Sales Director for EMEA market

Department: Sales

Location: London

Description

We’re seeking a highly accomplished and well-connected Sales Director to drive new business growth across the Enterprise and Media verticals in EMEA. This is a senior, quota-carrying individual contributor role focused on identifying, developing, and closing new customers and expanding Brightcove’s presence across the region.

The ideal candidate will bring a strong track record in enterprise SaaS/platform sales, with proven success building pipeline, winning new logos, and closing complex, six-figure deals. Experience selling video technology solutions into large Enterprise and/or Media organizations and engaging with C-suite, business, and technical stakeholders will be key to success in this role.

We’re looking for someone who is commercially driven, proactive, disciplined, and comfortable creating opportunities from the ground up. This is a pure hunter/new business role, with a strong focus on pipeline generation and new logo acquisition.
The role is based in London, UK, and reports to the VP of Sales, EMEA.

Please note: Candidates whose experience is primarily in advertising or media inventory sales will not be a fit for this position.

A few examples of your responsibilities

• Own and drive new logo acquisition across Enterprise and Media verticals in EMEA, from prospecting and pipeline creation through negotiation and close.
• Build and maintain a strong self-generated pipeline through targeted outbound activity, networking, referrals, and industry relationships.
• Develop relationships with C-suite, VP, Director, technical, and other key decision-makers within target accounts.
• Understand customers’ business and technology challenges and position Brightcove’s platform and solutions against their strategic priorities.
• Craft and deliver compelling value propositions and commercial proposals, navigating complex, multi-stakeholder sales cycles to close six-figure opportunities.
• Develop and execute territory and account plans to grow Brightcove’s presence across EMEA.
• Maintain strong pipeline discipline, forecasting accuracy, and visibility into deal progression.
• Prepare deal overviews and contract summaries for internal stakeholders.

Special Conditions

• This is a quota-carrying role
• This role does involve domestic travel, up to 30%
• Hybrid or Remote based in London, UK
  
  

What we look for

• 8-10 years of sales/business development experience in enterprise software/SaaS, with strong experience selling video, streaming, or media technology solutions into Enterprise and Media customers.
• Strong track record as a new business hunter, with demonstrated success generating pipeline and winning new enterprise logos.
• Deep understanding of the Media industry, including streaming, digital video, ad-supported Media, and related technology use cases.
• Experience selling complex enterprise technology solutions across EMEA.
• Proven track record of consistently meeting or exceeding new business revenue targets.
• Demonstrated experience closing six-figure enterprise deals involving multiple stakeholders and complex sales cycles.
• Strong network and relationships within the EMEA Media ecosystem would be highly advantageous.
• Proven ability to engage and influence C-suite, business, technical, and developer stakeholders.
• Strong commercial, negotiation, and deal-making skills.
• Ability to understand complex client needs and translate them into compelling technology solutions and business outcomes.
• Exceptional written, verbal, and interpersonal communication skills.
• Native-level English proficiency required. Business-level proficiency in German, French, or another European language is preferred but not required.