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Market Maker, Strategic Enterprise Solution Sales

3 months ago

New York, New York, United States Digimarc Full time

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. See more at

The cornerstone of our Illuminate Platform, the Digimarc Digital Watermark is an identification technology unique to Digimarc that provides an unparalleled level of covertness, ubiquity, redundancy, and security. Both in reach and performance, digital watermarking represents quantum leaps forward from traditional auto identification technologies, and enables any object to be reliably, efficiently and securely identified by industry standard imaging and audio technologies.

There are many important uses for the platform we have built. Our current SaaS products address critically important, world-wide problems that are vastly improved by our high-barrier-to-entry, unique offerings that: protect currency and consumer goods from counterfeits, reduce food waste, improve food and drug safety, provide a direct-to-consumer digital communication channel, improve the efficiency of physical retail shopping, and increase the quality and quantity of plastic recycling by revolutionizing today's ineffective waste sortation.

As we continue to expand an inflecting -- and ultimately massive -- market opportunity that we are uniquely positioned to lead, we will productize additional use cases that work together with existing use cases to provide accretive value to our customers and allow them to complete their digital transformation journeys. Because with Digimarc, you can finally see everything. And when you see everything, you can achieve anything.

THE CHALLENGE...

We are looking to strengthen our team with the addition of a dynamic Market Maker who will collaborate closely with Digimarc Executives, reporting directly to our Chief Revenue Officer (CRO). This new position is a key component of our strategy to drive growth in specific markets. The ideal candidate will be driven by both curiosity and results and will possess exceptional client engagement and relationship skills. Their commitment to understanding industry trends, regulations, and associated challenges will lead to the collaborative development of solutions that address the fundamental needs of the client in these new markets, all enabled by Digimarc technology. Additionally, this person will have proven track record of navigating complex, enterprise-level procurement negotiations to secure multi-million-dollar ARR deals. This role will carry the responsibility for achieving a new booking target while also secure critical customer reference wins as we open new markets.

WHAT WE ARE LOOKING FOR ...

  • Minimum 5 years of Enterprise selling experience with a proven track record for developing and then navigating complex sales cycles & enterprise-level procurement negotiations to secure multi-million-dollar ARR deals.
  • Strategic Thinking: Ability to develop sales strategies that align with both the customer's and the company's goals.
  • Business Acumen: Deep understanding of the business landscape, including market dynamics, competitive analysis, and financial modeling.
  • Relationship Building: Exceptional interpersonal skills to build and maintain relationships with key stakeholders, decision-makers, and influencers within large organizations.
  • Complex Negotiation: Skills in navigating complex sales negotiations and contracts, often involving multiple stakeholders with varying interests.
  • Solution Selling: Ability to understand and articulate how our product solves specific business problems (need for consultative/evangelism, sales proficiency)
  • Project Management: Proficiency in managing long sales cycles, coordinating with multiple departments internally, and navigating the customer's buying process.
  • Technical Proficiency: Solid understanding of the technical aspects of the products and the solutions we have delivered.
  • Problem-Solving Ability: Capacity to identify, analyze, and solve complex problems that may arise during the sales process.
  • Adaptability: Flexibility in adapting strategies and approaches in response to market changes or feedback from potential customers.
  • Emotional Intelligence (EQ): High EQ is crucial for understanding and managing emotions in oneself and others, facilitating better communication and relationship-building.
  • Curiosity and Learning Orientation: Eagerness to continually learn about new products, technologies, industries, and sales methodologies.
  • Strategic Vision: Cognitive ability to see the larger picture and how individual sales efforts fit into the company's broader strategic goals.

WHAT YOU'LL DO ...

  • Deeply understand the market trends, and the regulations driving the need for our solution, and execute a tactical playbook to drive significant revenue for the company focus on the North American market(s) we seek to unlock
  • Proactively seek new business opportunities in the market(s) we seek to unlock
  • Extensively understand our product capabilities and our customers' existing solutions
  • Work closely with the enterprise team to strategize, identify, and map target accounts and participate directly in sales cycles for key "must-win" opportunities.
  • Provide key input and feedback to the Product team to help inform the company's platform and product direction and roadmap.
  • Provide onboarding support and customer service to new and existing clients
  • Review and approve marketing and sales assets and enablement plans
  • Up to 25% travel required. Attend and present at events as needed

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. For more information, visit us at

Benefits:

Competitive salary

Restricted stock units

Comprehensive benefits including medical, dental, vision, & retirement savings plan

Flexible time off / holidays

Training & Development

Mentorship opportunities

Remote Work

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.

Principals only. No recruiters, please.