Job description

Every day, millions of consumers engage with businesses in physical locations - retailers, restaurants, gyms, convenience stores, hospitality venues, and more. While digital advertising has transformed online experiences, most physical businesses are only beginning to modernize how they engage customers and monetize their in-store media. Rockbot brings music, TV, digital signage, and advertising together into a single, integrated solution to meet that moment. Our customers aren't simply evaluating software - they're determining how to build retail media networks, monetize in-store audiences, and modernize the customer experience across hundreds or even thousands of locations. Many are still defining what success looks like, and they're looking for a strategic partner to help shape that vision - not just another vendor. Whether the conversation begins as an open exploration or a formal RFP, this role requires someone who can guide customers with insight, curiosity, and credibility. The best people in this role don't lead with products - they lead with questions. They know how to uncover business challenges, build executive alignment, navigate complex organizations, and design solutions that create measurable value. They earn trust through insight, not presentations, and they leave every customer conversation with a deeper understanding of the customer's business than when they walked in. What Success Looks Like Success in this role isn't measured only by closing deals - it's measured by becoming the trusted advisor who helps enterprise customers navigate a genuine transformation in how they use physical space to connect with customers. Build Strategic Partnerships Develop executive relationships with Rockbot's largest prospective customers, positioning Rockbot as a long-term strategic partner rather than a vendor. Navigate Complex Organizations Understand how large, multi-location enterprises make decisions, and build a clear picture of who influences them. Build relationships across Marketing, Media, Operations, IT, Store Experience, Merchandising, Procurement, Finance, and Executive Leadership. Create thoughtful account maps that identify decision-makers, champions, influencers, and blockers - and use them to plan how to penetrate the account. Lead Consultative, Solution-Oriented Discovery Understand customer business objectives before proposing a solution. Ask better questions, challenge assumptions, and surface opportunities customers haven't yet considered. Translate business objectives into strategic solutions that improve customer experience, unlock new revenue streams, modernize in-store communications, and create measurable business outcomes using Rockbot's platform - rather than pitching individual products. Lead Complex Enterprise Buying Journeys Lead strategic enterprise opportunities from first conversation through deployment and expansion, owning the outcome even as the work spans many teams. Know when and how to bring in the right internal experts - Product, Advertising, Customer Success, Implementation, Engineering, and Operations - while maintaining ownership of the customer relationship throughout. Orchestrate cross-functional teams to ensure a seamless experience for the customer, from initial engagement to deal closure and beyond. Drive Expansion and Long-Term Value Look beyond the initial deployment to develop long-term account strategies that identify opportunities for expansion across locations, new revenue streams, and additional business outcomes. Build and maintain trusted relationships with customers operating large-scale, multi-location businesses, serving as their long-term strategic partner as their needs evolve. Who Will Thrive Here This role is built for someone who thinks like a consultant and operates like an owner - someone who is: Solution-oriented - energized by solving customer business problems, not just running product demos. A natural relationship-builder - comfortable navigating complex organizations and building trust with stakeholders at every level, from front-line teams to the C-suite. Autonomous and accountable - confident operating with significant ownership and ambiguity while creating alignment across internal teams and customer stakeholders. An exceptional communicator - able to craft compelling business narratives that build consensus and drive decisions. Curious and eager to learn - excited to quickly develop expertise in Rockbot's platform, including hardware, installation, and technical capabilities, even without prior experience. What You Bring: We value strategic, solution-oriented selling above any single industry or enterprise SaaS pedigree. Candidates from media, advertising, retail media, customer experience, or other relationship-driven industries are just as welcome as those from traditional enterprise software. 10+ years of experience selling complex, multi-product or solution-based offerings into large, multi-location organizations across retail, restaurants, hospitality, convenience, grocery, or similar industries. A proven track record of closing six- and seven-figure deals while navigating long, complex, multi-stakeholder buying journeys. Strong account planning and stakeholder orchestration skills, with the ability to map, penetrate, and influence complex buying organizations. Experience leading cross-functional deal teams and orchestrating enterprise opportunities from initial engagement through close. Executive presence and exceptional written and verbal communication skills, with a demonstrated ability to build trusted relationships at the C-suite level. Experience in OOH, DOOH, retail media, digital media, advertising, or customer experience technology is highly valued; deep traditional enterprise SaaS experience is not required. The technical curiosity and aptitude to quickly learn hardware, installation, and platform functionality through prior experience or on-the-job learning. Strong analytical and strategic thinking skills, with a data-driven approach to evaluating opportunities and improving sales outcomes. About Rockbot: Rockbot is an omnichannel media platform committed to elevating customer and employee experiences while fostering stronger connections in real-world spaces. Rockbot addresses the challenges businesses face in media management with integrated solutions spanning music, TV, digital signage, and advertising. Its mission is to enrich on-premise experiences with media technology, where every interaction is elevated and memorable. From independent local businesses to large national brands - across nearly every industry, including restaurants, bars, retailers, and more, Rockbot provides all the tools and licensed content businesses need. Backed by leading investors including Google and Universal Music Group, Rockbot is the future of out-of-home media. For more information visit www.rockbot.com. Compensation: Rockbot takes a market-based approach to pay, and pay may vary depending on your location in the U.S. The successful candidate's starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future. The compensation band for this role is $150,000 - 215,000 base + commission, equity, and benefits for all team members. In addition to base salary, this role will be eligible for a variable commission based on KPIs and goals. Our Values: Drive: We pursue our mission with relentless tenacity, passion, and optimism and inspire those around us to do the same. We love the journey and are on offense all the time. Yesterday was good enough for yesterday, but today we have to do even better. Accountability: We take ownership of our promises, responsibilities, behaviors, and products, and we expect the same of others. Standing behind our mistakes, communicating honestly, and making things right creates trust and strong relationships. Curiosity: We are hungry to learn and continually deepen our knowledge, skills, and understandings. We have a growth mindset and are intellectually curious. We challenge our beliefs and seek feedback and insights from others. The “Why” and “How” always matters. Empathy: We embrace that no two people or businesses are the same. We strive to understand others as deeply as possible and feel their pains and passions. Ingenuity: We work hard but we think smart. We bring creativity, technology, and practicality together to solve tough challenges. Integrity: We say what we mean, and do what we say, simply, clearly, honestly. Rockbot is an Equal Opportunity Employer, but that’s just the start. We believe different perspectives help us grow and achieve more. That’s why we’re dedicated to hiring and developing the most talented and diverse team – which includes individuals with different backgrounds, abilities, identities and experiences.

