Director, Ecosystem Enablement

About the role

This role combines technical program leadership with strong commercial alignment. Success requires the ability to operate commercially—partnering with sales to advance deals, influencing prioritization across multiple organizations, and ensuring opportunities move from concept to live deployment.

This role requires up to 25% travel.

What you will do

• Hardware & Technology Enablement:
• Build deep relationships with Zebra, Honeywell, Datalogic, NCR
• Drive: Firmware readiness and upgrade timelines, Alignment between hardware capabilities and Digimarc requirements, Alignment between firmware availability and active market opportunities, Track which retailers are on compatible infrastructure to inform and prioritize active opportunities.
• Retail Technical Engagement:
• Partner with retailer IT, POS, and store systems teams
• Support active deals and initial launches through: Technical validation, Integration planning, Internal business case development
• Translate technical requirements into clear business value
• Commercial Influence & Deal Acceleration:
• Partner closely with Market Development to advance active opportunities by removing technical and operational blockers
• Influence retailer IT and hardware partners to prioritize Digimarc within competing initiatives
• Help build and communicate the business case for deployment, connecting technical readiness to fraud reduction and revenue outcomes
• Act as a force multiplier on pipeline, accelerating time-to-pilot and time-to-scale
• Identify signals of readiness (firmware, hardware, org alignment) and translate them into actionable opportunities
• Program & Project Leadership:
• Own, drive and coordinate cross-functional execution across: Retailers, Hardware vendors, Internal product/engineering
• Lead: Weekly execution and unblocker status calls, Implementation and deployment plans, Pilot readiness tracking tied to active opportunities
• Barrier Removal & Acceleration:
• Identify blockers to deployment (technical, operational, prioritization) to reduce time-to-pilot and time-to-scale
• Proactively solve for: Misaligned roadmaps, Resource constraints, Competing retailer priorities
• Market Intelligence:
• Develop visibility into: Hardware deployment footprint, Firmware upgrade cycles, Retail readiness signals
• Feed insights back into sales and leadership to prioritize and accelerate pipeline

What we are looking for

• 8–12+ years in enterprise sales, partnerships, or market development
• Retail technology, POS systems, hardware ecosystems, or solution engineering
• Strong understanding of: Retail IT organizations and decision processes, Hardware/software integration concepts
• Proven ability to: Manage complex, multi-party initiatives, Influence technical and non-technical stakeholders
• Commercial mindset—you understand that speed = revenue
• Ability to operate in ambiguous, fast-moving environments and create structure where it does not yet exist

Success looks like

• Increased number of retailers technically ready for deployment
• Reduction in time from deal > pilot > deployment
• Faster firmware and hardware enablement timelines
• Successful pilot execution with minimal friction
• Clear visibility into ecosystem readiness that drives pipeline
• Accelerated conversion of opportunities from pipeline to live deployments

Benefits

• Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan
• Restricted Stock Units
• Flexible Paid Time Off & Holidays
• Life Insurance
• Employee Stock Purchase Plan (ESPP)
• Mentorship Opportunities
• Training & Development

Compensation

Competitive compensation package

Our Culture

• 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