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Ditto is a fast-growing, well-funded startup ($145M+) redefining how data moves at the edge. The company builds a peer-to-peer sync engine that enables developers to create resilient, real-time applications regardless of network conditions—trusted by Chick-fil-A, Delta Airlines, the U.S. military, and others across aviation, retail, travel, hospitality, and defense.
As Senior Enterprise Account Executive, you will lead sales efforts within large enterprises, driving both new business and expansion opportunities. You'll own the full enterprise sales cycle—from prospecting and discovery through negotiation and close—managing complex, multi-stakeholder deals involving executives, technical evaluators, procurement, legal, and security teams.
Key responsibilities include:
- Proactively identify, target, and secure new enterprise clients while growing existing accounts through upsell, cross-sell, and platform adoption.
- Navigate long, complex enterprise sales processes with multiple decision-makers.
- Build consultative, Challenger-style value propositions that connect Ditto's platform capabilities to measurable customer outcomes.
- Partner with solution architects, product, marketing, and customer success to craft customized demos and technical narratives.
- Learn and communicate the technical merits of Ditto's edge-computing platform while staying current on market trends and competitors.
- Maintain accurate pipeline management, forecasting, and deal strategy using CRM tools.
The role is based in Atlanta with a hybrid work model; the Atlanta office is always available, though the company operates remotely-first globally.
REQUIREMENTS:
- 7+ years of enterprise software sales experience, with a proven track record closing large, complex deals with Fortune 500 companies or similar organizations.
- Preferred background in cloud, SaaS, data infrastructure, edge computing, distributed systems, or enterprise software markets.
- Experience in a high-growth startup environment, with ability to thrive in fast-paced, dynamic settings while managing multiple deals autonomously.
- Demonstrated ability to engage and influence C-level executives, technical leaders, procurement teams, and other senior decision-makers.
- Strong technical acumen: curiosity and discipline to learn complex product capabilities and communicate them to both technical and non-technical audiences.
- Proficiency in enterprise sales methodologies (Challenger, MEDDICC, value selling, consultative selling, or similar).
- Proven success managing long sales cycles including technical evaluations, consensus-building, security reviews, legal review, and procurement.
