Enterprise Solutions Sales Director

About Us Digimarc Corporation (NASDAQ: DMRC) is the global leader in product digitization. A pioneer in digital watermarks, Digimarc connects every physical and digital item to a digital twin that enables the capture of product data, records events and interactions, and supports powerful new automations. Trusted to deter counterfeiting of global currency for more than 20 years, Digimarc is also recognized for ensuring product authenticity, improving plastics recycling, and more, with a commitment to promoting a prosperous, safer, and more sustainable world. In 2023, Digimarc was named to the Fortune 2023 Change the World list and honored as a 2023 Fast Company World Changing Ideas finalist. About The Role 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 reporting 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 builders as much as closers —people who can create structure where it doesn’t yet exist, push deals forward with urgency, and help shape how we sell. 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 Digital and Retail / Gift Card Fraud businesses, requiring comfort selling into technical, operational, and executive audiences. Travel is required: about 10%. What You Will Do Own the full sales cycle from prospecting and qualification through negotiation and close, with clear accountability for advancing deals and closing revenue Manage complex, multi‑stakeholder sales processes with long deal cycles, often without clearly defined buying paths Proactively identify the economic buyer, decision process, and success criteria early in the sales cycle Build and maintain strong relationships with executive‑level buyers and cross‑functional stakeholders across security, IT, operations, and retail organizations. Create and execute account strategies that move opportunities forward with clear next steps, decision timelines, and documented mutual action plans Drive urgency by proactively managing timelines, risks, and decision points - not waiting for customers to create momentum. Operate effectively in an environment where products, pricing, and messaging are evolving, providing feedback to help refine our go‑to‑market approach Collaborate closely with Marketing, Product, Customer Success, and Leadership to align on deal strategy and remove blockers Accurately forecast pipeline and revenue, keeping CRM data up to date and maintaining high forecast discipline. Identify and communicate customer needs, feeding insights back into product and go‑to‑market teams to influence roadmap and positioning Alignment with the core Digimarc values: collaborative, curious, and courageous What We Are Looking For 5+ years of experience in B2B sales, with a track record of closing complex, non‑commodity deals; preferred industry experience (digital security, fraud prevention, 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) or navigating their partner ecosystems is a strong plus Proven ability to manage long sales cycles involving multiple decision‑makers, including legal, procurement, security, and operations. Demonstrated success in early‑stage, high‑ambiguity, or build‑phase environments where structure and process are still being developed Strong business acumen and consultative selling skills, with the ability to translate technical or abstract value into business outcomes Highly organized with exceptional follow‑through and attention to detail Comfortable operating with urgency in a fast‑paced, evolving environment Excellent communication, negotiation, and presentation skills Experience selling to mid‑market and/or enterprise customers preferred Experience with Gong and Salesforce Benefits Comprehensive benefits including Medical, Dental, Vision, & Retirement Savings Plan Restricted Stock Units Flexible Paid Time Off & Holidays Life Insurance Tuition Reimbursement Mentorship Opportunities Training & Development Compensation A reasonable estimate of the current salary range is $124,000 - $155,000 with a total comp of $248,000 - $310,000. 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. 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. #J-18808-Ljbffr Digimarc