Director, Strategic Accounts

Lawo

Director of Strategic Accounts overseeing enterprise relationships in North America for LAWO. Driving growth through solution expansion in broadcast and media technology sector.

Posted 6/23/2026full-timeRemote • New York • 🇺🇸 United StatesLeadWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales experienceaccount managementconsultative salesforecastingpipeline managementnegotiationpresentation skillsCRM usageIP-based workflowscloud workflows

Soft Skills

strategic mindsetexecutive presencecommunication skillscollaborationself-motivatedinfluencing skillsaccountabilityrelationship buildingcomfort in matrixed organizationsengagement with stakeholders