VP of Sales

The Role

Iris, part of the Audinate Group, is revolutionizing the way devices, AI, and cloud software interact—enabling a new OS for AV devices. We're starting with cameras and are rolling out our OS into millions of units globally this fall. As we scale, we are looking for VP of Sales to build and lead our global sales organization from the ground up.

As our first senior sales leader, you will own the go-to-market strategy, pipeline growth, and revenue execution across enterprise, OEM, and channel sales. You’ll design scalable sales processes, build a world-class team, and secure high-value partnerships—while still rolling up your sleeves to close new deals.

You’ll work closely with marketing and product to align messaging, pricing, and market positioning, and you’ll be responsible for setting the sales playbook that fuels Iris’ growth over the coming years. This is a rare opportunity to build a global sales engine from the ground up in a high-growth, industry-defining company.

This role is perfect for someone who thrives in fast-moving environments, is both strategic and execution-focused, and has deep experience in the video, AI, AV, or Broadcast markets.

Key Responsibilities

• Sales Strategy: Develop and execute the global sales strategy across direct enterprise, OEM, and channel/partner sales.

• Playbook Development: Create and optimize sales playbooks, processes, and tools to drive repeatable, scalable growth.

• Channel Growth: Launch and expand Iris’ global reseller program, implementing tools, training, and incentives to drive adoption.

• Enterprise Sales Leadership: Lead the end-to-end enterprise sales cycle, from prospecting to close.

• Partnership Development: Build and manage a robust pipeline of OEMs, camera manufacturers, distributors, and integrators to drive new embedded software partnerships.

• Team Leadership: Build, mentor, and scale a high-performing sales team (AE, SDR, channel managers).

• Cross-Functional Alignment: Collaborate with marketing to generate pipeline and with product to align on market needs and positioning.

• Negotiation & Deal Management: Secure multi-year, high-value contracts with OEMs, resellers, and strategic enterprise customers.

• Performance Management: Implement sales forecasting, KPIs, and performance dashboards to ensure accurate reporting and goal tracking.

• Pricing Strategy: Develop pricing and packaging strategies to maximize revenue and market adoption.

• Market Presence: Represent Iris at industry events, trade shows, and customer meetings to build brand presence and close business.

• Customer Advocacy: Serve as the voice of the customer, gathering feedback to drive continuous improvement across all aspects of Iris.

Who You Are

• Strategic & Hands-On: Equally comfortable closing transformative deals and shaping multi-year sales growth strategy.

• Proven Leader: 10+ years of sales leadership experience in B2B SaaS, AV, AI, or related technology sectors.

• Team Builder: Demonstrated success recruiting, developing, and scaling high-performing sales teams from early-stage to high-growth.

• Channel Expertise: Experienced in creating and scaling channel strategies across resellers, distributors, and global partners.

• Negotiator & Relationship Builder: Skilled at securing high-value agreements and managing relationships at the executive level.

• Data-Driven Operator: Uses KPIs and pipeline metrics to drive decisions and forecast revenue with precision.

• Exceptional Communicator: Strong presentation and executive communication skills.

• Industry Knowledge: Deep understanding of AV, video, and/or broadcast technology markets.

Bonus Points

• Experience launching global channel and OEM programs.

• Familiarity with the ProAV industry, camera manufacturers, and AV distribution networks.

• Background in both enterprise SaaS and hardware/software integrations.

• Track record of closing multi-million-dollar deals in a startup environment.

• International sales experience with a global partner network.

Why Join Us?

• Build the sales organization from the ground up for an industry-defining product with distribution across millions of devices.

• Join Audinate, a global leader in professional AV networking solutions.

• Opportunity to lead a high-impact team and influence every aspect of our GTM motion.

• Competitive salary + equity + benefits.