Director, Strategic Accounts

Jobtailor; Northern (KY); Hybrid; USD 150,000 - 230,000; Full time

Job summary

Lawo seeks a Senior Enterprise Sales Leader to own and grow a portfolio of flagship broadcast accounts across North America, driving strategic initiatives and revenue growth.

You will build multi-year account strategies, foster executive relationships, and lead complex, consultative deals with cross-functional teams to align with LAWO’s product roadmap.

Qualifications

• 10+ years of sales experience in broadcast, media technology, or live production.
• Proven track record of expanding large enterprise accounts.
• Proven ability to exceed sales targets in complex, enterprise-level environments.
• Experience selling premium or mission-critical broadcast solutions to major broadcasters, sports networks, media organizations, or live event producers.
• Deep understanding of broadcast infrastructure, including IP-based and software-defined production workflows.
• Demonstrated success leading long, consultative sales cycles involving multiple stakeholders.
• Strong executive presence with ability to influence senior decision-makers.
• Excellent communication, negotiation, and presentation skills.
• Comfort operating in a matrixed, global organization and traveling as required.

Responsibilities

• Own and grow a portfolio of enterprise and tier-one broadcast accounts across North America.
• Develop and execute multi-year account strategies aligned with customer objectives and LAWO’s product and solution roadmap.
• Build relationships with executive, engineering, and operational stakeholders.
• Drive revenue growth through solution expansion, upgrades, and cross-selling across audio, video, control, and IP-based workflows.
• Identify new use cases and evolving requirements related to IP migration, cloud workflows, virtualization, and remote production.
• Accurately forecast revenue and manage complex, consultative sales cycles.
• Identify, qualify, and develop new strategic enterprise accounts with long-term growth potential.
• Execute structured new-account entry strategies, including stakeholder mapping, value positioning, and proof-of-concept alignment.
• Collaborate with marketing, product management, solution architects, channel partners, and system integrators.
• Act as the voice of the customer internally, providing feedback on market needs, competitive positioning, pricing strategy, contract negotiation, and large-scale deal structuring.

Skills

Executive presence

CRM proficiency

Forecasting

Negotiation

Presentation skills

Stakeholder management

Tools

Salesforce

CRM systems

Job description

• Own and grow a portfolio of existing enterprise and tier-one broadcast accounts across North America as the primary commercial and relationship lead
• Develop and execute multi-year account strategies aligned with customer business objectives and LAWO’s product and solution roadmap
• Build and maintain relationships with executive, engineering, and operational stakeholders
• Drive revenue growth through solution expansion, upgrades, and cross-selling across audio, video, control, and IP-based workflows
• Identify new use cases and emerging requirements related to IP migration, cloud workflows, virtualization, and remote production
• Accurately forecast revenue and manage complex, consultative sales cycles
• Identify, qualify, and develop new strategic enterprise accounts with long-term growth potential for LAWO
• Execute structured new-account entry strategies, including stakeholder mapping, value positioning, and proof-of-concept alignment
• Collaborate with marketing, product management, solution architects, channel partners, and system integrators
• Act as the voice of the customer internally, providing feedback on market needs, competitive positioning, pricing strategy, contract negotiation, and large-scale deal structuring

Requirements

• 10+ years of sales experience in broadcast, media technology, or live production
• Proven record of managing and expanding large enterprise or strategic accounts
• Proven track record of consistently exceeding sales targets in complex, enterprise-level sales environments
• Experience selling premium or mission-critical broadcast solutions to major broadcasters, sports networks, media organizations, or live event producers
• Deep understanding of broadcast infrastructure, including IP-based and software-defined production workflows, across audio, video, control, and cloud-enabled environments
• Demonstrated success leading long, consultative sales cycles involving complex solutions and multiple technical and business stakeholders
• Strong executive presence with the ability to influence senior decision-makers while engaging credibly with engineering and operations teams
• Excellent communication, negotiation, and presentation skills
• Comfort engaging both C-level and technical stakeholders
• Comfortable operating within a matrixed, global organization and collaborating across regions and functions
• Knowledge of industry standards such as SMPTE ST 2110, NMOS, and cloud-based media workflows preferred
• Skilled in CRM usage, forecasting, and data-driven pipeline and opportunity management
• Collaborative, self-motivated, and effective working independently in a remote, global environment
• Willingness to travel as required to support strategic accounts and business development efforts

Core Competencies

Demonstrates expertise in managing enterprise accounts and driving revenue growth through consultative sales strategies in the broadcast and media technology sector. Proficient in building relationships with executive stakeholders and navigating complex sales cycles involving technical and business teams.