Senior Director of Sales EMEA

Dolby Laboratories; City Of London; Hybrid; GBP 80,000 - 120,000; Full time

Job summary

A leading technology company in London is seeking a Sales Team Leader to manage a diverse sales team focused on Dolby OptiView Solutions for Live Sports and entertainment. Candidates should have extensive experience in enterprise sales leadership and a strong understanding of the streaming digital media landscape. This role offers excellent opportunities to build strategic relationships and deliver impactful solutions, along with a competitive compensation package and flexible work arrangements.

Benefits

Excellent compensation and benefits

Flexible work approach

Qualifications

• 4+ years of Enterprise Sales Leadership experience managing Direct Sales teams.
• 10+ years of Sales experience.
• 8+ years in SaaS, Cloud Platform & Cloud Applications.
• 2+ years in Video and Player/Playback solutions.

Responsibilities

• Manage a team of Direct Sales, Indirect Sales, Partners, SDRs and Sales Engineers.
• Develop and execute strategic Go-To-Market business plans.
• Negotiate contract terms and conditions.
• Achieve or exceed assigned sales targets and quotas.
• Travel within EMEA and USA for client meetings.

Skills

Business acumen

Sales Management

Consultative selling skills

Excellent communication

Leadership

Education

Bachelor’s degree in business

Tools

Salesforce

MS-Office tools

Job description

Overview

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 Professional, 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 and Cloud and On-Prem Transcoding solutions that support complex, mission-critical client requirements. As an experience Go-To-Market leader we expect someone who is data-driven and proficiency using BI, Salesforce, and MS-Office tools. In addition, knowledge of complex selling methodology for both direct and in-direct Sales teams is necessary. This leader with 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 an initiative-taking, outcome driven, solutions oriented, charismatic, and passionate individual looking for a fantastic 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 regions targets and quotas, consistently driving bookings and revenue growth within the enterprise, mid-market and SMB market segment 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 orgs 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 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 & 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.
• Role located in greater London area

Dolby Hiring Entity: 4-6 Soho Square, London, W1D 3PZ