Enterprise Solutions Sales Director

About Us

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 verify what’s real, protect what matters, and transact with confidence.

Recognized in Gartner’s 2025 Hype Cycle as a key vendor in the emerging Trust Ops category, 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.

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We are looking for a high-performing Enterprise Solutions Sales Director to own and drive complex sales cycles from initial engagement through close. The 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.

This role requires travel approximately 10%.

• 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

• 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…