Enterprise Solutions Sales Director

About this role

<div class="section page-centered" data-qa="job-description"> <h3><strong>About Us:</strong> </h3> <div> <p>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. 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. </p> <span data-teams="true"><span id="message-body-1777323347114" class="fui-ChatMessage__body r7802u9 ___1h1rjby f10pi13n ftqa4ok f2hkw1w f8hki3x f1d2448m f1bjia2o ffh67wi f1j6vpng f1pniga2 f987i1v f1ffjurs f15bsgw9 f14e48fq f18yb2kv fd6o370 ffwy5si f3znvyf f57olzd f4stah7 f480a47 fs1por5 fk6fouc figsok6 fkhj508 f19n0e5 f9ijwd5 fx91ewl f1o0qvyv f9ggezi f1xp5gbu f150uoa4 ffyari3 fxugw4r fo7qwa0 fxowb0n f11ghf3q f13aoclr flypziy f10kwr27 fquw1qa fftr39l f13lathq f15hsm81 f2ss68y ffb60jq f8nuap2 f13nk4fk f7jacry fq08z5q fd9af6s fr74w9q fcl9uv6 f13sm7pj f1u6qqly f16wpxbl faim3u9 f6cs3qo fa2w2z3 fd39nx6 f10gn8j9 frcqmxy f1w9ws4k f1ddxkqj fd10euv fvuz61 f1nbc6gw"><span id="content-1777323347114" class="fui-Primitive ___11tzqds f1oy3dpc f89hs3r fqtknz5 fyvcxda"></span></span></span></div> <h3><strong>ABOUT THE ROLE…</strong> </h3> <div> <div>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 <strong>builders as much as closers</strong>—people who can create structure where it doesn’t yet exist, push deals forward with urgency, and help shape how we sell. </div> <div>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 <strong>Digital </strong>and <strong>Retail / Gift Card Fraud</strong> businesses, requiring comfort selling into technical, operational, and executive audiences. </div> <div> </div> <div>This role requires {10%} travel.  </div> </div> </div> <div class="section page-centered"> <div> <h3>WHAT YOU WILL DO…<span class="Apple-converted-space"> </span></h3> <ul class="posting-requirements plain-list"> <ul> <li>Own the full sales cycle from prospecting and qualification through negotiation and close, with clear accountability for advancing deals and closing revenue </li> <li>Manage complex, multi-stakeholder sales processes with long deal cycles, often without clearly defined buying paths </li> <li>Proactively identify the economic buyer, decision process, and success criteria early in the sales cycle </li> <li>Build and maintain strong relationships with executive-level buyers and cross-functional stakeholders across security, IT, operations, and retail organizations. </li> <li>Create and execute account strategies that move opportunities forward with clear next steps, decision timelines, and documented mutual action plans </li> <li>Drive urgency by proactively managing timelines, risks, and decision points – not waiting for customers to create momentum. </li> <li>Operate effectively in an environment where products,  pricing, and messaging are evolving, providing feedback to help refine our go-to-market approach.. </li> <li>Collaborate closely with Marketing, Product, Customer Success, and Leadership to align on deal strategy and remove blockers </li> <li>Accurately forecast pipeline and revenue, keeping CRM data up to date and maintaining high forecast discipline. </li> <li>Identify and communicate customer needs, feeding insights back into product and go-to-market teams to influence roadmap and positioning </li> <li>Alignment with the core Digimarc values: collaborative, curious, and courageous </li> </ul> </ul> </div> </div> <div class="section page-centered"> <h3>WHAT WE ARE LOOKING FOR…<span class="Apple-converted-space"> </span></h3> <ul class="posting-requirements plain-list"> <ul> <li>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)…