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. Key Responsibilities 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 roundtables; maintain market visibility and a strong external network across the M&E technology ecosystem. Success Markers 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. Qualifications 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 (LinkedIn 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. Compensation Pay Range US: $289,455 - $434,182 Equal Opportunity Employer Avid is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. #J-18808-Ljbffr US HQ (USC1) Avid Technology, Inc.