Enterprise Sales Director – Media & AdTech

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.

• 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.

• 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 Value Selling
  .
• 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.