Account Director

Profile

Position Overview

We are searching for an exceptional person to take a position as a member of our growing Enterprise Account Management team and help Brightcove achieve breakout growth. This person must have a proven track record for delivering on or exceeding revenue retention and bookings goals, and take pride in getting it done.

The candidate we will hire will be highly self-motivated, extremely organized, team-oriented, creative, and possess outstanding communication and negotiating skills. This role’s primary responsibility is cross-selling and upselling their book of business, as well as renewing their current agreements. This role requires relationship building, extensive pipeline generation and prospecting through a deep understanding of clients' objectives and desired business outcomes. The candidate must have a relentless focus on ensuring we've delivered value and a passion for uncovering future areas of client collaboration.

Job Responsibilities

Develop and execute a territory plan focused on retention and revenue generation

Build a metrics-driven sales pipeline of new opportunities within the account base

Become a domain and industry expert in order to become that trusted client advisor.

Maintain competitive knowledge & focus

Close growth opportunities and exceed quota!

Qualifications/Experience

5 years direct sales experience in a SaaS environment, preferably selling into enterprise and marketing clientele, specifically Director and C-Level executives

A proven track record delivering on or exceeding retention and revenue goals and quota

Demonstrated ability to develop, manage, and carry through complex deals to closure

Demonstrated ability to qualify opportunities and interact with other team members to work toward closing deals

An ability to assess and uncover client needs and pain points effectively and provide solutions through new products and services

Ensure the ongoing renewal of customers by means of a high level of proactive, value-added customer service

Detailed understanding of client business strategy, drivers, goals and initiatives and translating these into Brightcove selling opportunities

Proven ability to operate effectively in a fast-paced, entrepreneurial environment in which cross-functional teamwork and initiative is a must

Possess excellent communication skills to customize communication to the customer’s needs with confidence; effectively deliver “memorable” presentations leveraging “why video” storytelling skills

Demonstrate excellent networking skills to identify the right customer stakeholders and build connections quickly to drive consensus for deals; drive communications with internal cross functional teams for deal success

Retain a customer-first attitude while still exhibiting excellent negotiation skills.

BA/BS in Business, Marketing or a related field

Special Conditions

This is a quota-carrying role

This role does involve domestic travel, up to 30%

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, 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. We value collaboration, creativity, work/life balance, professional growth and creating an empowering space for open communication. Whether you’re in one of our offices around the world or working remotely you have plenty of opportunities to meet colleagues from around the world and

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. If you need any accommodations for your interview, please email

recruiting@brightcove.com

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The base salary range listed is across locations in the US. Actual salaries will vary depending on factors including but not limited to an applicant's experience, specialized skills, internal alignment and an applicant's work location.

At Brightcove, we believe that providing comprehensive and competitive compensation and benefits packages across the globe are essential to our employees. Base salary is just one component of Brightcove’s total rewards program. We offer a wide range of benefits and perks that may include bonus or commission, Brightcove stock, unlimited paid time off, 401(K) matching, generous employer Health Savings Account (HSA) contributions, tuition reimbursement, 100% paid parental leave and more.

USA Brightcove Base Salary Range

$91,200

$136,800 USD

Company info

Brightcove Inc.
Website : http://www.brightcove.com