Bitmovin Opportunities

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 Find out more about us on our Careers Page See what fellow Bitmovers are saying on LinkedIn Check the employee reviews on Glassdoor For all of our roles, we are willing to discuss flexible working arrangements to support everyone’s unique circumstances.