General Manager, North America Sales and Account Management - Firstlight Media Ltd

About Us:

At Quickplay, we are committed to transparency, fairness, and collaboration, while tackling some of the most challenging OTT video use cases focused on scalability and resilience. If you’re driven by a high-performing, learning-oriented, and supportive culture, Quickplay is where you belong.

We are seeking an entrepreneurial General Manager, Sales and Account Management for North America, responsible for leading sales strategy and execution across the US and Canada working closely with Quickplay’s founding team. This role is ideal for someone who can excel as both a leader and individual contributor, capable of building and managing a team, while also being hands-on and directly involved in high-impact deals.

In this role, you will act as a strategist, a hunter, and an executioner—balancing leadership with active deal involvement. You will leverage the full breadth of Quickplay's resources across departments to drive success. Whether collaborating with internal teams or working directly with clients, you will be seen as a trusted partner and collaborator, helping to build and expand business in North America.

Key Responsibilities

• Develop and execute comprehensive sales strategies to capture new business opportunities with Tier 1 Sports, Entertainment, and MVPDs/operators in North America.
• Lead/oversee sales organization with targets exceeding $30M TCV annually with your leading deals.
• Manage all stages of the sales cycle from TOFU (Top of Funnel) to signature, focusing on large, sophisticated multi-year deals with recurring revenue from SaaS and managed services.
• Build out the Account Management capabilities and team in partnership with Customer Success.
• Build and maintain strong relationships with decision-makers and influencers.
• Leverage industry trends and insights, particularly within OTT and tech, to position our solutions effectively.
• Collaborate across teams (product, marketing, etc.) to ensure alignment and success in closing deals.
• Scale our North American sales and account management function.

Key Qualifications

1. Cultural Fit: Best Exhibits Mindset and Behavior such as…
   • Focusing on Impact: You are Entrepreneurial, results-oriented, and proactive in solving client challenges, focusing on winning by addressing customer needs and business impact through effective solutions and positioning.
   • Being Curious: Actively seeks to understand client priorities, industry trends, and how Quickplay’s solutions create value.
   • Being Supportive: You foster collaboration across teams, build strong client relationships and internal followership.
   • Speaking Up: Speaks up when improvements are needed, ensuring continuous progress and accountability.
2. Proven and Impressive Enterprise Sales Excellence track record
   • Successfully closes large, multi-million dollar deals independently ($10M+), demonstrating a track record of managing the entire sales process with minimal support.
   • Skilled at navigating complex sales cycles and adapting to challenges without relying on a big brand, existing footprint, or supporting teams.
   • Ability to craft and execute strategic sales plans independently, while handling all aspects of the customer journey. Demonstrated success in handling high-impact, high-visibility deals while building trust and credibility with clients.
3. Access and Network in the Tier 1 Sports, Entertainment, and MVPD Industry
   • Established network within senior decision-makers across the tech and product functions as well as with industry technology partners, allowing for faster access to opportunities.
   • Proven ability to develop and maintain relationships with key influencers, partners, and senior executives.
   • Leverages a robust network to create opportunities, navigate challenges, and close deals.
   • Engages with external stakeholders, partners, competitors, and influencers to remain informed about industry shifts and market dynamics.
4. Ability to scale our Sales Capability for North America
   • Ability to establish and build out a high-performing sales team, with a focus on developing processes and leveraging best practices.
   • Demonstrates talent for recruiting, mentoring, and building strong sales teams aligned with business goals.
   • Capable of managing a pipeline that aligns with the company’s vision and roadmap for the next phase of growth.
5. Deep Understanding of OTT Value Chain
   • In-depth knowledge of the OTT industry, including key drivers in content creation, delivery, and distribution for Sports, Entertainment, and MVPDs.
   • Deep familiarity with OTT business models and emerging technologies, enabling the ability to present and sell solutions aligned with market trends.
   • Stays informed on industry shifts and evolving technologies, allowing for proactive adjustments in sales strategies to maintain competitiveness.

Preferred Experience

• 10+ years of business development, sales experience, preferably in Sports & Entertainment, Operator, or OTT industries.
• Entrepreneurship and business building from a fast-growing B2B tech company.
• Experience in roles that required approximately 20% travel as part of their job responsibilities.