Channels Sales Account Executive, Collegiate Sports

United States·NashvilleFull Timemid

OtherSales Account Executive

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Quick Summary

Overview

Position SummaryUniguest, a fast-growing, international leader in video-based and SaaS software solutions, serves enterprise customers across verticals such as Hospitality, Education, Banking, F&B, Retail, Corporate, and Sports & Entertainment.

Requirements Summary

Minimum of 5+ years of sales experience in SaaS or enterprise software, with a focus on channel-driven sales models Experience selling into collegiate and/or professional sports organizations or adjacent Pro AV markets Proven ability to generate…

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Position Summary
Uniguest, a fast-growing, international leader in video-based and SaaS software solutions, serves enterprise customers across verticals such as Hospitality, Education, Banking, F&B, Retail, Corporate, and Sports & Entertainment. Headquartered in Nashville, TN, with a global presence, we are expanding our U.S. team to include a Channel Sales Account Executive focused on the Collegiate and Professional Sports vertical.

Based in the U.S., you will report to the VP of Channel Sales and lead the execution of Uniguest’s sales playbook to deliver Annual Recurring Revenue (ARR) targets within this market. This is a remote position that entails up to 40% travel to client sites in support of customer engagements as needed.

This role requires deep expertise in SaaS sales to Pro AV buyers within the sports and entertainment ecosystem, leveraging a channel reseller model. You will collaborate closely with resellers and technology partners to drive demand, uncover new opportunities, and foster strategic partnerships. You will also engage with technology consultancy and integration firms to ensure Uniguest’s solutions (IPTV, CMS, interactive kiosks) are specified in major venue and infrastructure projects. This is a full-cycle sales role with responsibility for pipeline generation through deal close, offering significant career growth opportunities for exceeding targets.

Primary Responsibilities

Execute Vertical Sales Strategy: Lead the implementation of Uniguest’s sales strategy within the collegiate and professional sports vertical, leveraging reseller and channel partners to achieve ARR targets.
Full-Cycle Sales Ownership: Drive the complete sales lifecycle, including lead generation, qualification, solution positioning, proposal development, and closing.
Drive Demand Generation: Proactively generate pipeline by engaging Pro AV buyers, venue operators, athletic departments, and key stakeholders across the sports ecosystem.
Develop and Manage Reseller Network: Expand and enable the U.S. reseller network, including onboarding new Pro AV and sports-focused partners to scale market reach.
Channel & Partner Collaboration: Work closely with reseller partners to co-develop pipeline, execute joint go-to-market initiatives, and deliver compelling customer engagements.
Enterprise Opportunity Management: Identify, track, and progress opportunities using Salesforce CRM, ensuring strong pipeline health and accurate forecasting.
Specification Selling: Build relationships with technology consultants, designers, and integrators to ensure Uniguest solutions are specified in new builds and large-scale venue upgrades.
Vertical Expertise: Maintain deep knowledge of trends in sports venues, fan engagement, and Pro AV technologies to effectively position Uniguest’s SaaS offerings.
Market Intelligence: Monitor competitor activity, customer needs, and emerging trends within sports and entertainment to refine go-to-market strategy.
Deliver Revenue: Consistently meet or exceed ARR targets through a combination of partner-led and direct enterprise sales efforts.

Experience & Skills

SaaS Sales Expertise: Proven experience selling SaaS solutions to enterprise customers, ideally within the Pro AV or sports & entertainment ecosystem.
Channel Sales Leadership: Demonstrated success selling B2B enterprise software through reseller and channel partner networks.
Full Lifecycle Selling: Strong track record of generating pipeline and managing deals end-to-end, from prospecting through close.
Pro AV Industry Knowledge: Familiarity with AV technologies and buying groups within collegiate and professional sports organizations.
Demand Generation: Ability to proactively build pipeline through networking, events, partner collaboration, and outbound strategies.
Salesforce Proficiency: Experience managing pipeline, forecasting, and reporting using Salesforce CRM.
Partner & Stakeholder Engagement: Experience working with technology consultants, integrators, and enterprise buyers to influence purchasing decisions.
Relationship Building: Strong communication and interpersonal skills with the ability to engage both partners and senior-level decision-makers.
Industry Network: Existing relationships within the sports, venue, or Pro AV ecosystem strongly preferred.
Track Record: History of consistently exceeding revenue targets in a channel-driven sales environment.

Required Qualifications

Minimum of 5+ years of sales experience in SaaS or enterprise software, with a focus on channel-driven sales models
Experience selling into collegiate and/or professional sports organizations or adjacent Pro AV markets
Proven ability to generate leads and manage the full sales cycle independently
Deep understanding of reseller/channel partner ecosystems
Ability to travel up to 40%

The base salary compensation range for this role is $90,000 to $125,000 annually. This role is eligible for variable compensation, which may include commission and/or an annual bonus based on individual performance and sales targets. Final compensation for this role will be determined by various factors such as a candidate’s relevant work experience, skills, certifications, and geographic location.

About Uniguest
Uniguest is the global leader in providing highly secure, fully managed customer-facing technology solutions on an outsourced basis to the hospitality, senior living, specialty retail, education, and corporate sectors. Our turnkey consumer-facing technology solutions include hardware and Digital Engagement software packages (IPTV, CMS, kiosks), system implementation, and 24/7/365 multi-lingual support for public space kiosks, digital signage, interactive TV, tablets, remote printing, and more. Designed to deliver consistent and safe experiences, Uniguest empowers clients like NCAA stadiums, QSR chains, and corporate enterprises to engage customers effectively.

Uniguest is committed to equal employment opportunity and to providing all people equal access to employment without regard to personal characteristics that are unrelated to their ability, performance, or qualifications. Uniguest prohibits discrimination and harassment against any employee or applicant for employment based on race, color, religion, national origin, sex, sexual orientation, marital status, pregnancy, gender identity, veteran status, disability, genetic information, age, or any other basis protected by law.