Sales Manager EMEA

Sales Manager – EMEA

Reports to: VP Sales, EMEA

Location: London / EMEA (with 40% travel)

About the role:

Disguise is looking for a high-impact Sales Manager 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 "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.