Senior Enterprise Account Executive

About Ditto: Ditto is redefining how data moves at the edge. Our mission is to make it seamless for developers to build resilient, real-time applications, regardless of network conditions. Whether you're in a stadium, airplane, or remote military base, Ditto's peer-to-peer sync engine ensures devices stay connected and data stays consistent, even without internet. With more than $145 million in funding and trusted by organizations like Chick-fil-A, Delta Airlines, and the U.S. military, Ditto powers mission-critical experiences across aviation, retail, travel, hospitality, defense, and more. As a globally distributed, fast-growing startup, we’re committed to building a diverse and inclusive team that reflects the wide range of perspectives needed to solve the world’s hardest connectivity problems. The Senior Enterprise Account Executive will be responsible for leading sales efforts within large enterprises, driving both new business and expansion opportunities. You will collaborate closely with technical, product, and customer-facing teams to understand each customer's business priorities, technical requirements, and decision-making process. As a key contributor, you'll play a crucial role in closing high-value deals, building mutually aligned value propositions, and navigating complex, multi-stakeholder enterprise sales cycles. AS A SENIOR ENTERPRISE ACCOUNT EXECUTIVE, YOU WILL: - Drive New Business and Expansion: Proactively identify, target, and secure new enterprise clients while growing existing accounts through upsell, cross-sell, and broader platform adoption. - Navigate Complex Sales Cycles: Manage long, multi-stakeholder enterprise sales processes involving executives, technical evaluators, procurement, legal, security, and operational teams from initial discovery through negotiation and close. - Build Customer Value: Use consultative and Challenger-style selling to develop mutually aligned business cases that connect Ditto's platform capabilities to customer outcomes, urgency, and measurable impact. - Collaborative Selling: Partner with cross-functional teams, including solution architects, product, marketing, and customer success, to craft customized product demonstrations, technical narratives, and value propositions aligned to customer priorities. - Stay Technically and Commercially Informed: Learn and clearly communicate the technical merits of Ditto's platform while staying current on market trends, competitors, and customer feedback. - Own Pipeline and Forecasting: Maintain accurate sales activity tracking, pipeline management, forecasting, and deal strategy using CRM tools and supporting systems. WHAT YOU'LL NEED: - 7+ years of enterprise software sales experience, with a track record of closing large, complex deals with Fortune 500 companies or similar, ideally in cloud, SaaS, data infrastructure, edge computing, distributed systems, or enterprise software markets. - Experience working in a high-growth startup, with the ability to thrive in a fast-paced, dynamic environment while managing multiple deals autonomously. - Proven ability to engage and influence C-level executives, technical leaders, procurement teams, and other senior decision-makers across complex enterprise buying processes. - Well-versed in selling complex technology solutions, with the curiosity and discipline to learn the technical merits of the product and communicate them to both technical and non-technical audiences. - Experience applying Challenger, MEDDICC, value selling, consultative selling, or similar enterprise sales methodologies to build mutually aligned value propositions and business cases with customers. - Demonstrated success managing long sales cycles, including technical evaluations, consensus-building, security reviews, legal review, procurement, and final decision making. THE BENEFITS OF BUILDING WITH US We offer competitive salaries and meaningful equity. We believe everyone on the team should have a stake in what we’re building. Benefits vary by region to make sure you're covered in the ways that matter most. In the US, that includes health, dental, vision, life, and disability insurance, plus a 401(k) and flexible spending accounts. Regardless of where you live, everyone at Ditto can utilize flexible time off. And while we work remotely, our Atlanta office is always open if you ever want a place to work or meet up with teammates. APPLY ANYWAY At Ditto, we know game-changers don’t always come wrapped in a “perfect” resume. Years of experience? Every single bullet point checked? Meh. That’s not what drives us. What does matter? - Grit. - Curiosity. - Adaptability. - And a genuine spark for what we’re building. So if you’re fired up about our mission but not sure you tick every box - hit that apply button anyway. Use your application to show us how you’ll make an impact here. We’re always on the lookout for exceptional humans who want to grow, stretch, and build something meaningful with us. EQUAL OPPORTUNITY EMPLOYER Ditto is proud to be an equal-opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristics. Ditto is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let us know.