Director, Strategic Accounts

🔥 1 minute ago

🗽 New York – Remote

🗽 New York – Remote

⏰ Full Time

🔴 Lead

👔 Director

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Lawo

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1970

📱 Media

🔧 Hardware

☁️ SaaS

Media • Hardware • SaaS

Lawo is a global leader in broadcast and media production technology that designs and sells professional audio, video and control systems for live production, OB/mobile trucks, studios, radio and IP-based broadcast infrastructures. The company provides high-end hardware (audio consoles like the mc² series, I/O, routing and conversion platforms such as . edge and Power Core) and a modular software ecosystem (HOME Apps platform, virtual DSPs, virtual mixers and workflow apps) that enable IP migration, remote/at-home production and software-defined broadcast facilities. Lawo also offers support services, training (Lawo Academy), rentals and system integration to broadcasters, venues and production companies.

📋 Description

• Own and grow a portfolio of existing enterprise and tier-one broadcast accounts across North America, serving 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 strong relationships with executive, engineering, and operational stakeholders to ensure long-term customer satisfaction, retention, and account health • Drive revenue growth within existing accounts 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 with discipline and transparency • Identify, qualify, and develop new strategic enterprise accounts with strong long-term growth potential for LAWO • Execute structured new-account entry strategies including stakeholder mapping, value positioning, and proof-of-concept alignment • Collaborate closely with marketing, product management, solution architects, channel partners, and system integrators to maximize account penetration and influence • 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, with a 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 • Strategic mindset combined with hands on execution and accountability for results • 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, with 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

🏖️ Benefits

• Competitive Salary and attractive annual bonus • 4 Weeks Vacation, plus 12 Holidays • Employer-sponsored Health Reimbursement Account • Short & Long Term Disability Insurance • 401K with Company Match • Personal growth within an international environment