Publisher Sales - Account Executive

Job Description

About ViewNexa \n

ViewNexa is a streaming platform — a single, centralized way for media companies to manage, distribute, and monetize video across many digital destinations. Most broadcasters run five separate vendors for CMS, playout, app development, distribution, and ad tech. ViewNexa replaces that stack with one unified workflow built around a "manage once, distribute many" model.

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The platform covers VOD, broadcast-quality live streaming, turnkey native apps across Roku, Fire TV, Apple TV, Android TV, Samsung, Vizio, iOS and Android, FAST channel creation with distribution to 100+ partners including Samsung TV Plus, and a full monetization stack spanning AVOD, SVOD, TVOD, and hybrid models.

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ViewNexa is operated by more than 20 years of broadcast production, playout, and distribution heritage, with a reputation for 24/7/365 support and high customer satisfaction. Our customers are broadcasters, station groups, networks, sports and faith organizations, and international content owners.

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The Role \n

We are hiring an Account Executive to sell ViewNexa into media companies, with a primary focus on FAST and live streaming. You will own the full sales cycle — sourcing, qualifying, running discovery, coordinating technical evaluation, navigating procurement, and closing.

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This is a consultative, technical sale into a knowledgeable audience. Your buyers are broadcast and digital leaders who have usually been burned by a multi-vendor stack, who know exactly what SCTE-35 and SSAI are, and who will ask hard questions about migration risk. Product knowledge and industry credibility matter more here than volume activity.

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You are not starting from zero. ViewNexa has 20+ years of relationships across broadcast, an existing customer base to expand within, and a competitive intelligence library covering every major vendor in the category. What we need is someone who can convert that foundation into closed revenue.

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The role is fully remote within the United States, but this is an industry that still does business face to face. Expect meaningful travel to NAB, IBC, regional broadcast association meetings, and customer sites.

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What You Will Do Pipeline Generation \n

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• Own pipeline creation in your territory — outbound prospecting, industry networking, event-sourced leads, and inbound follow-up.
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• Build target account lists across broadcast station groups, networks, sports properties, faith and community broadcasters, and international content owners.
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• Identify triggering events that create urgency: vendor contract renewals, FAST channel launches, streaming service relaunches, leadership changes, and rights acquisitions.
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• Work industry events as a business development channel, not a booth shift — pre-book meetings, work the floor, and follow up systematically.
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• Partner with marketing on campaign targeting and provide field feedback on what is landing.
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Discovery & Solution Selling \n

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• Run substantive discovery that maps the prospect’s current stack layer by layer — CMS, playout, apps, FAST distribution, ad tech, billing.
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• Quantify the cost and operational drag of their existing multi-vendor setup and build the consolidation business case.
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• Lead product demonstrations across FAST, Live, Apps, and Monetization, either directly or with solutions engineering support.
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• Build ROI and TCO models that speak to a GM or CFO, not just a broadcast engineer.
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• Identify the right entry point — often a FAST channel launch or a live event workflow — rather than pushing a full platform replacement on the first call.
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Competitive & Complex Deal Management \n

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• Sell against Amagi, Wurl, Frequency, Brightcove, Quickplay, Applicaster, Muvi, Lightcast, and others, using the competitive battle cards and positioning we maintain.
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• Navigate multi-stakeholder buying committees spanning engineering, digital, programming, ad sales, finance, and executive leadership.
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• Manage incumbent displacement conversations, including migration planning and cutover risk.
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• Own RFP and RFI responses in partnership with product marketing and solutions engineering.
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• Negotiate commercial terms and shepherd contracts through legal and procurement.
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Account Growth & Forecasting \n

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• Expand within closed accounts — additional channels, additional endpoints, added monetization models, and cross-sell
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• Maintain accurate, honest CRM hygiene and pipeline data.
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• Deliver reliable forecasts and flag risk early rather than late.
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• Feed structured competitive and product-gap intelligence back to product and marketing.
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• Support customer success through onboarding to protect the relationship and set up expansion.
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\n What Success Looks Like Horizon \n

Expected Outcome

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First 30 days

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Platform and demo proficiency across FAST, Live, Apps, and Monetization. Command of the competitive landscape. Target account list built and outbound underway.

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First 90 days

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Qualified pipeline built to an agreed multiple of quota. Multiple active opportunities in discovery or evaluation. First deal in late stage.

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First 6 months

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Consistent self-sourced pipeline generation. First closed-won deals. Established presence and relationships in the broadcast and FAST community.

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First 12 months

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Full quota attainment. A repeatable, forecastable book of business with expansion motion underway inside existing accounts.

\n What We Are Looking For \n

Required \n

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• Quota-carrying sales experience selling FAST, live streaming, OTT, CTV, or broadcast technology into media companies. This is the core requirement.
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• Demonstrated track record of consistently meeting or exceeding quota in a complex, considered B2B sale.
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• Genuine technical fluency in the category — SCTE-35, SSAI/CSAI, VAST/VMAP, ABR, cloud playout, EPG, AVOD/SVOD/TVOD, CTV app publishing.
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• Experience selling into broadcasters, station groups, networks, or content owners, with an understanding of how they actually buy: committee dynamics, budget cycles, and engineering veto power.
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• Ability to run a credible product demo and hold your own in a technical conversation without a sales engineer in the room.
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• Full-cycle ownership experience — you have sourced, run, and closed your own deals, not just worked leads handed to you.
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• Willingness to travel roughly 20–30% for industry events and customer meetings.
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• Strong written communication. Much of this sale happens in email, proposals, and RFP responses.
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Strongly Preferred \n

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• VOD platform and CTV/mobile app sales experience.
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• Existing relationships across broadcast station groups, networks, or FAST platform operators.
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• Experience displacing an incumbent streaming or playout vendor.
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• Familiarity with the competitive set — Amagi, Wurl, Frequency, Brightcove, Quickplay, Applicaster, Muvi, Lightcast.
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• Experience selling advertising technology or monetization solutions alongside platform software.
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• Comfort selling in a company where the product roadmap is still evolving and you will influence it.
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• Prior experience at a smaller vendor competing against larger, better-known incumbents.
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Who This Is Not For \n

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• Transactional or high-velocity SaaS sellers with no media or broadcast background.
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• AEs who need a fully built inbound engine and will not prospect.
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• Anyone uncomfortable in a technical conversation or unwilling to learn the platform deeply.
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• Sellers who need to be the biggest brand in the room to win.
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Why This Role Is Worth Your Time \n

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• A real market tailwind — Broadcasters are actively migrating to streaming and FAST, and the multi-vendor stack most of them run is genuinely painful and expensive. The consolidation pitch is not manufactured — it is the problem they already complain about.
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• A differentiated product — ViewNexa covers all five layers as first-party capability in one contract. Very few competitors can say the same; most are strong in one or two layers and partner for the rest.
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• An existing foundation — ViewNexa’s 20+ year broadcast relationships, an installed base to expand into, Samsung TV Plus and 100+ FAST distribution partners, and named reference customers.
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• Sales-led culture — You report directly to the Head of Sales. Marketing is being built to serve pipeline, and field feedback reaches product quickly.
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• Room to shape the role — This is not a seat in a twenty-person pod running a fixed playbook. You will influence territory definition, positioning, and how we go to market.
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Compensation & Benefits \n

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• Competitive base salary plus uncapped commission.
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• Accelerators above quota attainment.
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• Fully remote within the United States.
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• Travel and expenses covered for industry events and customer meetings.
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• Health, dental, vision, retirement, PTO
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