Sales Manager: Cloud, Platform and Software, US

Disguise sits at the heart of the most inspiring live and virtual experiences in the world, leading the market in building a software and hardware solution that designs, sequences and controls the most spectacular productions across film and TV, broadcast, live and corporate events.

Role: Sales Manager, Cloud, Platform and Software, US

Location: LA or NYC

Reports to: VP of Sales Americas

ABOUT THE ROLE

Disguise is looking for a dynamic and experienced Sales Manager to lead our SaaS Software sales efforts in the US. This newly created role offers an exciting opportunity to bring our groundbreaking software platform to market; empowering customers with cloud based options to power their visual experiences.

You will be responsible for driving ARR subscription growth, managing the sales pipeline, building strong relationships with new and existing customers to increase user adoption and avoid software churn, as well as closing site license deals.

WHAT YOU WILL DO:

• Working in an individual contributor role,  alongside the Cloud/Platform Sales Manager of EMEA - contributing towards a $10M Cloud/Platform revenue goal
• Closing new business site license deals (~$100K+) in an ARR first mindset to minimise churn, with a good grasp of MAR and LTV
• Own and implement a strategic Cloud/Platform go-to-market plan to increase market share of Disguise in America
• Produce accurate monthly forecasts for sales within Salesforce/Clari
• Collaborate with marketing and product teams to develop targeted campaigns and promotional materials for new prospects
• Collaborate with customer success with customer feedback to reduce churn
• Prepare and deliver sales presentations, proposals, and demonstrations to potential customers
• Negotiate pricing, terms, and subscription models with customers to maximize profitability and ensure customer satisfaction
• Attend industry networking events throughout the US, as a thought leader for Disguise 
  
  

EXPERIENCE:

• 8+ years end-to-end b2b SaaS sales experience as an individual contributor
• Solid experience closing and managing complex, technical SaaS site license deals from $100K+
• Experience managing enterprise-level accounts
• Demonstrable ability to communicate, present and influence credibly and effectively at all levels of an organization (including C-Level)
• Following thorough sales processes, preferably BANT / MEDPICC
• Proven experience building in-depth relationships across multiple stakeholders within an organisation
• Experience forecasting sales for 3months-1+years

BEHAVIOURS & VALUES:

• Winning mindset: being brave, bold and striving for growth
• Driven: being proactive and passionate in seeking what might not immediately be apparent
• Dependable: being both a team player and autonomous agent to drive results
• Dynamic: being able to pivot quickly with an abundance of energy and resilience
• No Ego: being approachable, authentic and humble

About Disguise

Disguise is the industry-leading platform sitting at the heart of a new era of visual experiences. One powerful integrated system of software, hardware and services to help create the next dimension of real-time spectacle.
We partner with the biggest entertainment brands and companies in the world to deliver the A-list of live music events, live TV broadcasts, immersive experiences, installations, theatre, film and TV production, corporate communications and brand product launches. Working with Disney, Snapchat, Netflix, ESPN, the Burj Khalifa, and Adele, Disguise is the number one partner delivering the next dimension of entertainment. 

Don’t Disguise your differences.

Innovation comes from everyone. We strive to create a workplace that reflects our diverse audience. We celebrate our people for their full authentic selves, and embrace uniqueness. Inclusion and Equity matter at Disguise. We create together and we create everywhere. 

Our values

• Honest. We are real with ourselves and our clients and share our ideas with openness and transparency. 
• Evolutionary. We innovate using our user’s ever-changing needs so our technology remains ahead-of-the-game.
• Fearless. We take the best path, not the easiest, and innovate where it’s right, not where it’s simplest.
• Resilience. We don’t give up until we find the right solution, even if it means going outside our remit.
• Belong.  We create an environment where everyone feels like they belong and is empowered to do their best work.

Our benefits

• We have a suite of globally relevant competitive benefits packages as we want to make sure we retain the best talent out there. Our benefits for every perm hire, globally include:
• Unlimited Paid Time Off - with minimum time you must take set at 20% above statutory
• Hybrid working between home and our offices (dependent on role and location)
• Mental health and wellbeing support - subscription to the Calm app, weekly desk-yoga, mental health first-aid buddies, employee assistance programmes
• Gig allowance - £400 (or local equivalent) to spend on tickets every year to immerse yourself in our industries
• Belonging policies -  including (but not limited to) support for Parental, Fertility, Miscarriage, Menopause and Transitioning
• Training, coaching & mentoring