Enterprise Account Executive

About Dolby Laboratories

Join the leader in entertainment innovation and help us design the future. At Dolby, science meets art, and high tech means more than computer code. As a member of the Dolby team, you’ll see and hear the results of your work everywhere, from movie theaters to smartphones. We continue to revolutionize how people create, deliver, and enjoy entertainment worldwide. To do that, we need the absolute best talent. We’re big enough to give you all the resources you need, and small enough so you can make a real difference and earn recognition for your work. We offer a collegial culture, challenging projects, and excellent compensation and benefits, not to mention a Flex Work approach that is truly flexible to support where, when, and how you do your best work. Dolby OptiView Dolby OptiView helps sports, media, and entertainment companies to maximise viewer engagement and monetisation. Use cases primarily focus on Live Sports, Sports Betting, eSports, and Live Auctions that demand high quality real-time Streaming solutions. Whether it is high-quality playback across platforms, a live streaming solution designed to meet every latency requirement, or seamless ad experiences, Dolby OptiView powers unforgettable viewer experiences while unlocking new revenue opportunities. Engage more and earn more effortlessly.

What you will do

Help organisations take full advantage of Dolby Cloud Solutions across complex, mission-critical requirements, with a particular focus on Gaming, Sports, Events and Entertainment verticals. Develop and maintain strategic relationships with key decision-makers, understand their unique business needs, and position our solutions as the ideal fit. Success in this role will require a combination of consultative selling skills, industry expertise, and a passion for delivering exceptional customer experiences. If you’re looking for an exciting sales position within a highly visible part of Dolby’s business, this is for you. This job might be for you if: You are a highly motivated, outcome driven, solutions oriented, charismatic, and passionate individual looking for a great opportunity to progress your career. We need team members who are comfortable bringing their previous selling motions to pitch our amazing platform to Fortune 1000 companies and C-level executives. Sales experience with complex solutions in events, sports, or broadcasting verticals preferred.

Responsibilities

• Prospect and identify new enterprise-level business opportunities, targeting key accounts and industries aligned with our product offerings.
• Develop and execute strategic account plans to build relationships with C-level executives, decision-makers, and stakeholders, nurturing long-term partnerships.
• Collaborate closely with cross-functional teams, including pre-sales, product management, and customer success, to ensure seamless onboarding, deployment, and support for enterprise clients.
• Deliver compelling sales presentations, demonstrations, and proposals tailored to the unique requirements and objectives of enterprise prospects.
• Negotiate contract terms and conditions, leveraging a consultative approach to drive mutually beneficial agreements while maximising revenue potential.
• Achieve or exceed assigned sales targets and quotas, consistently driving revenue growth within the enterprise market segment.
• Maintain accurate and up-to-date records of sales activities, customer interactions, and opportunities in the CRM system.
• Conduct thorough research to understand the specific needs and challenges of prospective enterprise clients and articulate how our solutions can address their requirements effectively.
• Keep abreast of market trends, competitors, and industry developments to identify emerging opportunities and refine sales strategies accordingly.
• Collaborate with marketing teams to provide valuable market feedback, insights, and suggestions for refining go-to-market strategies and product positioning.

Requirements

• Proven success selling six figure deals to executives in large organisations with complex sales cycles.
• Demonstrated experience in consultative selling, building and nurturing relationships with C-level executives and key decision-makers.
• Strong understanding of the digital media landscape, including hardware, software, and services to support production & distribution workflows.
• Exceptional communication and presentation skills, with the ability to articulate complex concepts in a clear and compelling manner.
• Strong business acumen, with the ability to understand the unique needs and challenges of enterprise clients across diverse industries.
• Ability to work independently and as part of a team, collaborating effectively with internal stakeholders to drive customer success.
• Proactive and self-motivated, with a strong sense of ownership and a results-oriented mindset.
• Bachelor's degree in business, computer science, or a related field (or equivalent work experience).
• 10+ years of sales experience.

Equal Employment Opportunity

Dolby is proud to be an equal opportunity employer. Our success depends on the combined skills and talents of all our employees. We are committed to making employment decisions without regard to race, religious creed, color, age, sex, sexual orientation, gender identity, national origin, religion, marital status, family status, medical condition, disability, military service, pregnancy, childbirth and related medical conditions or any other classification protected by federal, state, and local laws and ordinances.

Key skills/competency

• Enterprise Sales
• Account Management
• Consultative Selling
• Relationship Building
• Complex Sales Cycles
• C-Level Engagement
• Digital Media Landscape
• Strategic Account Planning
• Revenue Growth
• Business Development