Generates qualified pipeline through outbound prospecting across phone, email, social, and events. Identifies target accounts, conducts discovery, qualifies opportunities using MEDDPICC, maps stakeholders, and hands opportunities to Account Executives. Builds multi-threaded relationships, manages outbound cadences, maintains CRM and prospecting-tool data, uses AI to personalize outreach, monitors performance, and may mentor junior BDRs.

Own a named enterprise account patch across new-logo hunting, inbound conversion, renewals, upsell, and cross-sell. Build pipeline through AI-first outbound, manage complex Fortune 500 sales, multithread buying committees, apply MEDDPICC, develop business cases, and maintain accurate Salesforce forecasts. Partner with SDRs, renewal teams, solution advisors, and ecosystem partners while serving as the customer escalation point. Regular customer visits, executive engagement, deal reviews, and market feedback are required.

Build and lead Digimarc’s value engineering function for enterprise technology sales. Partner with customers and account teams to uncover economic drivers, create CFO-ready business cases using ROI, IRR, NPV, TCO, payback, and cost-of-inaction models, and translate product capabilities into measurable outcomes. Develop scalable value-selling frameworks, benchmarks, tools, and proof points; advise on AI and technology; create executive presentations; support strategic deals; and establish post-sale value realization to drive bookings, renewals, expansion, win rates, deal sizes, and ARR.