Director of Sales EMEA

Brightcove is a team of smart, passionate people who are revolutionizing the way organizations deliver video. They’re hyped up about storytelling, and about helping people connect, share experiences, and view the world. Bottom line: video is the world’s most compelling, exciting medium, and Brightcove exists to demonstrate that video means business. As the industry leader in this space, they empower their customers to deliver world class 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 them representing their unique talents and passions and they have built a culture that values individual empowerment, excellence and collaboration. This culture enables them to develop technologies once thought impossible, provide customer support without parallel or excuses, and leverage the expertise and resources of a global infrastructure. Brightcove takes their video seriously, and they take great pride in doing it as one team.

The Role

Brightcove is looking for a hunting sales leader to develop and lead the ‘Go to Market’ team that targets new logos across EMEA to be based out of their Central London office. They are searching for an exceptional candidate who can demonstrate that they have previously built scalable processes and implemented strategies that have successfully grown a sales team, and that these team members have gone on to achieve further success. The ideal candidate will have proven experience increasing year-over-year revenue and have developed an uncanny ability to forecast accurately. Leadership, coaching, and professional development are critical to this role - you will be working with highly motivated sales professionals, and will be responsible for helping them drive results and achieve a higher level of proficiency in their role.

Specific Responsibilities

• Responsible for developing EMEA wide sales strategy and generating new business opportunities and revenue growth across the region.
• Act as regional sales leader for the EMEA team with emphasis on strategy and management.
• Partner with the SVP of International, VP of International Account Mgt, marketing and other functional leaders to generate high quality leads and jointly build a go to market strategy.
• Partner with sales operations and global sales leaders to consistently evaluate that the sales processes and methodologies used are effective in helping to grow the business.
• Develop, coach, and oversee the enablement of highly effective and successful hunting sales and inside sales professionals and manage performance of individual team members effectively.
• Oversee the day-to-day activity including sales forecasting and pipeline management in a high growth selling environment.
• Monitor and refine sales lead processes, metrics, and tools to maximize success on the team.
• Deliver the target financial performance from the accounts and regions in EMEA.
• Lead deal overviews and contract summaries for key stakeholders.
• Contribute to our strong regional leadership presence within our London office and maximize the local employee experience.
• Travel when necessary to meet potential prospects, partners, and customers.
• Cultivate an environment of teamwork, openness, creativity, and continuous improvement of everyone's role.

Key Selection Criteria

• 8-10+ years of senior sales management experience with a record of achievement in developing successful sales teams and sales strategy ideally for a leading software or enterprise platform sales company.
• Strong senior leadership experience with a track record of strategic planning and execution across multiple geos.
• Able to work confidently with the executive leadership team where required and influence company strategy and direction as it relates to EMEA.
• Ability to inspire direct reports and wider team and contribute to Brightcove’s collaborative culture.
• Exceptional consultative selling abilities and excellent interpersonal skills with executive level customers and partners.
• 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 ad-supported media/video use cases is highly preferred.
• BA/BS in Business, Marketing or related fields is highly preferred.
• Strong technical knowledge and appreciation.
• Proven ability to operate effectively in a fast-paced environment in which cross-functional teamwork and initiative is a must.
• Excellent written, oral and interpersonal communication skills.

Special Conditions

• This is a hands-on role with 4-5 direct reports.
• This role is based in our Central London office.
• Whilst we encourage employees to work flexibly, given the senior and strategic nature of this role, we envisage on-site working at least part of the week.
• This role involves travel, up to 25%.
• 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, actively creating a culture where inclusion and growth are at the center, and hiring, recognizing, promoting employees who are committed to living and breathing these same ideals.
• While remote work arrangements are available for most positions we also offer hybrid or on-site working options in our Central London office, a stone’s throw from the capital's thriving tech scene.
• London is home to Brightcove's growing EMEA hub, providing unparalleled access to scale, distribution and operational maturity while maintaining a small, agile and entrepreneurial culture.
• Our office is nestled between world-leading media companies, a vibrant food scene, and unrivaled shopping.
• You will 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 to come!

We are committed to equal employment opportunities 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.