Flow Capture Principal Sales Specialist

This is a fully remote position, open to applicants in United States, +8 more locations.

📋 Description

• Target mid-tier production companies, post houses, and studios that align with the ideal customer profile.

• Collaborate with Account Based Marketing on campaigns, events, and outreach to enhance awareness and generate leads.

• Manage the complete sales cycle from prospecting and qualification through discovery, scoping, solution alignment, security review, negotiation, and closing.

• Establish initial productions or teams within new clients and facilitate their expansion into broader, multi-project engagements.

• Build trust with producers, post supervisors, editors, DITs, and leaders in studio technology and security.

• Facilitate value-driven discussions regarding secure camera-to-cloud dailies, real-time review, and collaboration among distributed teams.

• Conduct on-site meetings and visit productions, facilities, and industry events.

• Work alongside technical specialists, partners, and product teams on demonstrations and validation processes.

• Maintain a high-velocity pipeline, ensure accurate forecasting, and uphold disciplined opportunity hygiene in Salesforce.

• Gather insights and document repeatable strategies to scale Flow Capture within the new segment.

⛳️ Requirements

• Over 7 years of comprehensive B2B software sales experience.

• Demonstrated success in roles focused on new logo acquisition or territory hunting.

• Proven ability to open doors, qualify leads, and convert cold accounts into an engaged pipeline.

• Experience collaborating with marketing on account-based or targeted campaigns.

• Strong skills in discovery and value selling with both technical and creative audiences.

• Comfortable managing deals independently from start to finish without depending on an existing account owner.

• Capability to identify the right entry points within production companies and achieve initial wins that promote growth.

• An entrepreneurial mindset, competitive spirit, and ease in operating without a fully defined playbook.

• Willingness to travel as necessary to meet with customers, attend productions, and participate in industry events.

• Preferred: Experience in sales to the Media and Entertainment sector, including production or post-production.

• Preferred: Familiarity with dailies, review and approval processes, media management, or camera-to-cloud workflows.

• Preferred: Established network of relationships within production companies, studios, or post houses.

• Preferred: Background in startup or early-stage team environments.

🏝️ Benefits

• Flexible work preferences whenever feasible.

• Hybrid or remote work options for nearly all positions, unless specified otherwise.

• Commitment to equal opportunity employment.