Director, Sales & Key Accounts

Bitmovin Inc.; United States; Hybrid; USD 180,000 - 250,000; Full time

Job summary

Bitmovin Inc. seeks a Director of Sales & Key Accounts to drive the next wave of digital video adoption across priority markets. You will lead direct enterprise sales, own multi-year SaaS agreements, and partner with executives to win new logos and expand strategic accounts.

You will collaborate with solutions engineering, customer success, and partner teams to shape GTM plans, manage a strong pipeline, and deliver measurable ARR growth across EMEA and selected regions, with travel as needed.

Qualifications

• Proven success selling software into broadcasters, OTT platforms, or video infrastructure.
• Track record of originating and closing complex enterprise deals.
• Strong network of technical and commercial decision-makers across relevant markets.
• Excellent communication and negotiation skills.

Responsibilities

• Power the next generation of digital video across EMEA; acquire new logos and drive growth.
• Define territory plans and strategic roadmaps for target regions.
• Develop a healthy pipeline of qualified opportunities and progress cross-sell opportunities.
• Collaborate with solutions engineering, customer success, and partner teams to enable adoption.
• Provide market insights and KPI tracking to improve conversion rates.
• Maintain executive engagement with priority customers.

Skills

Business development

New logo acquisition

Strategic account management

Cross-sell

Video infrastructure

Executive engagement

Pipeline generation

Enterprise closing

Job description

Описание

Core skills: business development, new logo acquisition, strategic account management, cross-sell, video infrastructure, executive engagement, pipeline generation, enterprise closing. Bitmovin is an award-winning video streaming technology to world-renowned brands and managed service providers. Our solution suite consists of Live and VOD Encoding, a Multi-Platform Player, and Analytics platform; enabling content owners to redefine the viewer experience through API-based workflow optimization, fast turnaround, and scalability. We have seen great success and created great momentum in the market. This is down to our products, ecosystem, but ultimately our people who love video streaming and helping customers. “We’re building the future of video streaming across EMEA - combining high-impact hunting with strategic account growth to deliver unmatched commercial results. If you’re ready to help shape the industry and make a real impact, join us.” Barney Withers Green, SVP, Sales & Business Development, EMEA & APAC At Bitmovin we value cognitive diversity and the huge part this plays in not only creating a global culture second to none, but in how this underpins our ability to create truly representative, Emmy award winning products. Diversity in all its forms is encouraged and celebrated at Bitmovin; everyone has a role to play in helping us shape the future of video.

Задачи

As Director, Sales & Key Accounts, you will be at the forefront of powering the next generation of digital video across EMEA. Your mission is to fuel Bitmovin’s expansion by acquiring game-changing new logos and driving high-value strategic growth across priority markets, including the UK, DACH, and selected CEE & MENA regions. Operating within the global GTM and partner strategy to define and execute local initiatives in media, streaming, and OTT markets. Driving direct enterprise sales with full sales cycle ownership, including multi-year SaaS agreements and platform licensing deals. Enabling customers to adopt Bitmovin solutions in the way that best fits their business — direct, partner-led, or cloud/video platform routes. Identifying, onboarding, and enabling local partners to drive net-new revenue and new customer wins. Collaborating with local and global teams (solutions engineering, customer success, partner teams) to support adoption and partner success. Providing market insights, competitor intelligence, and recommendations on product, pricing, and GTM strategy. Tracking pipeline, revenue, and partner acquisition KPIs to measure impact and improve conversion rates across channels. First 6 Months: Establish strong relationships with priority customers, prospects, and internal stakeholders Build a clear territory plan and strategic business development roadmaps for target regions Develop a healthy, self-generated pipeline of qualified opportunities Identify and progress strategic cross-sell opportunities within assigned key accounts First 12 Months: Deliver against agreed net-new ARR and strategic cross-sell targets Demonstrate consistent pipeline generation and enterprise deal progression Establish meaningful new customer relationships across priority EMEA markets Maintain strong executive engagement and strategic oversight of assigned key accounts Operate independently with rigorous forecasting discipline and commercial accountability You don’t have experience with all the points above? Don’t worry, we will support you with learning, training, and coaching on the job.

Требования

Industry Expertise: Proven success selling software/technology into broadcasters, OTT platforms, or video infrastructure (CDN, adtech, broadcast tech) Drive & Accountability: Track record of originating, closing complex enterprise sales, and consistently exceeding revenue goals Relationship Building: Established network of technical and commercial decision-makers across EMEA media and streaming ecosystems Technical Acumen: Solid grasp of streaming workflows, technical ecosystems, and enterprise buying processes Proactive Ownership: Self-driven, highly autonomous pipeline builder focused on results and execution Strategic Influence: Confident navigating high-value negotiations and engaging senior executive stakeholders Collaboration & Adaptability: Open to feedback and skilled at partnering across cross-functional teams to drive collective success

Условия

Bitmovin is rapidly growing with significant market opportunity, and we are looking for talented and self driven individuals to take Bitmovin to the next level. Following an exciting evolution of our commercial structure, we are seeking an exceptional, commercially driven Sales Director to accelerate revenue growth, develop strategic opportunities, and strengthen our presence across key EMEA markets. This role uniquely combines high-impact new business development with strategic ownership of key customer relationships. Supported by designated Account Managers and Customer Success resources for day-to-day management, you will be empowered to focus on winning new logos, driving strategic cross-sell, and engaging executives across the region. With our full support and coaching, you will pave your own path, collaborating with our global teams to shape the future of media and streaming. This is an opportunity that offers: Opportunity to shape the streaming and video technology strategies of leading EMEA Media & Entertainment companies A hybrid role balancing high-velocity new business acquisition with strategic key account ownership Selling market-leading products (Live Encoding, VOD Encoding, Player, Observability) alongside top Cloud Partners and System Integrators Autonomy, international collaboration, flexible working, and regional travel (~50%). Find out more about us on our Careers Page See what fellow Bitmovers are saying on LinkedIn Check the employee reviews on Glassdoor For all of our roles, we are willing to discuss flexible working arrangements to support everyone’s unique circumstances.