Senior Director Enterprise Sales

Profile

Brightcove is looking for an exceptional person to lead our Regional Enterprise team, reporting directly to our VP of Sales, Enterprise. Our Enterprise team focuses on accounts that have >$500M in annual revenue, including new business and expansion of our 2500 existing accounts, and high growth tech unicorns. This leader will guide approximately 6-8 individual contributors and have responsibility for growth of our Enterprise business.
The ideal candidate has a record of success in leading and motivating a team of sellers, exceeding revenue goals and has a background within the enterprise SaaS industry. Transaction sizes range from $100k-$500K in ARR and are sold to line-of-business (Marketing, Corporate Communications, eCommerce, etc) as well as IT (Centralized Video Platform).
Job Responsibilities:
Execute against sales goals by driving pipeline growth and new logo acquisitions from enterprise accounts.
Hire, develop, motivate, and retain a high-performance Enterprise sales team.
Manage and own sales planning and forecasting, territory and quota planning and measurement of inside KPI sales metrics .
Drive territory growth through up-selling/cross selling existing customers.
Implement and reinforce sales and product training and methodology.
Work with individual sales reps on territory planning and execution.
Accurately manage an on-going sales pipeline across the team for forecasting purposes.
Work closely with the Global Services team to develop overall customer success strategy.
Create & articulate compelling value propositions around the use of the Brightcove platform.
Please note, whenever permissible travel can be up to 25%.
Qualifications/Experience:
5 years of managing full cycle sales professionals in SaaS.
Minimum of 10 years of sales experience
Knowledge of sales management & analytics technologies (Salesforce, Gong, Insight Squared, etc).
Strong leadership and people management skills to develop and lead high performance professionals as well as excellent communication and presentation skills.
Ability to interface with product and engineering to synthesize customer needs and feedback.
BA/BS in sales, business management or related field.
These are the qualifications and experience we are targeting but we also are excited to have an opportunity to teach you technologies and skills you've never used before. All we ask for is creativity and tenacity in solving the problems that we are tackling together.
About Brightcove
As the industry leader in this space, we empower our customers to deliver top-notch video experiences to audiences on every screen in bold and innovative ways. When video is done right, it can have a powerful and lasting effect. Hearts open. Minds change. Creativity thrives. Since 2004, Brightcove has been supporting customers that are some of the largest media companies, enterprises, events, and non-profit organizations in the world. There are over 600 Brightcovers globally, each of us representing our unique talents and passions and we have built a culture that values individual empowerment, excellence and collaboration. This culture enables us to develop technologies once thought impossible, provide customer support without parallel or excuses, and leverage the expertise and resources of a global infrastructure. We take our video seriously, and we take great pride in doing it as one team.
Working at Brightcove
As the undisputed global leader in powering premium video for our customers, Brightcove recruits and retains highly qualified and motivated individuals, creating an environment where people can innovate and achieve their best, and we reward them for their performance by giving them the opportunity to share in the company’s success. We offer competitive compensation, stock options, 401k matching, and tuition reimbursement, as well as generous PTO - and we expect you to use it!
We offer Remote, Hybrid, and Onsite work arrangements. Our US based office is located in downtown Boston, in Fort Point harbor. This Brightcove office has an open working space layout with beautiful water views. Employees enjoy access to fully-stocked kitchens and social activities including: happy hours, trivia and movie nights, ping pong tournaments, and philanthropy events. We have plenty of opportunities to meet your colleagues around the globe and we also celebrate a variety of personal interests with organized groups and clubs including an Employee Action Committee, Women of Brightcove, Pride of Brightcove, Parents of Brightcove … and more!
We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace. If you need any accommodations for your interview, please email ****.
#LI-MB1

Company info

Sign Up Now - SellingCrossing.com