VP Sales & Customer Growth

Bitmovin

9d•Hybrid

About The Position

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.

Requirements

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

Responsibilities

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
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
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
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
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
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
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