Director, Strategic Accounts

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

📋 Description

• Take charge of and expand a portfolio of established enterprise and tier-one broadcasting accounts throughout North America, serving as the primary commercial and relationship leader.

• Create and implement multi-year account strategies that align with customer business goals and the product and solution roadmap of LAWO.

• Foster and sustain relationships with executives, engineering professionals, and operational stakeholders.

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

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

• Precisely forecast revenue and navigate complex, consultative sales cycles.

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

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

• Partner with marketing, product management, solution architects, channel partners, and system integrators to optimize 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 sectors.

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

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

• Strategic thinker with a hands-on approach and accountability for results.

• Experience in selling premium or mission-critical broadcast solutions to leading 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 settings.

• Proven success in leading lengthy, consultative sales cycles that involve complex solutions and multiple technical and business stakeholders.

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

• Exceptional communication, negotiation, and presentation skills.

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

• Ability to thrive in a matrixed, global organization and collaborate 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-driven, and effective in working independently within a remote, global environment.

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

🏝️ Benefits

• Competitive salary and appealing annual bonus.

• 4 weeks of vacation in addition to 12 holidays.

• Employer-sponsored Health Reimbursement Account.

• Short & Long Term Disability Insurance.

• 401K with Company Match.

• Opportunities for personal growth within an international environment.