Strategic Specifications Lead, Americas
Reports to: VP New Business, Americas
Location: Los Angeles, New York, Atlanta
About the role:
Disguise is looking for a high-impact Strategic Specifications Lead to drive early-stage engagement and pipeline creation across the Americas. This role is focused on influencing large-scale, complex opportunities at the specification stage, ensuring Disguise is positioned early in the project lifecycle to shape requirements, build strategic relationships, and secure high-value deals.
Sitting at the intersection of business development, consultant engagement, and enterprise sales strategy, this role plays a critical part in expanding pipeline quality, increasing deal size, and improving win rates across stadiums, venues, immersive experiences, and enterprise environments.
What you will do:
- Lead the identification and development of high-value, enterprise-level opportunities ($500k–$2M+) across the Americas.
- Build and manage strategic relationships with key consultants, specifiers, system integrators, and enterprise stakeholders to ensure early inclusion in project specifications.
- Position Disguise as a trusted partner in the design and planning phase of major projects (stadiums, venues, themed entertainment, immersive installations, enterprise flagship environments).
- Develop and implement a structured specification strategy, leveraging MEDDPICC to qualify opportunities and define clear paths to close.
- Partner closely with Sales Managers to transition validated opportunities into active deals, ensuring strong handoff and continued deal support.
- Maintain involvement in strategic deals ($500k+) to support late-stage progression and maximize win probability.
- Collaborate with Marketing, BDRs, Product, and regional leadership to align go-to-market efforts and create targeted pipeline generation strategies.
- Provide regular reporting and insights on pipeline development, opportunity quality, market trends, and consultant engagement effectiveness.
- Represent Disguise at key industry events (e.g., NAB, InfoComm), acting as a subject matter expert in immersive and real-time technologies.
- Travel approximately 30% across the Americas to build relationships and support project development.
Experience & Skills:
- Enterprise Sales Background – 8-10 years of experience in B2B sales, with 6+ years focused on complex, multi-stakeholder enterprise deals.
- Specification & Consultant Engagement – Proven experience influencing projects early through consultants, designers, or system integrators.
- Strategic Selling – Strong consultative selling skills with experience shaping deals from inception through close.
- Deal Complexity – Track record of developing and supporting large-scale opportunities ($500k–$2M+) with long sales cycles (6–18+ months).
- Sales Frameworks – Deep familiarity with MEDDPICC (or similar) for qualification and deal strategy.
- Stakeholder Management – Ability to engage and influence C-suite, technical leaders, and external partners.
- Market Knowledge – Experience in immersive installations, themed entertainment, stadiums & venues, live events, AV, or related industries is highly preferred.
- Commercial Acumen – Strong understanding of how to position complex technology solutions within enterprise environments.
- Collaboration – Ability to operate cross-functionally across sales, marketing, product, and leadership teams.
Behaviours & Values:
- Strategic Thinker – Operates upstream, thinking beyond immediate deals to long-term market positioning.
- Proactive Builder – Creates opportunities from scratch rather than relying on inbound demand.
- Accountable & Dependable – Owns pipeline creation and follows through with disciplined execution.
- Dynamic – Comfortable navigating ambiguity and evolving project requirements.
- No Ego – Collaborative, team-first mindset with strong internal alignment.
- Detail-Oriented – Maintains high standards in CRM hygiene, qualification, and deal documentation.
Success Metrics:
- Growth in high-value pipeline generation ($500k+ opportunities).
- Increased early-stage engagement with consultants and enterprise clients.
- Improved deal sizes and conversion rates across strategic opportunities.
- Quality and effectiveness of opportunity handoff to Sales Managers.
- Measurable impact on Disguise’s positioning within key enterprise accounts and verticals.
This is the the basic salary range for U.S. based candidates. The commission component is not included in this range and will be added to the total compensation package.
Compensation for candidates based outside the U.S. will be determined in line with local market benchmarks and internal equity
About Disguise
Disguise is the industry-leading platform sitting at the heart of a new era of visual experiences. One powerful integrated system of software, hardware and services to help create the next dimension of real-time spectacle.
We partner with the biggest entertainment brands and companies in the world to deliver the A-list of live music events, live TV broadcasts, immersive experiences, installations, theatre, film and TV production, corporate communications and brand product launches. Working with Disney, Snapchat, Netflix, ESPN, the Burj Khalifa, and Adele, Disguise is the number one partner delivering the next dimension of entertainment.
Don’t Disguise your differences.
Innovation comes from everyone. We strive to create a workplace that reflects our diverse audience. We celebrate our people for their full authentic selves, and embrace uniqueness. Inclusion and Equity matter at Disguise. We create together and we create everywhere.
Our values
- Honest. We are real with ourselves and our clients and share our ideas with openness and transparency.
- Evolutionary. We innovate using our user’s ever-changing needs so our technology remains ahead-of-the-game.
- Fearless. We take the best path, not the easiest, and innovate where it’s right, not where it’s simplest.
- Resilience. We don’t give up until we find the right solution, even if it means going outside our remit.
- Belong. We create an environment where everyone feels like they belong and is empowered to do their best work.
Our benefits
- We have a suite of globally relevant competitive benefits packages as we want to make sure we retain the best talent out there. Our benefits for every perm hire, globally include:
- Unlimited Paid Time Off - with minimum time you must take set at 20% above statutory
- Hybrid working between home and our offices (dependent on role and location)
- Mental health and wellbeing support - subscription to the Calm app, mental health first-aid buddies, employee assistance programmes
- Gig allowance - £400 (or local equivalent) to spend on tickets every year to immerse yourself in our industries
- Belonging policies - including (but not limited to) support for Parental, Fertility, Miscarriage, Menopause and Transitioning
- Training, coaching & mentoring
Skills Required
- 8-10 years of experience in B2B sales
- 6+ years focused on complex enterprise deals
- Experience influencing projects early through consultants
- Strong consultative selling skills
- Track record of supporting large-scale opportunities
- Deep familiarity with MEDDPICC
- Ability to engage C-suite and technical leaders
What We Do
Disguise is the industry-leading platform at the heart of the new era of visual experiences. One powerful integrated system of software, hardware and services to help create the next dimension of real-time spectacle and the most talked about shows on Earth.
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