Account Executive, Key Industries

### **ABOUT US:** [Digimarc Corporation](https://www.digimarc.com/) (NASDAQ: DMRC) is building the trust layer for the modern world. Our solutions help people, businesses, and intelligent systems verify what’s real, protect what matters, and interact with confidence across physical and digital environments. Learn more at [](https://www.digimarc.com/). ### **ABOUT THE ROLE:** Digimarc is looking for a senior enterprise Account Executive to own a patch in our key industries end to end. This is a full-cycle owner role with three jobs in one, and we expect excellence in all three: - **Hunt.** You get a bounded, named account list and you hit it hard. Outbound is a weekly discipline, not a fallback. - **Convert inbound.** You collaborate with your SDR on every inbound lead in your patch. After the first meeting, the opportunity is either entered or DQ'd with direct, explicit written feedback — no maybes. When it is real, you multithread it and run it through the process. - **Own your customers.** You are accountable for every customer in your patch. The Renewals team executes renewals; you coordinate with them to ensure every renewal in your patch lands on time. When a renewal needs help, cost justification, or a business case — or when upsell or cross-sell surfaces — it comes to you, and you take it to close. All upsell and cross-sell runs through you, you are the escalation point when something goes sideways, and you show up in person. Bring the chocolate. To be direct about the profile: we want a seasoned owner-operator, not a specialist. Someone with a decade-plus of selling material outcomes to Fortune 500 companies, who treats the whole patch — new logos, inbound, and installed base — as one number, and who is AI-first in how they research, prospect, and sell. ### **WHY DIGIMARC, WHY NOW?** Digimarc is at a pivotal growth phase. We have a storied history, a great platform, and marquee retailers and brands as customers. We are actively sharpening product market fit across our key industries, deciding where we win and doubling down there. Every deal you work is both revenue and signal: what you learn in the field feeds directly into where we win, how we win, and how best to win. Your patch is fully yours: the greenfield accounts, the inbound that lands in it, and the customers already in it. What you build from there is yours too. ### **WHAT SUCCESS LOOKS LIKE?** - **Pipeline you built yourself.** Coverage ahead of your number every week, driven by your own outbound motion into your named accounts. Pipeline generation is a weekly discipline, not a quarter-end scramble. - **Inbound that converts.** Every lead in your patch worked with your SDR, qualified honestly, and the real ones multithreaded and moved through the process without leaking. - **A patch that grows itself.** Every renewal in your patch landed on time, coordinated with the Renewals team, with you stepping in decisively when one needs cost justification, a business case, or rescue; upsell and cross-sell landed; customers who know your face because you visit them. Retention and expansion in your patch are your numbers, not someone else's. - **Rigor in every deal.** MEDDPICC on every opportunity, no exceptions. Value selling on every deal: outcomes and solutions, not technology. Every deal review starts the same way — the named executive, the problem they want solved, the timeline, and the business impact in dollars, triangulated across the enterprise. Multithreading required on all deals, close dates monitored on every opportunity, and Salesforce that tells the truth at all times. - **A forecast your VP can commit on.** You call your number weekly inside our 13-week operating cadence — new business and renewals — and you are right. - **Signal brought back.** A point of view from the field on messaging, positioning, and where product market fit is real, delivered to sales leadership with evidence. ### WHAT YOU WILL DO… **Hunt your list:** - Own a bounded, named account list in our key industries. Every account is yours to develop; none of it is unlimited territory. - Build pipeline through a modern, AI-first outbound motion: deep account research, multi-threaded prospecting, and personalized outreach at a pace and quality the competition cannot match. **Convert your inbound:** - Partner with your SDR on every inbound lead in your patch: joint qualification and fast disposition. After the first meeting, every lead is either entered as an opportunity or DQ'd with direct, explicit written feedback. - Multithread qualified opportunities early, map the buying committee, and run each one through a mutual close plan. **Own your customers:** - Be accountable for every customer in your patch. Coordinate with the Renewals team, who execute renewals, to ensure every renewal lands on time — and take it to close yourself when it needs cost justification, a business case, or executive