VP Sales & Customer Growth - Player-Coach Operator

VP Sales & Customer Growth (Player-Coach Operator)

Location: United States (Remote / Hybrid)

Role Overview

You will operate within a global GTM and partner framework in a matrix organization, working closely with Solutions, Customer Success Managers (CSMs), Product Management, and Engineering to drive both net new customer revenue and Net Revenue Retention (NRR) through disciplined expansion.

This is a hands-on, player-coach role. You are expected to personally close strategic deals, lead and develop a high-performing team, and continuously evolve the revenue engine. The role requires significant travel and regular face-to-face engagement with customers and prospects to build trust, accelerate deals, and deepen relationships.

What You Will Own

Revenue & Pipeline

• Own and deliver against US revenue targets  
• Build and maintain a high-quality, predictable pipeline  
• Personally close key strategic and complex deals  
• Ensure strong pipeline hygiene, coverage, and conversion  
• Run disciplined and accurate forecasting  

Hands-On Selling (Player First)

• Actively lead and close high-value opportunities  
• Drive deal strategy, positioning, and negotiation  
• Engage directly with senior stakeholders and executive buyers  
• Spend significant time in market with customers and prospects  
• Set the standard for deal execution and commercial rigor  

Customer Growth & NRR (With CSM Partnership)

• Work closely with assigned Customer Success Managers (CSMs) on account ownership and expansion  
• Jointly drive renewals, upsell, and cross-sell opportunities  
• Build and execute structured account growth plans  
• Increase Net Revenue Retention (NRR) through disciplined expansion  
• Participate in strategic account reviews and customer engagements  
• Step in on key accounts to unlock growth opportunities  
• Maintain regular face-to-face engagement with key customers  

Customer, Product & Delivery Alignment

• Partner closely with Customer Experience, Solutions, Product Management, and Engineering  
• Ensure seamless transition from sale → delivery → expansion  
• Engage Solutions early in deal cycles to improve win rates and ensure implementation success  
• Maintain alignment between customer expectations, solution design, and delivery outcomes  
• Collaborate with Product and Engineering to align customer needs with roadmap priorities  
• Provide structured, high-quality feedback from the field and customers  
• Influence product direction with real market insights and deal-level intelligence  
• Collaborate on deal-specific technical validation and feasibility  
• Ensure clear translation between product capabilities and commercial value  
• Strengthen cross-functional collaboration across the entire customer lifecycle 

Matrix, Global GTM & Partner Leadership

• Operate effectively within a matrix organization, influencing across teams without direct authority  
• Align and coordinate with global and regional stakeholders across GTM, Product, Engineering, CX, CSM, and partner functions  
• Execute within the global GTM and partner framework  
• Apply global segmentation, messaging, and pricing consistently in the US market  
• Activate and scale the partner ecosystem to generate pipeline and revenue  
• Drive partner-led and partner-influenced opportunities  
• Navigate competing priorities and drive cross-functional alignment  
• Ensure shared accountability for revenue, delivery, and customer outcomes  

Team Leadership (Player-Coach)

• Lead, coach, and develop a high-performing commercial team  
• Ensure tight collaboration between Sales, CSMs, Solutions, and other stakeholders  
• Actively coach on live deals and account strategies  
• Hold the team accountable to pipeline, revenue, and expansion metrics  
• Address performance gaps quickly and decisively  

Evolve the Machine (Not Build It)

• Continuously improve and optimise existing sales processes and workflows  
• Identify and remove friction across the revenue lifecycle  
• Improve conversion rates, deal velocity, and expansion performance  
• Strengthen CRM discipline and operational rigor  
• Focus on incremental improvements that compound over time  

What We’re Looking For

• Proven revenue operator with consistent quota attainment  
• Strong player-coach experience  
• Experience working in a matrix organization  
• Demonstrated success collaborating across CSMs, Solutions, Product, Engineering, and Partner teams  
• Track record of driving Net Revenue Retention (NRR) through expansion  
• Willingness and ability to travel frequently and engage face-to-face with customers and prospects  
• Ability to influence cross-functional teams without direct authority  
• Experience improving and evolving an existing revenue engine  
• Strong commercial acumen, execution discipline, and accountability  

How You’ll Be Measured

• Revenue vs target  
• Pipeline quality, coverage, and conversion  
• Deals personally closed  
• Forecast accuracy  
• Partner-influenced revenue  

What This Role Is (and Isn’t)

This role is:

• Hands-on and execution-driven  
• Highly cross-functional and matrix-based  
• Focused on both new business and expansion (NRR)  
• Centered on evolving an existing revenue engine  
• Requires significant travel and in-person customer engagement  

This role is not:

• A purely strategic or advisory role  
• A siloed sales leadership position  
• A build-from-scratch mandate  
• A remote-only, low-touch customer role  

Why This Role

• Own and evolve a revenue engine across Sales, Solutions, CX, Product, Engineering, and Partner teams  
• Direct impact on both top-line growth and Net Revenue Retention  
• Work in a matrix environment with global reach and influence  
• High ownership, high visibility, and real-world customer engagement 

Life at Bitmovin

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For all of our roles, we are willing to discuss flexible working arrangements to support everyone’s unique circumstances.