Vice President of Tech Sales- Entertainment Industry

Job Description

Job Description

Banyan Software is the best permanent home for software businesses that serve specialized industries, their employees, and their customers. We are on a mission to acquire, build, and grow great companies worldwide, helping them modernize through shared AI expertise and operational discipline. The Banyan Software Foundation, endowed with $100 million in Banyan stock, leverages technology to build a greener and more equitable world. Banyan is Great Place to Work Certified, a five-time Inc. 5000 honoree, and a top 10 company on the Deloitte Technology Fast 500. Founded in 2016 and headquartered in Atlanta, Banyan operates more than 100 portfolio companies across North America, the UK, EU, and APAC.

About Indee

Indee is the leading content security, distribution, and awards-delivery platform for the global film and television industry. Our customers include the world's largest studios, streamers, and awards organizations, who rely on Indee to securely deliver high-value content for awards campaigns, guild submissions, internal screening, and platform integrations.
Indee has reached a market-leading position with happy customers and strong organic growth, driven by product quality, trust, and long-standing customer relationships. The company operates with intentionally lean commercial resources and is now hiring its first dedicated Head of Sales.

R ole Overview

Indee is seeking a Los Angeles based senior, industry-credible Vice President of Sales to directly own revenue growth across studios, streamers, and strategic partners.
This role is fundamentally a hands-on, quota-carrying position. The Vice President of Sales is expected to personally originate, manage, and close deals, while shaping Indee's go-to-market approach through direct customer engagement and collaboration with internal stakeholders.
Indee has grown primarily through strong product-market fit, customer referrals, and founder-led sales efforts, operating with lean sales and marketing capacity. There is no large outbound engine, no SDR team, and limited centralized marketing support. The successful candidate will thrive in an environment where they are empowered to identify gaps, design solutions, and help build the resources required to scale.

Over time, this role may evolve into a player-coach leadership position, but team management responsibilities will be added only after the individual demonstrates both:
● Consistent success in enterprise selling
● The judgment and ability to develop others effectively.
● Effectiveness in influencing marketing and product direction.

This role is not intended for candidates seeking a fully built sales organization or a narrow execution-only mandate.

Key Responsibilities

Revenue Ownership & Deal Execution
● Personally own enterprise revenue growth across North American studios, streamers, and strategic customers
● Lead complex, multi-stakeholder sales cycles from initial engagement through close
● Serve as the primary commercial owner for Indee's most important customer relationships
● Drive account expansion through:
○ New and existing product and use-cases (FYC, Guilds, Screeners, API)
○ Minimum commitments
○ Multi-year and strategic agreements

New Logo Development
● Originate and close high-value new studio and partner relationships
● Leverage industry relationships, referrals, and ecosystem credibility rather than high-volume outbound efforts

Commercial & Go-To-Market Development
● Partner closely with the CEO to shape:
○ Pricing and packaging strategy
○ Minimum commitment frameworks
○ Deal structuring and negotiation
● Help design and implement foundational sales infrastructure, including:
○ Sales process and discipline
○ Pipeline management and forecasting
○ Account planning and expansion methodology
● Identify where lightweight marketing, enablement, or tooling can materially improve sales effectiveness

Cross-Functional Leadership
● Work closely with Product, Customer Success, future Marketing staff, and the CEO to align customer needs with roadmap priorities
● Act as the internal voice of the customer for enterprise and strategic accounts

Commercial & Go-To-Market Development

● Partner closely with the CEO to shape:

○ Pricing and packaging strategy

○ Minimum commitment frameworks

○ Deal structuring and negotiation

● Help design and implement foundational sales infrastructure, including:

○ Sales process and discipline

○ Pipeline management and forecasting

○ Account planning and expansion methodology

● Identify where lightweight marketing, enablement, or tooling can materially improve sales effectiveness

Cross-Functional Leadership

● Work closely with Product, Customer Success, future Marketing staff, and the CEO to align customer needs with roadmap priorities

● Act as the internal voice of the customer for enterprise and strategic accounts

Team & Capability Building (Earned Over Time)

● As the business scales, contribute to hiring and developing additional sales or account leadership

● Help define what "great" looks like for sales talent at Indee

● Maintain personal involvement in selling even as leadership responsibilities expand

What Success Looks Like

● Material expansion of existing studio and streamer accounts

● Increased revenue predictability through minimum commitments and longer-term agreements

● High-quality new customer wins aligned with Indee's strategic focus

● Practical, scalable sales infrastructure built from real-world usage

● Strong executive-level credibility across the studio and guild ecosystem

You Will Love This Role If:

● You enjoy personally owning and closing complex enterprise deals, not inheriting a large team or machine

● You thrive in lean, high-trust environments where impact matters more than headcount

● You think like an intrapreneur — spotting gaps, building solutions, and creating leverage

● You prefer high-value, strategic selling over high-velocity SaaS motions

● You want to work directly with a founder and CEO on pricing, deal structure, and go-to-market strategy

● You believe leadership responsibility should be earned through results, not assumed by title

● You are comfortable operating without heavy marketing or SDR support — and helping design what's needed

● You want to help build a sales function deliberately and durably, not fast and fragile

● You expect to remain personally involved in selling even as the organization grows

Ideal Background & Experience Required

● 10+ years of enterprise sales experience

● Proven ability to personally close $250K–$1M+ ACV deals

● Experience selling into complex, relationship-driven organizations

● Comfort selling across business, technical, and security stakeholders

● Intellectual curiosity.

Strongly Preferred

● Deep familiarity with one or more of:

○ Film & TV studios

○ Streaming platforms

○ Awards organizations

○ Media technology, content security, or digital distribution

● Experience building or shaping sales motions from first principles.

● Prior experience in early or mid-stage environments with lean commercial teams

● Experience with usage-based pricing and minimum commitment models

The expected base salary for this position is: $150,000 - excluding variable compensation and equity (when applicable). OTE is targeted at $200,000-250,000. Salary is based on a number of factors including market conditions, location and may vary depending on job-related skills and experience.

Diversity, Equity, Inclusion & Equal Employment Opportunity at Banyan: Banyan affirms that inequality is detrimental to our Global Teams, associates, our Operating Companies, and the communities we serve. As a collective, our goal is to impact lasting change through our actions. Together, we unite for equality and equity. Banyan is committed to equal employment opportunities regardless of any protected characteristic, including race, color, genetic information, creed, national origin, religion, sex, affectional or sexual orientation, gender identity or expression, lawful alien status, ancestry, age, marital status, or protected veteran status and will not discriminate against anyone on the basis of a disability. We support an inclusive workplace where associates excel based on personal merit, qualifications, experience, ability, and job performance.

Recruitment Notice

Banyan Software may use artificial intelligence (AI) tools to assist in screening and/or assessing applicants during the recruitment process. All hiring decisions are made by our team. Personal information submitted through your application will be collected and used for recruitment purposes in accordance with applicable privacy laws. Contact us at any time with questions about our process or to request accommodation.

Beware of Recruitment Scams

We have been made aware of individuals fraudulently posing as members of our Talent Acquisition team and extending fake job offers. These scams may involve requests for personal information or payment for equipment.

Protect yourself by following these steps:

• Verify that all communications from our recruiting team come from an @banyansoftware.com email address.
• Remember, employers will never request payment or banking information during the hiring process.
• If you receive a suspicious message, do not respond — instead, forward it to View email address on ziprecruiter.com and/or report it to the platform where you received it.

Your safety and security are important to us. Thank you for staying vigilant.