Director, New Business Development, Europe

Reporting to VP, Sales, Europe

Hours of work: 37.5 hours per week (Monday to Friday)

Location: Chiswick, London (Hybrid Working – Wednesdays & Thursdays in-office)

About the Company: Encompass Digital Media (‘Encompass’) is a global managed services company focused on supporting TV networks, broadcasters, sports leagues and digital platforms with the delivery of their linear/nonlinear video and audio content across television, radio and digital platforms. We design, implement and operate reliable video and audio solutions that capture, process and deliver clients’ content from any source, in any format, to any destination in the most efficient and reliable way possible.

About the Role: We are seeking a dynamic, results-driven Director, New Business Development to lead our sales efforts across the European region. This senior-level role is focused on hunting new business, identifying strategic opportunities, and driving revenue growth. The ideal candidate is a go-getter with a “win-the-day” mentality, passionate about building relationships, understanding market dynamics, and closing deals.

Key Responsibilities:

• Proactively identify, pursue, and secure new business opportunities across the European media and entertainment landscape.
• Develop and execute strategic sales plans to build a robust pipeline of prospects and convert leads into long-term clients.
• Conduct market research to understand customer needs, industry trends, and competitive positioning.
• Cultivate relationships with key decision-makers at broadcasters, content owners, OTT platforms, and media companies.
• Collaborate with internal teams (Product, Marketing, Operations) to tailor solutions that meet client requirements.
• Lead negotiations and close high-value deals that align with Encompass’s strategic goals.
• Represent Encompass at industry events, conferences, and client meetings across Europe.
• Provide regular daily, weekly, and monthly reporting on pipeline development, sales forecasts, and market insights within CRM.

Required Education & Experience:

• Proven track record of successfully closing complex B2B sales in the media, broadcast, or technology sectors.
• Successful track record of leading, orchestrating and completing complex RFI, RFPs, RFQs.
• Minimum of 10+ years in business development or sales leadership roles, preferably in the European market with Broadcast Media based customers, D2C, OTT, System integrators etc.
• Deep understanding of media workflows, content distribution, and digital platforms, on-prem and cloud and SaaS workflows.
• Must have key contacts and experience in High Value Sports Business across Europe.
• Experience selling cloud-based media services, live event solutions, or managed broadcast services.
• Familiarity with European regulatory environments and media licensing frameworks.
• Existing network of contacts within European broadcasters, sports leagues, or streaming platforms.
• Experience working in a matrixed global organization.
• Seasoned CRM user in Salesforce, HubSpot, Monday.com etc.
• Must have extensive experience using Microsoft 360, Word, PPTX, Spreadsheet, Smartsheet, Jira, Confluence, etc. and other sales enablement tools.

Required Skills:

• Multilingual capabilities are preferred (especially French, German, Spanish or Italian).
• Exceptional communication, negotiation, and relationship-building skills.
• Strong analytical skills with the ability to interpret sales data and market trends to inform strategy.
• Self-starter with a high level of initiative, energy, and a relentless drive to succeed.
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities.
• Willingness to travel across Europe as needed.
• Must have a collaborative/teamwork centric approach.

Key Performance Indicators (KPIs):

• New Revenue Generation: Achieve quarterly and annual new business revenue targets.
• Pipeline Growth: Build and maintain a qualified sales pipeline with clear progression stages.
• Client Acquisition: Secure a targeted number of new logos (clients) per quarter.
• Sales Cycle Efficiency: Reduce average time-to-close through strategic engagement and negotiation.
• Market Penetration: Expand Encompass’s footprint in priority European markets and verticals.
• Customer Engagement: Increase the number of high-quality meetings and proposals delivered monthly.
• Cross-Functional Collaboration: Demonstrate effective coordination with internal teams to deliver tailored solutions.

25 days annual leave per annum (pro-rata) plus bank holidays.

Matched up to 5% pension contributions and independent pension advice.

Medical benefits including; Eye care vouchers, Health Cash Plan, Income Protection & Life Assurance.

Cycle to Work scheme.

Season ticket loan.

6 monthly wellness weeks.

Performance recognition awards and more!