engagement. - Drive all upsell and cross-sell across your installed base, with account plans that name the expansion path in every customer. - Be the commercial escalation point for your customers, pull in the right internal resources, and own the relationship in person — regular on-site visits, executive connects, and the small gestures that keep champions champions. **Across all three:** - Run full-cycle enterprise sales: discovery, business case, mutual close plans, procurement, and signature. - Sell a sophisticated technology platform with credibility: SDKs, APIs, and embedded solutions, often alongside partners, SIs, and hardware or firmware providers. - Partner with Solution Advisory to deliver technically credible value propositions. - Apply MEDDPICC to every deal and keep Salesforce current, accurate, and inspectable. - Get certified to sell, and stay certified: the playbook, the pitch, pricing, positioning, product, the people, the key questions, and Digimarc's history. - Participate fully in the team operating rhythm: weekly pipeline generation, weekly forecast, deal reviews, and territory planning. - Bring the energy: tradeshows, executive briefings, customer dinners. You pull pipeline into the building. ### WHAT WE ARE LOOKING FOR… We hire against Lencioni's ideal team player. Humble, hungry, smart. In this role, that looks like: - **Humble.** You share credit with SDRs, renewal reps, SEs, partners, and leadership instinctively. You bring your deals into review wanting them made better, not just admired. You disagree openly in the room and align completely outside it. - **Hungry.** Bias to action. No account unworked, no lead unqualified, no customer unvisited. You are measured by bookings and retention and you like it that way. - **Smart.** People smart. You read the champion, the economic buyer, the procurement lead, and the skeptical architect, and you know what each needs to hear. And the experience underneath it: - 10+ years of enterprise selling experience, including meaningful time selling material business outcomes to Fortune 500 companies. - Proven success closing complex, six- and seven-figure enterprise deals with C-level stakeholders across multi-stakeholder buying processes. - Demonstrated ability to build pipeline from greenfield: you have opened territories or account lists with no installed base and made the number. - A track record of owning and growing installed-base revenue: renewals, upsell, and cross-sell, with the customer relationships to prove it. - Deep command of MEDDPICC or an equivalent qualification framework. - Fluency in Salesforce-driven forecast and pipeline management, and comfort inside a weekly forecast cadence with real accountability. - Experience selling technical solutions to both business and technical audiences; comfort with SDK, API, or embedded-solution selling strongly preferred. - Ecosystem fluency: you understand the players inside a customer's organization and around it — firmware, hardware, software, and SI partners — and how deals actually move through them. - Genuine AI-GTM fluency. You are comfortable operating in an AI-first revenue stack: role-play and certification tools like Hyperbound, conversation intelligence like Gong, forecasting platforms like Aviso, and agents running your research and follow-up. AI-first in your own workflow, using it to understand customer problems and business drivers faster and deeper than the competition. - Willingness to earn it: you get certified to sell before you sell. Playbook, pitch, pricing, positioning, product, personnel, key questions, and company history — you commit them, and you welcome being tested on them. - Excellent written and verbal communication, including executive-level materials and business cases. - Executive presence: credibility, composure, and command with senior buyers. - Willingness and ability to travel up to 30%, including regular in-person time with your customers. ### NICE TO HAVE: - Experience selling identification, authentication, traceability, or loss prevention solutions, or other complex platform technology into retail, CPG, or adjacent industries. - Experience selling through or alongside SIs, partners, and hardware or firmware providers. - Experience as an early rep building the playbook, not inheriting it. ### BENEFITS: - Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan - Restricted Stock Units - Flexible Paid Time Off & Holidays - Life Insurance - Employee Stock Purchase Plan (ESPP) - Mentorship Opportunities - Training & Development ### **Compensation:** $192,000-$240,000 OTE This compensation range takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill set, experience, training, licensure, certifications, geography and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. ### **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 [](https://www.digimarc.com/). 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.