Director, Strategic Accounts

This is a fully remote position, open to applicants in New York.

📋 Description

• Take ownership of and expand a portfolio of existing enterprise and tier-one broadcast accounts throughout North America, serving as the main commercial and relationship lead.

• Formulate and implement multi-year account strategies that align with customer business goals and LAWO’s product and solution roadmap.

• Establish and nurture robust relationships with executive, engineering, and operational stakeholders to ensure enduring customer satisfaction, retention, and account health.

• Propel revenue growth within current accounts by expanding solutions, facilitating upgrades, and cross-selling across audio, video, control, and IP-based workflows.

• Recognize new use cases and emerging requirements associated with IP migration, cloud workflows, virtualization, and remote production.

• Provide accurate revenue forecasts and manage intricate, consultative sales cycles with discipline and transparency.

• Identify, qualify, and cultivate new strategic enterprise accounts with significant long-term growth potential for LAWO.

• Implement structured strategies for new account entry, including stakeholder mapping, value positioning, and proof-of-concept alignment.

• Work closely with marketing, product management, solution architects, channel partners, and system integrators to maximize account penetration and influence.

• Serve as the internal voice of the customer, offering insights on market needs, competitive positioning, pricing strategies, contract negotiations, and large-scale deal structuring.

⛳️ Requirements

• Over 10 years of sales experience in broadcast, media technology, or live production, demonstrating a proven ability to manage and expand large enterprise or strategic accounts.

• Documented success in consistently surpassing sales targets in complex, enterprise-level sales settings.

• A strategic mindset coupled with hands-on execution and accountability for results.

• Experience in selling premium or mission-critical broadcast solutions to major broadcasters, sports networks, media organizations, or live event producers.

• In-depth understanding of broadcast infrastructure, including IP-based and software-defined production workflows in audio, video, control, and cloud-enabled environments.

• Proven ability to lead long, consultative sales cycles involving complex solutions and multiple technical and business stakeholders.

• Strong executive presence with the capability to influence senior decision-makers while credibly engaging with engineering and operations teams.

• Exceptional communication, negotiation, and presentation skills, comfortable interacting with both C-level and technical stakeholders.

• Comfortable navigating within a matrixed, global organization and collaborating across regions and functions.

• Familiarity with industry standards such as SMPTE ST 2110, NMOS, and cloud-based media workflows is preferred.

• Proficient in CRM utilization, forecasting, and data-driven pipeline and opportunity management.

• Collaborative, self-motivated, and effective when working independently in a remote, global environment.

• Willingness to travel as needed to support strategic accounts and business development initiatives.

🏝️ Benefits

• Competitive salary and appealing annual bonus.

• 4 weeks of vacation, plus 12 holidays.

• Employer-sponsored Health Reimbursement Account.

• Short & Long Term Disability Insurance.

• 401K with company match.

• Opportunities for personal growth within an international environment.