Director, Strategic Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of and expand a portfolio of established 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.

• Cultivate and sustain relationships with executive, engineering, and operational stakeholders.

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

• Discover new use cases and emerging needs related to IP migration, cloud workflows, virtualization, and remote production.

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

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

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

• Collaborate with marketing, product management, solution architects, channel partners, and system integrators.

• Represent the customer’s voice internally, offering insights on market needs, competitive positioning, pricing strategies, contract negotiations, and large-scale deal structuring.

⛳️ Requirements

• Over 10 years of sales experience in the broadcast, media technology, or live production sectors.

• A proven history of managing and growing large enterprise or strategic accounts.

• Demonstrated success in consistently surpassing sales targets in complex, enterprise-level sales environments.

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

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

• Proven success in leading lengthy, consultative sales cycles that involve complex solutions and numerous 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 abilities.

• Comfortable interacting with both C-level and technical stakeholders.

• Ability to operate within a matrixed, global organization while collaborating across regions and functions.

• Preferred knowledge of industry standards such as SMPTE ST 2110, NMOS, and cloud-based media workflows.

• Proficient in CRM usage, forecasting, and managing data-driven pipelines and opportunities.

• Collaborative, self-motivated, and effective at working independently in a remote, global setting.

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

🏝️ Benefits

• Competitive salary along with an attractive annual bonus.

• 4 weeks of vacation, in addition to 12 holidays.

• Employer-sponsored Health Reimbursement Account.

• Short and long-term disability insurance.

• 401K plan with company matching.

• Opportunities for personal growth within an international environment.