Sales Director, North America - Storyful News & Video

Job description

Job Description: TITLE: Sales Director, North America - Storyful News & VideoLOCATION: Hybrid 3 days/week in Midtown ManhattanCOMPENSATION: $170,000 - $190,00 + Sales Incentive PlanAbout Us Storyful, a Dow Jones company and part of News Corp, is a global leader in verified social media news, video and intelligence. We help newsrooms, publishers, broadcasters, platforms and other media organizations understand what is happening across the social and digital landscape, with a focus on verified eyewitness content, rights-cleared video and trusted digital context. About the Role Storyful is hiring a Sales Director to lead growth for our core News & Video business in North America. This is a senior player/coach role with ownership of a defined North America revenue target across Storyful Newswire subscriptions, including new business, renewals, retention, upsell and account expansion. The role is central to how Storyful grows its publisher, broadcaster and digital news customer base in one of our most important markets. We are looking for someone who can combine disciplined sales execution with strong market judgement. Marketing will support broader awareness, campaign activity and sales enablement, but this role will be directly responsible for turning that activity into targeted account engagement, stakeholder mapping and commercial follow-through. The right candidate will be credible with newsrooms and media organizations, comfortable navigating complex sales cycles, and able to position the value of verified eyewitness video in a market where speed, trust, rights, workflow value and audience relevance all matter. While the immediate priority is disciplined growth in the core Newswire business, the role may also support selected video licensing opportunities where there is clear client demand. Why This Role Matters This is an opportunity to take ownership of a priority growth region for Storyful News & Video as well as leading the global team. The role sits at the intersection of Sales, Editorial, Marketing and Product, with scope to influence how Storyful engages the North American media market. For a commercially driven seller, it offers a strong mix of account ownership, new business development, senior client engagement and input into targeted go-to-market strategy. What You’ll Do Core Newswire Growth • Own a defined North America revenue target across the Storyful Newswire customer and prospect base. • Drive new business, renewals, retention and upsell across publishers, broadcasters and digital news organisations. • Build and convert a high-quality pipeline through targeted outreach, account planning and structured follow-up. • Position Storyful’s verified video around trust, speed, rights, coverage, workflow value and audience relevance. • Collaborate with Editorial Partnerships to understand client needs, newsroom workflows, renewal risks and expansion opportunities. Account Development and Commercial Discipline • Prioritize accounts based on revenue potential, renewal timing, strategic value and likelihood to convert. • Navigate complex sales cycles involving news desks, social / audience teams, editorial leadership, procurement and budget holders. • Build credible value cases with customers, particularly where budgets are under pressure or ROI is not immediately obvious. • Lead commercial conversations around pricing, packaging, renewal negotiation and upsell opportunities. • Maintain accurate pipeline, forecasting and activity reporting in Salesforce. Targeted Go-to-Market and Marketing Collaboration • Work closely with Marketing to convert campaign engagement, events, content and market activity into targeted account follow-up. • Identify priority North America accounts and help shape account-specific outreach, messaging and follow-up. • Provide regular feedback on what is resonating with prospects, where objections are emerging and which buyer groups are most engaged. • Partner with Marketing on sales enablement materials, case studies, proof points and messaging that support complex newsroom and publisher sales cycles. • Help refine Storyful’s commercial narrative around trust, verification, speed, rights, workflow value and return on investment. You Have • 12+ years of experience selling enterprise subscription, SaaS, information or content solutions to media organizations, with a demonstrated ability to grow recurring revenue through new business, renewals and expansionDeep knowledge of the media industry, including newsroom operations, publisher business models and the challenges facing today's news organizations, with the credibility to engage editorial and executive stakeholdersStrong consultative sales and people leadership experience, including managing complex enterprise sales cycles, developing ROI-driven business cases, and leading teams while remaining commercially hands-onStrong understanding of complex media buying cycles, including the ability to navigate users, influencers, editorial stakeholders, procurement and budget holdersExperience building targeted account plans and creating pipelines through proactive outreach, not just managing inbound demandConfidence in selling a specialist product where the value case may include workflow efficiency, speed, trust, rights confidence, audience value and risk reduction.Strong commercial judgement, including the ability to qualify opportunities, prioritize accounts, structure deals and manage renewal riskExperience working with Marketing to turn broader awareness into account-specific action, while retaining ownership of commercial follow-throughStrong CRM discipline and clear communication skillsWillingness to work in our Midtown Manhattan office at least 3 days a week​ Equal Opportunity Employer All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status or any other protected characteristic under app