Sales Director, US Video & Cloud

Job Summary

As the US Video & Cloud Sales Leader, you will lead a team of Territory Account Managers and channel-focused sellers covering a US territory that spans named enterprise media and entertainment accounts — broadcasters, studios, post-production facilities, and streaming providers — alongside the resellers and distributors who extend Avid's reach into the broader market. You are accountable for the full Avid portfolio in-territory: asset management, post-production, digital supply chain, and on-prem and cloud-based solutions.

Partnering with Pre-Sales, Product, Marketing, Channel, and Customer Success, you will recruit and develop the team, set account and channel strategy, build executive relationships at top-tier customers and partners, and personally engage on the largest, most complex agreements.

• Lead, coach, and grow a team of Territory Account Managers and channel sellers; own aggregate quota attainment for the US territory across both direct enterprise accounts and the reseller/distributor channel.
• Set the territory strategy: named-account coverage model, channel‑partner tiering, and joint plans with key resellers and distributors that drive measurable pipeline and bookings through indirect motions.
• Recruit, onboard, and develop high-performing sellers; run a disciplined cadence of 1:1s, deal reviews, pipeline reviews, and weekly forecast calls in Salesforce, holding the team to coverage and qualification standards.
• Engage personally on the largest and most strategic opportunities – leading executive conversations, navigating complex commercial structures, and translating cloud, workflow, and AI capabilities into measurable ROI for content creators.
• Own the reseller and distributor relationship in-territory: partner enablement, joint go-to-market, deal registration discipline, margin protection, and quarterly business reviews; partner with Pre-Sales, Product, Marketing, and Customer Success to shape solutions and ensure successful deployment and renewal.
• Deliver an accurate, disciplined forecast across direct and indirect business; negotiate and close large, multi-year contracts while protecting margin across perpetual, subscription, and consumption-based models.
• Represent Avid at industry events (NAB, IBC, SMPTE) and customer round tables; maintain market visibility and a strong external network across the M&E technology ecosystem.

• Team consistently over-achieves quota, with balanced growth across direct enterprise accounts, channel-sourced bookings, and expansion of strategic existing customers.
• Accurate, disciplined forecasting — pipeline coverage, deal qualification, and close-date integrity hold up under scrutiny each quarter.
• Trusted advisor status with senior customer stakeholders (CTO, Head of Post, Head of Engineering) — measurable through executive access, repeat business, and reference-ability.
• Buils and retains a high-performing team — sellers ramp quickly, attainment is distributed (not concentrated in one or two reps), and internal partners (Pre‑Sales, Product, Channel, Delivery) want to be on this team's deals.

• Bachelor's degree or equivalent work experience.
• Minimum 10 years of enterprise technology sales experience, including 3+ years leading a quota‑carrying sales team, with a documented track record of consistent over‑achievement against multi-million-dollar quotas; meaningful tenure selling into Media & Entertainment (broadcast, studios, post, streaming) is required.
• Experience with strategic and consultative selling at the executive level; proven ability to build a regional territory across direct and indirect (reseller/distributor) motions, qualify rigorously, and close large, complex agreements.
• Technical fluency across media workflows and cloud — encoding/transcoding, asset management, post-production, digital supply chain, streaming/packaging/delivery, and SaaS/cloud economics — with the ability to bridge business objectives and technical capability.
• Expertise in Salesforce for pipeline management and forecasting; proficiency with standard sales-stack tools (Linked In Sales Navigator, Microsoft 365).
• Cloud (AWS/Azure/GCP) or MEDDIC/Challenger training is a plus.
• Ability to travel up to 50% for customer visits, industry events, and internal meetings.

Pay Range US: $289,455 - $434,182

Avid is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.