Dolby Careers Senior Director of Sales EMEA

Sound, Visual, & Display Technology; City Of London; On-site; GBP 80,000 - 120,000; Full time

Job summary

A leading technology company in the City of London seeks an experienced Sales Team Leader for the EMEA region. You will manage a diverse team and develop strategic plans to drive sales in Live Sports, Betting, and iGaming. Ideal candidates have a strong SaaS background, exceptional leadership skills, and an understanding of the streaming digital media landscape. This role offers an opportunity to shape the company's sales strategy and drive significant revenue growth.

Benefits

Excellent compensation and benefits

Flex Work approach

Collegial culture

Qualifications

• 4 years of Enterprise Sales Leadership experience managing Direct Sales teams.
• 10 years of Sales experience.
• Strong understanding of the streaming digital media landscape.

Responsibilities

• Manage a team of Direct Sales, Indirect Sales Partners, SDRs and Sales Engineers for the EMEA region.
• Develop and execute strategic Go‑To‑Market business plans.
• Negotiate contract terms and conditions leveraging a consultative approach.

Skills

Crisis Management

Strategic Planning

Public Speaking

Education

Bachelor’s degree in business

Tools

Salesforce

MS-Office

Job description

Join the leader in entertainment innovation and help us design the future. At Dolby science meets art and high tech means more than computer code. As a member of the Dolby team you’ll see and hear the results of your work everywhere from movie theaters to smartphones. We continue to revolutionize how people create, deliver and enjoy entertainment worldwide. To do that we need the absolute best talent. We’re big enough to give you all the resources you need and small enough so you can make a real difference and earn recognition for your work. We offer a collegial culture, challenging projects and excellent compensation and benefits not to mention a Flex Work approach that is truly flexible to support where, when and how you do your best work.

Dolby OptiView

Dolby OptiView helps sports media and entertainment companies to maximize viewer engagement and monetization. Use cases that include Live Sports, Sports Betting, iGaming and Live Auctions demand high quality real‑time streaming solutions. Whether it’s high‑quality playback across platforms, a live streaming solution designed to meet every latency requirement or seamless ad experiences, Dolby OptiView powers unforgettable viewer experiences while unlocking new revenue opportunities. Engage more and earn more effortlessly.

What you will do :

Manage an organization of quota‑carrying Sales Professionals (SDRs) and Sales Engineers to take full advantage of Dolby OptiView Solutions comprehensive offering for Live Sports, Sports Betting, iGaming and Live Auctions that are adopting real‑time streaming solutions as part of their offerings. This includes Streaming Player, Ads, Cloud and On‑Prem Transcoding solutions that support complex mission‑critical client requirements. As an experienced Go‑To‑Market leader we expect someone who is data‑driven and proficient using BI, Salesforce and MS‑Office. Additional knowledge of complex selling methodology for both direct and indirect sales teams is a must. This leader will develop and maintain strategic relationships with high‑level executive decision‑makers, understand their unique business needs and position our solutions and partnership as the ideal fit. Success in this role will require a combination of consultative selling skills, industry expertise specifically in Streaming and Player Solutions and a passion for delivering exceptional Go‑To‑Market customer experiences and support.

This job might be for you if :

You are a highly motivated, outcome‑driven, solutions‑oriented, charismatic and passionate individual looking for a great opportunity to progress your career. We need a Sales Team Leader who is comfortable bringing sales management skills and team leadership to support our Go‑To‑Market business in EMEA.

Responsibilities :

• Manage a team of Direct Sales, Indirect Sales Partners, SDRs and Sales Engineers for the EMEA region.
• Develop and execute strategic Go‑To‑Market business plans to build relationships with C‑level executives, decision‑makers and stakeholders, nurturing long‑term partnerships.
• Collaborate closely with cross‑functional teams including sales operations, legal, product management, engineering, customer success and marketing to support our clients.
• A hands‑on leader who can support his or her team to deliver compelling sales presentations, demonstrations and proposals tailored to the unique requirements and objectives of prospects.
• Negotiate contract terms and conditions leveraging a consultative approach to drive mutually beneficial agreements while maximizing bookings and revenue potential.
• Achieve or exceed assigned sales region targets and quotas consistently driving bookings and revenue growth within the enterprise, mid‑market and SMB market segments of Live Sports, Sports Betting, iGaming and Live Auctions.
• Maintain accurate and up‑to‑date records of sales activities, customer interactions and opportunities in our Salesforce system.
• Travel within the EMEA and USA whenever necessary to meet prospects and customers in person and tell the Dolby OptiView story.
• Keep abreast of market trends, competitors and industry developments to identify emerging opportunities and refine regional sales strategies accordingly.
• Collaborate with marketing teams to provide valuable market feedback, insights and suggestions for refining go‑to‑market strategies, product positioning and pipeline building.

Leadership Principles :

• Know your business – Understand the external landscape (market, competitors, trends) to create broader impact in your industry/domain.
• Operate as an Owner – Be a steward of Dolby. Make business and people decisions with organizational interests and our ecosystem in mind.
• Mobilize effective organizations and teams – Inspire excellence in both individuals and teams. Build trust, remove barriers and bring people along the journey.

Requirements :

• Strong business acumen with the ability to understand the unique needs and challenges of prospects and clients across your region.
• 4 years of Enterprise Sales Leadership experience managing Direct Sales teams.
• 10 years of Sales experience.
• 8+ years of experience in SaaS Cloud Platform & Cloud Applications.
• 2+ years of experience in Video and Player / Playback solutions.
• 2+ years of experience in Technology Solutions from Enterprise Organizations in our greater ecosystem.
• Ability to hire and manage the most qualified Go‑To‑Market teams supporting the region.
• Achieve or exceed assigned sales targets and quotas consistently driving revenue and pipeline growth.
• Proven success managing the selling process of multiple six‑figure deals to executives in large organizations with complex sales cycles.
• Maintain accurate and up‑to‑date records of sales activities, customer interactions and opportunities in the Salesforce system.
• Travel within your region and America whenever necessary to meet Dolby executives, prospects and customers in person and tell the Dolby OptiView story.
• Strong understanding of the streaming digital media landscape including hardware, software and services to support production and distribution workflows.
• Exceptional communication and presentation skills with the ability to articulate complex concepts in a clear and compelling manner.
• Bachelor’s degree in business from a reputable university.
• Located in the greater London area.

Key Skills

• Crisis Management
• Marketing
• Public Relations
• Fundraising
• Media Relations
• Constant Contact
• Strategic Planning
• Social Media Management
• Team Management
• Public Speaking
• WordPress
• Writing Skills

Location: London, United Kingdom