Job Description: 

The Sales Director, AFR, helps Radio broadcasters improve the quality of their on-air programming and enjoy new efficiencies by demonstrating and selling new WO Automation for Radio systems. In this competitive and fast-paced role, you’ll manage customer relationships and earn great compensation by meticulously developing and maintaining a sales pipeline for your territory, and successfully overcoming competitive challenges to increase WideOrbit’s Radio Automation footprint.

Here’s what success will look like:

• Develop and maintain a current understanding of the competitive landscape in the Radio Automation industry, including a clear understanding of the evolving Unique Selling Propositions of WO Automation for Radio and its competitors
• Develop and maintain a current understanding of the installed base in your territory; Figure out what automation platform is in use at each radio station, and be prepared to pitch each prospective customer when the time is right
• Maintain a deep understanding of WO Automation for Radio’s features and benefits, and effectively demonstrate WO Automation for Radio to prospective customers
• Interview each prospective customer to gain an accurate and detailed understanding of their operation and requirements
• Work cross functionally with other WideOrbiters, specifying the WideOrbit products required to meet the customer’s needs
• Mastery of Value Selling; WideOrbit sells WO Automation for Radio based on the significant benefits it provides to broadcasters, and not just price. The successful candidate is allergic to discounting and loves to identify and execute upsell opportunities
• Maintain a close relationship with each prospective customer during and after the sales process. Win their confidence and identify any hidden or overt obstacles to closing business; and, in conjunction with WideOrbit leadership, proactively develop and execute strategies to overcome the obstacles and win the deal
• Rigorously maintain an accurate sales forecast and fulfill annual revenue goals

To thrive in this role, we’re looking for:

• 5 years selling technology with a strong preference for radio technology
• Demonstrable past success with Value Selling
• A self-starter who works independently, with a can-do attitude
• A deep understanding of the business and technical aspects of the Radio industry, including industry news and trends. Active participation on Radio-specific social media groups and messages boards is helpful
• Existing relationships within the executive management, engineering, and programming communities in the Radio industry is a plus
• Ability to independently demonstrate complex software products to a highly technical audience as well as a highly artistic audience, often simultaneously
• Bilingual with proven ability selling in a Hispanic market is preferred
• Willingness to travel approximately one week per month, plus participation in multiple trade shows annually

Location: 

Telecommute/remote with a preference for Central, Mountain and Pacific time zones. 

Pay Range:

$166,000 - $225,000 or more (Base Commission)