

Get AI-powered advice on this job and more exclusive features.About Digimarc Digimarc (NASDAQ: DMRC) is building the trust layer for the modern world. Our solutions help consumers, businesses, and intelligent systems verify what's real, protect what matters, and transact with confidence. Learn more at Digimarc.com.About The Role We are seeking a foundational sales leader to build and scale our go-to-market function as we transition from founder-led sales toward a repeatable enterprise motion. This role will report to our Chief Operating Officer. This is not a "run the machine" role — you will be building the machine and helping us define new markets while closing deals yourself. As our senior sales leader, you'll be responsible for landing multi-million-dollar enterprise customers, proactively delivering key voice of market intelligence, shaping our sales playbook, and building the team and operating rhythm that will fuel our growth. This role requires 25% travel.WHAT YOU WILL DO Build GTM Strategy and Customer JourneyDesign and operationalize our go-to-market strategy by defining ICPs and territories, codifying the sales process, and partnering with the RevOps leader to implement forecasting, pipeline management, and CRM best practices.Build strong connective tissue between Sales and Customer Success to ensure a seamless customer journey—from handoff and rapid onboarding to high adoption and expansion within enterprise accounts.Drive Early RevenuePersonally lead complex enterprise sales cycles (>$1M) with C-level stakeholders, creating lighthouse customer wins to prove product-market fit.Originate and Amplify the Voice of the CustomerActively generate valuable market, customer, and prospect feedback and clearly communicate to internal stakeholders to shape our product roadmap, pricing strategy, and positioning.Quantify market and customer opportunities to help drive decision making around product priorities and roadmap.Establish Planning & PrioritizationDrive the sales vision, annual planning, and near-term priorities to support revenue objectives in collaboration with the CEO & COO.Coach and Grow the TeamRecruit, mentor, and develop a small, high-performing team of Account Executives (new business) and Customer Success Managers (retention, expansion, and adoption). Serve as a player-coach, leading by example while fostering a culture of accountability, collaboration, high performance, and continuous improvement to drive net revenue growth.Operational ExcellenceDrive forecast accuracy, pipeline hygiene, and sales discipline through use of Salesforce and other sales tools. Partner with Finance and RevOps on metrics and insights.Account Development & ExpansionOversee strategic account planning, ensuring accounts are effectively mapped, opportunities are uncovered, and growth plans are executed.Lead Through InfluenceInspire and motivate the sales team through open, honest, and clear communication. Set individual objectives, provide feedback, and build an inclusive, dynamic, merit-based culture that attracts and retains top talent.Strategic PartnershipBuild and manage executive-level customer relationships, influence negotiations, and drive alignment across cross-functional teams.WHAT WE ARE LOOKING FOR 5+ years of sales leadership experience managing and developing sellers, including building enterprise sales from the ground up in a startup or high-growth environment (and ideally, first-line sales managers)Proven success closing $1M+ enterprise SaaS or tech deals with C-level stakeholdersStrong foundational sales architecture skills: process design, forecasting, comp plans, hiring, playbook developmentExperience owning retention and expansion metrics alongside new business goalsThrives in scrappy, fast-paced, high-growth environments and can operate at multiple altitudes — strategic and hands-onEntrepreneurial mindset with the curiosity to explore new markets and the discipline to translate insights into scalable go-to-market strategiesWillingness to travel up to 50% as the business scalesBENEFITS Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings PlanRestricted Stock UnitsFlexible Paid Time Off & HolidaysLife InsuranceTuition ReimbursementMentorship OpportunitiesTraining & DevelopmentRemote workOur Culture We are a team of problem-solvers united by our company's immense potential to help solve complex challenges. We align to Digimarc core values: Collaborative, Curious, Courageous.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 to deliver wins for our customers.Digimarc is an equal opportunity employer. We are committed to diversity, professional development, and the success of our employees. Visit www.digimarc.com for more information.This job posting is not a comprehensive listing of activities, duties, or responsibilities. Duties may change at any time with or without notice.Principals only. No recruiters please.#J-18808-Ljbffr