Compensation Overview

Brightcove is looking for an experienced SaaS sales leader to develop and lead our Enterprise sales team in the US. This role will report directly to our Chief Revenue Officer (Boston-based). Our ideal candidate can demonstrate that she/he has previously built strong GTM sales teams that can bring in Enterprise clients. The Sales team is composed of both new logo accounts and current enterprise accounts that we look to renew and add additional services to as we scale. The leader is responsible for hiring and coaching all sales employees to be high performers and help us continue to grow. This sales leader will have proven experience in increasing year-over-year revenue and have developed an ability to forecast accurately. Coaching and professional development are critical to this role. The role will be working with highly motivated sales professionals and will be responsible for helping them drive results and achieve a higher level of proficiency.

Job Responsibilities

• Recruit, develop and oversee the enablement of highly effective and successful sales professionals (new business and expand/retain business sales reps)
• Lead the Enterprise Sales team in the US continuing to cultivate and engage a high performing team.
• Oversee the revenue operation including sales forecasting and pipeline management in a high growth selling environment.
• Continuously improve sales processes, metrics, and tools to maximize team success.
• Own and meet (with the intention to exceed) targeted financial performance for the region.
• Partner with Business Development Reps, revenue operations, customer success, finance, and global sales leaders to consistently evaluate the sales processes and methodologies to ensure they are  effective in growing the business.
• Lead deal reviews, actively get involved in larger deals, outline and contract summaries for key stakeholders.
• Ability to master a complex suite of products to effectively sell them and collaborate with our Sales Engineering, Product Marketing, and Product & Engineering teams.
• Travel when necessary to meet prospects, partners and customers.
• Cultivate a culture of performance and accountability with a learning culture, through  teamwork, collaboration, open communication, creativity, and career growth.

Skills/Qualifications

• BA/BS in Business, Marketing, Engineering and/or MBA is highly preferred
• 15+ years sales management experience with a record of achievement in developing successful sales teams and sales strategy ideally for a leading enterprise platform sales and/or software company.
• Demonstrate strong senior leadership experience with a proven track record of strategic planning and execution.
• Possess exceptional consultative selling abilities and excellent interpersonal skills to engage with executive level customers and partners.
• Proven ability to operate effectively in a fast-paced environment in which cross-functional teamwork and initiative is a must.
• Demonstrated ability to engage and coach a successful sales team, through positive, open, and collaborative communication style.
• Past experience building team culture and a high energy environment
• Has a bias towards action and accountability.
• Experience leading and collaborating across teams within a global company is preferred
• Possess both a sales and technical background that enables you to drive an engagement at the CXO level as well as with software developers and IT architects.
• Domain expertise in Marketing Technology or Video Streaming Technology use cases is Preferred.
• Exhibit excellent written, oral, and interpersonal communication skills.
• This role does involve occasional travel 
• Boston on NYC based candidates are preferred 

About Brightcove 

Brightcove is a diverse, global team of smart, passionate people who are revolutionizing the way organizations deliver video. We’re hyped up about storytelling, and about helping organizations reach their audiences in bold and innovative ways. When video is done right, it can have a powerful and lasting effect. Hearts open. Minds change. 

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 we have built a culture that values authenticity, individual empowerment, excellence and collaboration. This culture enables us to harness the incredible power of video and create an environment where you will want to grow, stay and thrive. Bottom line: We take our video seriously, and we take great pride in doing it as #oneteam.

WORKING AT BRIGHTCOVE 

We strive to provide our employees with an environment where they can do their best work and be their best selves. This includes a focus on our employees’ work experience, and we actively support a culture where inclusion and growth are at the center. We hire, recognize, and promote employees who are committed to these same ideals. We value collaboration, creativity, work/life balance, professional growth, and creating an empowering space for open communication. No matter where our employees work, remotely or in one of our global offices, employees have plenty of opportunities to meet colleagues and celebrate a variety of personal interests and perspectives.

While remote work arrangements are available for most positions we also offer hybrid or on-site working options in our Boston office, located in beautiful Fort Point harbor. Employees enjoy access to fully-stocked kitchens and social activities including: happy hours, trivia, ping pong tournaments, and events and celebrations of all kinds.

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. Brightcove embraces diversity and seeks candidates who support persons of all identities and backgrounds. We strongly encourage individuals from underrepresented and/or marginalized identities to apply. If you need any accommodations for your interview, please email [email protected]. 

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