VP Sales & Customer Growth

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.