Requirements

Must-haves

What Success Looks Like
Build Strategic Partnerships
Develop executive relationships with Rockbot's largest prospective customers, positioning Rockbot as a long-term strategic partner rather than a vendor.
Navigate Complex Organizations
Understand how large, multi-location enterprises make decisions, and build a clear picture of who influences them.
Build relationships across Marketing, Media, Operations, IT, Store Experience, Merchandising, Procurement, Finance, and Executive Leadership.
Create thoughtful account maps that identify decision-makers, champions, influencers, and blockers - and use them to plan how to penetrate the account.
Lead Consultative, Solution-Oriented Discovery
Understand customer business objectives before proposing a solution.
Ask better questions, challenge assumptions, and surface opportunities customers haven't yet considered.
Lead Complex Enterprise Buying Journeys
Lead strategic enterprise opportunities from first conversation through deployment and expansion, owning the outcome even as the work spans many teams.
Know when and how to bring in the right internal experts - Product, Advertising, Customer Success, Implementation, Engineering, and Operations - while maintaining ownership of the customer relationship throughout.
Orchestrate cross-functional teams to ensure a seamless experience for the customer, from initial engagement to deal closure and beyond.
Drive Expansion and Long-Term Value
Look beyond the initial deployment to develop long-term account strategies that identify opportunities for expansion across locations, new revenue streams, and additional business outcomes.
Build and maintain trusted relationships with customers operating large-scale, multi-location businesses, serving as their long-term strategic partner as their needs evolve.
Who Will Thrive Here
This role is built for someone who thinks like a consultant and operates like an owner - someone who is:
Solution-oriented - energized by solving customer business problems, not just running product demos.
A natural relationship-builder - comfortable navigating complex organizations and building trust with stakeholders at every level, from front-line teams to the C-suite.
Autonomous and accountable - confident operating with significant ownership and ambiguity while creating alignment across internal teams and customer stakeholders.
An exceptional communicator - able to craft compelling business narratives that build consensus and drive decisions.
Curious and eager to learn - excited to quickly develop expertise in Rockbot's platform, including hardware, installation, and technical capabilities, even without prior experience.

Nice-to-haves

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Application prep

Use the role’s language and application details while tailoring your materials.

Platform: greenhouse
Effort: quick

Benefits

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