Director, Automotive Sales, Americas

Join the leader in entertainment innovation and help us design the future. At Dolby, science meets art, and high tech means more than computer code. As a member of the Dolby team, you’ll see and hear the results of your work everywhere, from movie theaters to smartphones. We continue to revolutionize how people create, deliver, and enjoy entertainment worldwide. To do that, we need the absolute best talent. We’re big enough to give you all the resources you need, and small enough so you can make a real difference and earn recognition for your work. We offer a collegial culture, challenging projects, and excellent compensation and benefits, not to mention a Flex Work approach that is truly flexible to support where, when, and how you do your best work.

Dolby’s consumer entertainment and cinema businesses are bringing Dolby’s breakthrough technologies, powering the world’s top movies, TV shows, music, games, and live sports to more places around the world across a wider range of consumer experiences and devices.

We are looking for a relationship-driven leader who can turn strategy into action and inspire results.  If you thrive on building partnerships and driving revenue growth, this role offers the opportunity to shape the future of automotive licensing in North American at Dolby.   

Responsibilities:

Revenue & business development:

• Define the vision for Automotive licensing in North America, set ambitious goals, and craft a clear roadmap to achieve them.
• Drive licensing revenue growth and manage complex through strategic sales plans with automotive OEMs, Tier 1 suppliers, and technology partners.
• Lead complex negotiations for high-value deals that move the business forward.  
• Build and strengthen relationships with C-level executives and technical decision-makers, serving as a trusted advisor and aligning Dolby solutions with their strategic business priorities.

• Manage existing partnerships to ensure satisfaction, identify expansion opportunities, and establish yourself as a thought leader in the automotive space.
• Share insights on market trends and evolving business needs to the Automotive business leaders

• Support product Integration by helping partners implement Dolby technologies across different vehicle platforms and price points.

Team leadership & operations:

• Provide vision and leadership for the North American automotive sales team. Directly manage a team of automotive account managers focused on driving Dolby’s licensing revenue across the region.
• Coach and mentor team members to help them:

• Navigate complex business deals
• Build senior-level networks
• Deepen industry knowledge and develop informed perspectives on trends and opportunities

• Review forecasts regularly,, own pipeline management, and validate sales plans for direct reports and key partners.
• Align dealer and co-marketing programs with overall sales strategy, ensuring Dolby messaging is integrated  into OEM marketing and priority models.
• Collaborate cross-functionally to support execution of dealer training, showroom initiatives, and high-impact events, providing strategic input and executive presence where needed.

• Partner with engineering teams to ensure smooth integration of licensed technologies into automotive platforms, serving as the technical liaison during sales cycles and implementation.

Strategic Planning & Market Analysis

• Monitor industry trends and identify market opportunities to shape go-to-market strategies for automotive technologies.
• Work closely with product and business teams to influence technology roadmaps and expand into diverse vehicle segments and regions.

Leadership Attributes

• Connector & Relationship builder - Cultivates long-term partnerships and manages multi-year, high value licensing agreements with automotive OEMs, Tier 1 suppliers, and technology integrators.
• Trusted Advisor - Represents Dolby in C-level discussions with major automotive companies.
• Change Leader – Champions change with confidence, leaning in boldly and taking calculated risks to drive the organization forward.
• Strategic Prioritizer Focuses resources on high-impact initiatives and makes tough trade-offs to deliver results.
• Boundaryless – Builds strong relationships across teams to achieve shared goals.  
• Mobilizer- Creates alignment and leads high-performing teams.
• Mentor and coach – Develops talent and instills leadership qualities in others.  

Desired Sales Experience:

• Bachelor’s degree in Engineering or equivalent related experience; advanced degree(s) in business or technical disciplines are a plus.
• 15+ years’ experience in technology sales jobs, 10+ years’ industry experience with relevant sales and global leadership experience managing field sales team
• Possesses in-depth knowledge of the automotive ecosystem, including supply chains, development cycles, regulatory requirements, and the ability to build and manage relationships across different automotive markets.
• Ability to anticipate industry trends, especially in in-vehicle entertainment and autonomous driving.
• Deep knowledge of the device licensing business and automotive industry.
  
  #LI-SW1

The Michigan base salary range for this full-time position is $152,200 - $209,200, which can vary if outside this location, plus bonus, benefits, and some roles may also include equity. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, competencies, experience, market demands, internal parity, and relevant education or training. Your recruiter can share more about the specific salary range and perks and benefits for your location during the hiring process.

Dolby will consider qualified applicants with criminal histories in a manner consistent with the requirements of San Francisco Police Code, Article 49, and Administrative Code, Article 12

Equal Employment Opportunity:
Dolby is proud to be an equal opportunity employer. Our success depends on the combined skills and talents of all our employees. We are committed to making employment decisions without regard to race, religious creed, color, age, sex, sexual orientation, gender identity, national origin, religion, marital status, family status, medical condition, disability, military service, pregnancy, childbirth and related medical conditions or any other classification protected by federal, state, and local laws and ordinances.