Account Director, Brightcove

• 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
• This is a quota-carrying role
• This role does involve domestic travel, up to 30%

• 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!

• Nourishment: Catered lunches and fully-stocked kitchens around the globe, you’ll never go hungry here!
• Financial Wellness: Plan for the future with our competitive compensation packages, 401K matching, and recognition awards.
• Employee Experience: It’s not all about work. From poker games to summer happy hours (virtual and in-person), and epic Halloween parties—we bring the fun.
• Learning & Development: You’ll solve challenging problems daily here. And to help you do that we’ve got tuition reimbursement programs, mentoring partnerships, and regular meetups like our Women in Technology initiative.
• Giving Back: We’re all about making an impact on local communities, so we encourage employees to take volunteer time off and match charitable donations up to $100.
• Health: Outstanding health and wellness benefits help you nourish body and soul so you can be your best self.
• Time Off: Refresh, recharge, and keep work and life in balance with our generous vacation benefits, including unlimited PTO and half-day Fridays!

Total funding: $157.2m

Brightcove enables content creators to gain additional revenue from their online video products through new distribution and analytics opportunities. Its services generate a cash flow by allowing advertisers to purchase sponsorship bumpers and watermarks. But that's just the start; the firm is also drawing in customers as a cutting-edge analytics platform.