What are the responsibilities and job description for the VP of Sales position at ENCOMPASS DIGITAL MEDIA LLC?
Vice President of Sales
Encompass Digital Media (EDM)
Location: North America (Atlanta preferred; flexible)
Reports to: CRO or SVP
Role Summary
The Vice President of Sales leads Encompass Digital Media’s global sales organization with full accountability for revenue performance, execution discipline, and team effectiveness. This role is responsible for driving growth through complex enterprise sales, while fostering a highly collaborative, team‑first culture across Sales, Solutions Architecture, PMO, Operations, and Engineering.
This leader succeeds by motivating and aligning cross‑functional teams, confidently running complex RFP processes, and negotiating firmly on behalf of the business—balancing customer value, operational reality, and long‑term profitability.
Key Responsibilities
- Revenue Accountability: Own and deliver global new business and expansion revenue targets with clear accountability for results, forecast accuracy, and pipeline health.
- Team‑First Leadership: Lead with a servant‑leader mindset—putting the team first, developing talent, and creating an environment of shared ownership, trust, and collaboration.
- Complex Sales Execution: Drive disciplined execution across long‑cycle, high‑value enterprise deals, from qualification through negotiation and close.
- RFP Leadership: Lead and manage complex RFI/RFP/RFQ processes end‑to‑end, ensuring timely, accurate, and high‑quality responses. Actively coordinate and motivate matrixed teams across Sales, Solutions, PMO, Operations, Engineering, and Product.
- Cross‑Functional Alignment: Operate effectively within a complex matrix organization, aligning commercial objectives with solution design, delivery capacity, and operational readiness.
- Executive Client Engagement: Serve as an executive sponsor for strategic customers; build trusted relationships with C‑level stakeholders.
- Firm Negotiation: Lead commercial negotiations with confidence and discipline, protecting margin, managing risk, and securing favorable long‑term agreements.
- Operational Rigor: Establish and enforce performance standards, KPIs, CRM discipline, and consistent reporting across the sales organization.
- Voice of the Customer: Represent customer needs clearly and constructively across Product, Engineering, and Operations to shape roadmap and service evolution.
Qualifications & Experience
- 15 years of progressive sales leadership experience, including senior or executive roles.
- Proven success leading large, consultative B2B sales teams in complex, matrixed organizations.
- Deep experience managing enterprise‑scale RFP processes involving multiple internal stakeholders.
- Strong and quantifiable track record closing and negotiating complex, multi‑year managed services or technology agreements.
- Background in media, broadcast, OTT, sports, or adjacent technology‑driven industries strongly preferred.
- Demonstrated strength in pricing discipline, deal structuring, and margin management.
Leadership Profile
- High‑accountability leader who owns outcomes and sets a clear standard for performance.
- Team‑centric, collaborative, and grounded—leads through influence rather than ego.
- Comfortable operating in ambiguity while keeping teams aligned and focused.
- Direct, confident, and professional negotiator with strong executive presence.