Director Business Development (TV)
3Ss · 🌍 Stuttgart, Germany
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About the role
Shape our AI products with a real say on the roadmap, and win the TV customers who will use them. You find the telcos, Pay TV operators and broadcasters that should run on the 3Ready platform, reach their decision makers early, and take each opportunity from first conversation to signed contract. You sell on outcomes, with our 3Ready products and our operator references behind you. You work directly with management and have the freedom to build business development for TV your way. Every new customer goes to our customer success team, who grow the account from there. Responsibilities • Build and own a qualified pipeline of new TV operators across Europe and selected international markets. • Open conversations with CXOs, heads of product and executive leaders before an RFP is written. • Listen first: understand an operator's problems before proposing, and position 3Ready Hero, Control Center and Framework on what they change (engagement, retention and cost). • Own every RFP and RFI end to end with our Solutions and product teams, including the commercial part. • Propose and run paid PoCs and pilots with clear success criteria and a path to contract. • Negotiate and close from a clear packaging and pricing model, with the authority to decide within it. • Write and run the TV sales strategy and plan, including the yearly events plan. Lead the weekly business development rhythm with marketing and run a rolling forecast. • Hand each signed customer over to customer success with a complete file, and stay involved through kick-off. • Bring what you hear in the market back into our roadmap and positioning. • Represent 3SS at IBC, and other industry events. How you lead • Act like the owner: you set the plan, make the call and answer for the result. • Start from the viewer: you know the operator's app and explain our value in viewer outcomes. • Decide with evidence: data, clear hypotheses and paid PoCs, learning fast from every win and loss. • Shape the product: you turn what you hear in the market into clear problem statements for our product teams. • Raise the bar: honest feedback, strong preparation, and every customer conversation better than the last. Requirements • At least 10 years in business development or enterprise sales for B2B software, of which at least 5 selling to telcos, Pay TV operators or broadcasters, with a record of new logos signed. • A network in operator product, technology and executive teams, ideally in Europe. • Experience running complex sales cycles end to end: qualification, RFPs, PoCs, negotiation, contract. • Value-based selling: you show return on investment, handle objections, and move deals that stall in slow decision processes. • A consultative style: enough product and technical depth to advise an operator on TV platforms, Android TV and AI-driven discovery without a solution architect in the room, and the judgement to know when to bring one. • Discipline with pipeline and CRM. Your forecast is one others can plan on. • The drive to win new logos and build business development in a company of our size, hands-on first, building a team later. • Fluent English. German is a plus. • Location: Stuttgart, Germany, or elsewhere in Europe, with regular presence in Stuttgart and travel to operators and industry events. Strong plus • Background in product management, a product-led software company, or UX and OTT consulting. You can run a discovery workshop with an operator's product team and read a prototype or user flow. • Experience selling TV middleware, UI platforms, recommendation or search products to operators. • Experience with Android TV Operator Tier deployments. • Experience working with platform partners or system integrators in the TV space. Benefits • A competitive b