Sales Director, North America

The Role

We are looking for a senior enterprise software seller who wants to own a market, not just a quota. You will develop our business in North America, win new customers, expand existing accounts and work with partners in the region. You are equally credible with business and technical buyers and bring in our specialists where their expertise adds most value.

Key Responsibilities

• Turn the sales plan into a territory plan for North America, focusing on the customers, segments and opportunities with the strongest commercial potential.
• Drive new customer acquisition: find and qualify opportunities, lead discovery with business and technical stakeholders, and take deals through to signed contract.
• Drive account expansion: own the customer relationship, keep an account plan for every key customer, and coordinate retention and renewals with the teams responsible for renewals, customer support and services.
• Work closely with the Head of Sales on strategic pursuits, executive relationships and complex negotiations.
• Own your pipeline and forecast: reliable CRM data, clear qualification criteria and evidence for deal timing and value.
• Lead responses to RFIs, RFPs and tenders together with technical presales and other specialist teams.
• Validate scope, product fit and delivery assumptions with Product Management, R&D and Professional Services before committing to customers, and ensure a clear handover after contract signature.
• Build business cases for software, subscriptions and associated services that demonstrate customer value while protecting pricing and margins.
• Work with system integrator, technology and software partners in the region on joint opportunities.
• Work with Marketing on regional campaigns and events such as NAB Show that generate qualified pipeline.
• Bring customer and market feedback into portfolio discussions, and represent Vidispine with customers, partners and at industry events.

Experience and Capabilities

• 8+ years of enterprise software sales in North America, with evidence of meeting or exceeding commercial targets on complex, multi-year deals.
• Experience selling complex solutions to broadcasters, media companies, sports organizations or comparable customers with demanding media workflows.
• Ability to manage extended sales cycles, formal tenders and negotiations involving business, technology, procurement and executive stakeholders.
• Commercial understanding of media asset management, production workflows, rights and scheduling, or advertising technology. You are comfortable leading technical conversations, including on cloud-based media workflows (for example on AWS).
• Experience with direct and partner sales, recurring revenue models and account expansion, supported by disciplined forecasting and CRM use.
• A self-driven, transparent and accountable working style, and experience working in an international team.
• Fluent business English, German is an advantage. Willingness to travel within North America and internationally.

Measures of Success

Success will be measured against agreed bookings and revenue targets, new customer wins and account expansion in North America. Other measures include qualified pipeline coverage, conversion rates, forecast accuracy, partner contribution and deal profitability. Targets will be agreed with the Head of Sales.