Sales Director

This is a fully remote position, open to applicants in Canada, +1 more country.

📋 Description

• Drive business development efforts in North America and take ownership of the regional market.

• Transform the sales strategy into a North America territory plan that targets high-potential customers, segments, and opportunities.

• Identify and qualify new customer prospects, facilitate discovery processes, and guide deals through to signed contracts.

• Manage customer relationships, uphold account plans, and coordinate retention and renewal efforts.

• Collaborate with the Head of Sales on strategic initiatives, executive relationships, and complex negotiations.

• Take responsibility for the pipeline and forecasting, ensuring reliable CRM data and clear qualification criteria.

• Lead the responses to RFIs, RFPs, and tenders alongside presales and specialist teams.

• Confirm the scope, product fit, and delivery assumptions with Product Management, R&D, and Professional Services.

• Ensure a smooth transition after the contract is signed.

• Develop business cases for software, subscriptions, and associated services while safeguarding pricing and margins.

• Foster joint opportunities with system integrators, technology, and software partners.

• Collaborate with Marketing on regional campaigns and events such as the NAB Show.

• Incorporate customer and market feedback into portfolio discussions.

• Represent Vidispine to customers, partners, and at industry events.

• Meet agreed-upon targets for bookings, revenue, new customer acquisition, account expansion, pipeline management, conversion rates, partner contributions, and profitability.

⛳️ Requirements

• Over 8 years of experience in enterprise software sales within North America.

• Proven track record of meeting or surpassing commercial targets on complex, multi-year agreements.

• Experience in selling intricate solutions to broadcasters, media companies, sports organizations, or similar clients with demanding media workflows.

• Capability to manage extended sales cycles, formal tenders, and negotiations involving business, technology, procurement, and executive stakeholders.

• Strong commercial understanding of media asset management, production workflows, rights and scheduling, or advertising technology.

• Comfort in leading technical discussions, including those related to cloud-based media workflows such as AWS.

• Experience in both direct and partner sales, along with recurring revenue models and account expansion.

• Disciplined in forecasting and utilizing CRM systems.

• Self-motivated, transparent, and accountable work ethic.

• Experience in working within an international team environment.

• Proficient in business English.

• Willingness to travel within North America and internationally.

• Knowledge of German is a plus.

🏝️ Benefits

• Access to the expertise of the broader Lumine Group.

• Opportunity to collaborate with a senior, international team.

• Responsibility for managing customer relationships and driving growth.