Zixi is seeking a driven, new-business-focused Enterprise Sales Director to win our largest net-new customers across the media and entertainment market. Reporting to the Vice President of Sales, this individual contributor role is a dedicated hunter responsible for landing strategic enterprise logos for Zixi's live video SaaS platform. The Enterprise Sales Director will own the account plan for each target, run complex sales cycles from first outreach to signed contract, and know when to bring in Zixi resources to move deals forward.
Responsibilities include but are not limited to:
- New Logo Acquisition: Prospect, open, and close net-new enterprise accounts across media and entertainment, including broadcasters, content owners, sports, and streaming/OTT platforms. Own and consistently exceed a new-business bookings quota.
- Strategic Account Planning: Build and own the account plan for each priority target, covering business drivers, stakeholders, buying process, competitive position, and close plan. Keep plans current and use them to drive deal strategy.
- Resource Orchestration: Lead the deal team and know when to bring in Field Engineering, Product, executive sponsors, partners, and Finance or Legal to advance an opportunity. Engage resources deliberately, with clear context and asks.
- Complex Enterprise Selling: Run long, multi-stakeholder sales cycles from discovery through technical validation, procurement, security review, negotiation, and close. Multi-thread across technical, operational, and executive buyers.
- SaaS Deal Structuring: Shape subscription, consumption-based, and multi-year agreements that create long-term value for customers and Zixi. Build business cases that resonate with economic buyers.
- Pipeline & Forecast Discipline: Generate a healthy, well-qualified pipeline through outbound prospecting, industry relationships, events, and partners. Maintain accurate pipeline and forecast data in Salesforce.
- Customer Handoff: Transition newly won accounts to Account Management and Customer Success, transferring the account plan, stakeholder map, and commitments made during the sale.
- Market Engagement: Represent Zixi at industry events and executive meetings. Stay current on market and competitive trends and share customer feedback with Product and Marketing.
Qualifications, Experience and Education:
- 8+ years of quota-carrying enterprise sales experience, with a consistent record of exceeding new-business targets and closing large, complex deals.
- 5+ years selling SaaS or cloud-based software, including subscription and consumption-based commercial models.
- Direct experience selling into media and entertainment, with an established network of industry relationships.
- Demonstrated ownership of strategic account plans that led to closed business.
- Proven ability to orchestrate internal resources across long, complex sales cycles.
- Working knowledge of live video, IP video transport, cloud video delivery, or broadcast workflows is a strong plus.
- Experience with a formal sales methodology (e.g., SPICED, MEDDICC, Solution Selling).
- Self-directed hunter mentality with strong prospecting discipline and resilience.
- Executive presence and exceptional communication skills with both technical and C-level audiences.
- Proficiency with Salesforce and Microsoft Office Suite; experience with Gong and AI productivity tools such as ChatGPT, Microsoft Co-Pilot, or Claude is a plus.
- Bachelor's degree in business, communications, or a related field preferred.
- Willingness to travel as needed to close business and attend industry events.
Compensation:
The base salary range for this position is $140,000 to $175,000 depending on factors such as experience, qualifications, and geographic location. This role is also eligible for commissions, tied to the achievement of specific performance goals.
Zixi is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws. This policy applies to all employment practices within our organization. Zixi makes hiring decisions based solely on qualifications, merit, and business needs at the time.