Strategic Enterprise Sales Director

About this role

Every day, millions of consumers engage with businesses in physical locations - retailers, restaurants, gyms, convenience stores, hospitality venues, and more. While digital advertising has transformed online experiences, most physical businesses are only beginning to modernize how they engage customers and monetize their in-store media. Rockbot brings music, TV, digital signage, and advertising together into a single, integrated solution to meet that moment.

Our customers aren't simply evaluating software - they're determining how to build retail media networks, monetize in-store audiences, and modernize the customer experience across hundreds or even thousands of locations. Many are still defining what success looks like, and they're looking for a strategic partner to help shape that vision - not just another vendor. Whether the conversation begins as an open exploration or a formal RFP, this role requires someone who can guide customers with insight, curiosity, and credibility.

The best people in this role don't lead with products - they lead with questions. They know how to uncover business challenges, build executive alignment, navigate complex organizations, and design solutions that create measurable value. They earn trust through insight, not presentations, and they leave every customer conversation with a deeper understanding of the customer's business than when they walked in.

What Success Looks Like

Success in this role isn't measured only by closing deals - it's measured by becoming the trusted advisor who helps enterprise customers navigate a genuine transformation in how they use physical space to connect with customers.

Build Strategic Partnerships

• Develop executive relationships with Rockbot's largest prospective customers, positioning Rockbot as a long-term strategic partner rather than a vendor.

Navigate Complex Organizations

• Understand how large, multi-location enterprises make decisions, and build a clear picture of who influences them.

• Build relationships across Marketing, Media, Operations, IT, Store Experience, Merchandising, Procurement, Finance, and Executive Leadership.

• Create thoughtful account maps that identify decision-makers, champions, influencers, and blockers - and use them to plan how to penetrate the account.

Lead Consultative, Solution-Oriented Discovery

• Understand customer business objectives before proposing a solution.

• Ask better questions, challenge assumptions, and surface opportunities customers haven't yet considered.

• Translate business objectives into strategic solutions that improve customer experience, unlock new revenue streams, modernize in-store communications, and create measurable business outcomes using Rockbot's platform - rather than pitching individual products.

Lead Complex Enterprise Buying Journeys

• Lead strategic enterprise opportunities from first conversation through deployment and expansion, owning the outcome even as the work spans many teams.

• Know when and how to bring in the right internal experts - Product, Advertising, Customer Success, Implementation, Engineering, and Operations - while maintaining ownership of the customer relationship throughout.

• Orchestrate cross-functional teams to ensure a seamless experience for the customer, from initial engagement to deal closure and beyond.

Drive Expansion and Long-Term Value

• Look beyond the initial deployment to develop long-term account strategies that identify opportunities for expansion across locations, new revenue streams, and additional business outcomes.

• Build and maintain trusted relationships with customers operating large-scale, multi-location businesses, serving as their long-term strategic partner as their needs evolve.

Who Will Thrive Here

This role is built for someone who thinks like a consultant and operates like an owner - someone who is:

• Solution-oriented - energized by solving customer business problems, not just running product demos.

• A natural relationship-builder - comfortable navigating complex organizations and building trust with stakeholders at every level, from front-line teams to the C-suite.

• Autonomous and accountable - confident operating with significant ownership and ambiguity while creating alignment across internal teams and customer stakeholders.

• An exceptional communicator - able to craft compelling business narratives that build consensus and drive decisions.

• Curious and eager to learn - excited to quickly develop expertise in Rockbot's platform, including hardware, installation, and technical capabilities, even without prior experience.

What You Bring:

We value strategic, solution-oriented selling above any single industry or enterprise SaaS pedigree. Candidates from media, advertising, retail media, customer experience, or other relationship-driven industries are just as welcome as those from traditional enterprise software.

• 10+ years of experience selling complex, multi-product or solution-based offerings into large, multi-location organizations across retail, restaurants, hospitality, convenience, grocery, or similar industries.

• A proven track record of closing six- and seven-figure deals while navigating long, complex, multi-stakeholder buying journeys.

• Strong account planning and stakeholder orchestration skills, with the ability to map, penetrate, and influence complex buying organizations.

• Experience leading cross-functional deal teams and orchestrating enterprise opportunities from initial engagement through close.

• Executive presence and exceptional written and verbal communication skills, with a demonstrated ability to build trusted relationships at the C-suite level.

• Experience in OOH, DOOH, retail media, digital media, advertising, or customer experience technology is highly valued; deep traditional enterprise SaaS experience is not required.

• The technical curiosity and aptitude to quickly learn hardware, installation, and platform functionality

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