Function
Sales (Net-New Business Development)
Reports to
VP Sales
Location
London / EMEA (with 40% travel)
About the role
Disguise is looking for a high-impact Sales Director to drive net-new revenue across Location-Based Experiences (LBX) in EMEA, including entertainment venues, sports stadiums, immersive installations, themed attractions, museums, brand experiences, and flagship destinations. This is a pure "Hunter" role for an individual contributor who excels at opening doors and closing high-value deals in permanent environments.
What you will do
* Partner closely with the VP Sales EMEA and regional leadership to advance and close strategic LBX opportunities across stadiums, venues, and immersive destinations.
* Drive individual sales growth by identifying and winning new business opportunities valued at $250k–$2m+ within the LBX sector.
* Design and execute a strategic go-to-market plan to expand Disguise's presence across sports stadiums, arenas, entertainment venues, themed attractions, immersive installations, and enterprise flagship environments.
* Develop and deepen relationships with key system integrators and consultants across the region to unlock new fixed-installation opportunities.
* Produce accurate monthly and quarterly forecasts for both hardware and software within Salesforce and Clari.
* Manage the end-to-end sales process, from initial prospecting and high-impact presentations to negotiating complex contracts and closing.
* Partner with the Design Solutions, Customer Success and Marketing teams to develop targeted campaigns that specifically address the needs of the fixed-installation market.
* Attend major industry events (e.g., ISE, IAAPA Europe) as a subject matter expert, comfortable delivering public presentations on the future of immersive attractions.
* Ability to travel approximately 40% of the time across the EMEA region to meet with partners and visit project sites.
Experience & Skills
* Sales Background - 7-10+ years of proven new business development experience in complex, multi-stakeholder environments such as stadiums, themed entertainment, live venues, or permanent AV installations.
* Experience working on SOWs documentation.
* Ecosystem Knowledge - Strong existing network and experience working alongside System Integrators (SIs) and technical consultants is an advantage
* Closing Ability - Proven track record of closing complex technical deals ($250K–$2M+) with long sales cycles and multiple stakeholders.
* Expert for structured sales processes such as MEDDPICC or BANT.
* Ability to present and influence effectively at all levels (including C-suite and Technical Directors) regarding real-time visual software and media servers.
* Solid experience in pipeline management and forecasting for projects with 6-month to 1+ year timelines.
Behaviours & Values
* Winning Mindset - Brave, bold, and proactive in seeking out new business that isn't immediately apparent.
* Dependable Hunter - A self-starter who is comfortable working autonomously to drive results and exceed individual targets.
* Dynamic - High energy and resilience, able to pivot quickly as project requirements evolve.
* No Ego - Approachable, authentic, and humble—a true team player when collaborating with internal support functions.
* Attention to Detail - Meticulous with CRM updating and project documentation.
Our benefits
* We have a suite of globally relevant competitive benefits packages as we want to make sure we retain the best talent out there. Our benefits for every perm hire, globally include:
* Unlimited Paid Time Off - with minimum time you must take set at 20% above statutory
* Hybrid working between home and our offices (dependent on role and location)
* Mental health and wellbeing support - subscription to the Calm app, mental health first-aid buddies, employee assistance programmes
* Gig allowance - £400 (or local equivalent) to spend on tickets every year to immerse yourself in our industries
* Belonging policies - including (but not limited to) support for Parental, Fertility, Miscarriage, Menopause and Transitioning
* Training, coaching & mentoring
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