Sales Director, North America - Mobile Video based Market Research Platform

About the client

Our client redefines how companies understand people. Their AI-powered research platform helps global teams capture and analyse real-world human behaviour through video, photos, and rich multimedia diaries.

Our client leverages Mobile, Cloud and Generative AI to deliver intuitive, media-rich experiences across web and mobile. The world’s most ambitious consumer and insights teams use our client’s software to get closer to the humans behind the data - faster, at greater scale, and with richer evidence than traditional research methods allow.

The US market represents our client’s single largest opportunity, and we’re ready to put a serious commercial presence behind it.

The Role

This is our client’s first dedicated US hire. You’ll be building the commercial foundation for a market that represents a defining chapter in their growth.

You’ll own a portfolio of strategic enterprise accounts across the US, aligning our client’s core value proposition to C-suite leadership. Your job is to open those accounts, land initial engagements, and grow them into long-term subscription relationships. You source your own pipeline, run your own discovery, demo your own deals, and build your own business cases. You won’t be starting from scratch as our client already has a footprint with a number of large US-based enterprise clients, and some of those relationships will be yours to inherit, deepen, and grow from day one.

You’ll operate with significant autonomy day to day - managing your own schedule, prioritizing your own territory, and making the judgment calls that come with being the only seller on the ground. At the same time, you’ll be closely connected to the leadership team in Ireland, with meaningful overlap built into your working week. When the CEO visits the US, you’ll have pre-built executive relationships ready to walk him into.

This role is for someone who has operated at this level before and knows what it takes. For the right person, success here creates a natural path to building and leading the US team, though we’re equally interested in elite individual contributors who want to own their market and go deep, not wide.

The Profile

COMMAND OF THE ENTERPRISE MOTION

You don’t sell to one person. You map organisations, identify power, and build consensus. You’re as comfortable in a discovery call with a VP of Consumer Insights as you are presenting a business case to a CMO. You know how to get high and wide in an account, and you know that a deal with a single champion is a deal at risk.

VALUE SELLING, NOT FEATURE SELLING

You lead with questions, not demos. You understand how to surface the business problem behind the research question, connect it to a commercial outcome, and build a ROI case that gives a budget owner a reason to act. You know what a compelling event looks like and when one doesn’t exist, you know how to help create one.

LAND AND EXPAND

You’re not a transactional closer. You think about initial projects and pilots as entry points and you take personal ownership of making them successful enough to convert into long-term subscription relationships. You work closely with Customer Success to ensure early accounts get value fast, and you stay close to those accounts as they grow.

BUILT FOR INDEPENDENCE

You’re used to operating without a lot of infrastructure around you. You manage your own calendar, own your territory plan, and make smart decisions about where to spend your time without needing someone to tell you. You can hold a relationship in person, on video, and over email and you know that enterprise relationships in the US are often won and lost depending on how well you show up between the formal meetings.

FIRST-IN-MARKET MENTALITY

You’ve operated in a fast-moving, resource-constrained environment before and you know what it means to build processes. You don’t wait for the perfect playbook, you write it. You’re energized by the idea of being first, not unsettled by it.

What You’ll Own

Territory & Pipeline

• Own and develop a defined portfolio of strategic enterprise accounts across the US
• Build and execute your territory plan: account tiering, outreach strategy, prioritization, and pipeline coverage
• Source your own pipeline - outbound prospecting, network, events, and inbound opportunities routed to you - and maintain a pipeline that reflects real opportunity, not wishful thinking
• Maintain disciplined CRM hygiene and deliver a reliable weekly forecast

The Full Enterprise Arc

• Run the complete sales cycle independently: source, discover, multi-thread, demo, build the business case, negotiate, and close
• Map buying committees early - identify economic buyers, champions, and blockers, and build a strategy to engage each of them
• Lead discovery conversations that go beyond research methodology to surface the business problems, decisions, and outcomes that make the investment case
• Deliver executive-level pitches and full-solution demos without the support of a sales engineer - you own the technical conversation as well as the commercial one
• Build compelling, customer-specific business cases that connect our client’s capabilities to quantifiable outcomes for the buyer

Land & Expand

• Structure initial engagements - projects, pilots, proofs of value - as deliberate entry points with a clear path to subscription
• Partner closely with Customer Success to ensure early accounts receive fast time-to-value and a delivery experience that makes the expansion conversation straightforward
• Grow subscription ACV within accounts you’ve opened, expanding across business units, geographies, and use cases
• Build the executive relationships in your accounts that allow the CEO to walk in and have a meaningful conversation on his US visits

Building the Foundation

• Operate as our client’s commercial presence on the ground in the US - representing the business with the credibility and judgment that comes with being the first and primary voice in the market
• Contribute to the development of US go-to-market strategy, messaging, and commercial approach based on what you’re learning in the field

Skills & Experience

• ~5+ years in enterprise sales, with a demonstrable track record of closing complex, multi-stakeholder deals
• East Coast based - able to manage meaningful time zone overlap with an Ireland-based team and travel to clients across the US, and to HQ in Ireland, as needed
• Experience in an early-stage or high-growth environment where process was still being built, not inherited
• Command of a consultative, full-cycle enterprise motion: discovery, organisation mapping, executive engagement, business case development, and negotiation
• Comfortable running your own demos with the product fluency and commercial framing to make them land
• Proven ability to manage and grow a named account portfolio, not just close and move on SaaS sales experience; familiarity with a platform or subscription model strongly preferred
• Leadership experience is an advantage for those interested in that path, though it is not a requirement. We’re open to both future team builders and elite individual contributors.
• Experience selling into insights, research, marketing, or consumer understanding functions at large organizations is a nice-to-have