Business Development Director – AdTech SaaS

Carter Murray; United Kingdom; On-site; GBP 120,000 - 170,000; Full time

Job summary

Carter Murray is representing a well-established global software business seeking an Enterprise Sales Director to drive new-logo growth across international markets.

The role is for an experienced enterprise salesperson with strong knowledge of the media industry, capable of selling sophisticated software solutions to major media organisations. You will own the full sales cycle from discovery to close and build strategic partnerships.

Qualifications

• 8+ years of enterprise software sales experience with a track record of hitting new-business targets.
• Experience selling complex, high-value SaaS or enterprise software through long cycles.
• Strong knowledge of the media industry with credibility with media buyers.

Responsibilities

• Own and deliver against an annual new-business target across international markets.
• Develop a strong self-generated pipeline alongside marketing opportunities.
• Identify and engage senior stakeholders within major media organisations.
• Manage complex enterprise software sales from discovery to contract close.
• Build compelling business cases by uncovering customer challenges and priorities.
• Develop partner and reseller relationships to generate opportunities.
• Structure and negotiate multi-year enterprise agreements covering SaaS, implementation and services.
• Maintain pipeline, forecasting and CRM discipline.
• Collaborate with Pre-Sales, Marketing, Product, Finance and Professional Services.
• Represent the business at industry events and customer meetings internationally.

Skills

New-business sales

Enterprise software sales

Media industry knowledge

MEDDPICC

ValueSelling

Forecasting & CRM

Stakeholder engagement

Job description

We are representing a well-established global software business looking to appoint an Enterprise Sales Director to drive new-logo growth.

The company provides sophisticated software solutions to the media industry, helping publishers, broadcasters and other media organisations manage advertising operations, commercial workflows and revenue more effectively.

This is a senior individual-contributor role for an accomplished enterprise salesperson who understands the media technology ecosystem and is comfortable selling complex, high-value software solutions to sophisticated customers.

You will take ownership of the full sales cycle, from identifying and developing opportunities through to commercial negotiation and close.

The Role:

• Own and deliver against an annual new-business target across assigned international markets.
• Develop a strong self-generated pipeline alongside marketing-generated opportunities.
• Identify and engage senior stakeholders within major media organisations.
• Manage complex enterprise software sales from initial discovery through to contract negotiation and close.
• Build compelling business cases by uncovering customer challenges, commercial priorities and opportunities for improvement.
• Develop partner and reseller relationships that generate qualified opportunities.
• Structure and negotiate multi-year enterprise agreements covering SaaS licensing, implementation and associated services.
• Maintain accurate pipeline management, forecasting and CRM activity.
• Work closely with Pre-Sales, Marketing, Product, Finance and Professional Services throughout the sales process.
• Represent the business at relevant industry events and customer meetings internationally.

Ideal Candidate

• 8+ years of enterprise software sales experience, with a strong record of achieving new-business targets.
• Proven success selling complex, high-value SaaS or enterprise software through long sales cycles.
• Strong knowledge of the media industry and credibility with media technology/software buyers.
• Experience selling across multiple European or international markets.
• A genuine new-business mentality with the ability to generate opportunities rather than relying solely on inbound leads.
• Strong discovery skills and the ability to uncover underlying commercial needs and create urgency.
• Experience negotiating sophisticated, multi-year enterprise agreements.
• Familiarity with structured enterprise sales methodologies such as MEDDPICC and ValueSelling.
• Strong forecasting, pipeline management and CRM discipline.
• Ability to work effectively with geographically dispersed leadership and support teams.
• Comfortable travelling internationally for customer meetings and industry events.