Ross Video · 2 days ago
Business Development Director, Cloud Solutions (Job Req #2026-088)
United States
Full-time
Remote
Director/ExecutiveRoss Video is a company dedicated to creating and delivering cutting-edge products for live television and entertainment. The Business Development Director – Cloud Solutions will be responsible for creating and advancing new cloud opportunities, developing go-to-market strategies, and driving customer engagement to generate recurring revenue.
PhotographyProfessional Services
Responsibilities
Own net-new pipeline creation for Ross cloud solutions within defined target markets
Personally source, qualify, and advance opportunities from first discovery call through pilot and into recurring revenue
Build and maintain a focused target account list and proactively execute outreach and discovery activities
Drive opportunities forward in close partnership with regional sales teams, maintaining ownership for momentum and progression from discovery through pilot and commercial close
Define, test, and refine repeatable GTM plays for cloud solutions, including discovery frameworks, pilot structures, and conversion paths
Translate exploratory customer conversations into concrete opportunities with clear next steps and shared clarity on the opportunity, ownership, and path forward
Identify patterns across wins and losses and feed actionable insights back into product, pricing, packaging, and delivery models
Lead customer discovery sessions to validate use cases, value drivers, and buying criteria
Facilitate trials, pilots, and early production engagements in close coordination with CloudOps, Product, and sales teams
Ensure pilots are structured with clear success criteria, commercial intent, and a defined path to recurring revenue
Work with regional sales teams as an overlay once opportunities are qualified, helping advance deals toward recurring revenue
Enable sales teams with clear messaging, positioning, and lessons learned from early cloud engagements
Partner with Product Management to influence roadmap priorities based on real customer and market feedback
Maintain strong discipline around opportunity selection, prioritizing high-probability, ICP-aligned opportunities
Actively avoid unfocused or low-probability activities that do not support a clear path to revenue
Qualification
Required
Demonstrated ability to personally and independently originate qualified opportunities, not solely support or close sales-led pipeline
Demonstrated ability to operate in 0→1 or early-scale GTM environments where the sales motion is still being defined
Experience owning opportunities end-to-end, from discovery through pilot and into recurring revenue
Strong customer discovery and consultative selling skills, with comfort leading ambiguous, open-ended conversations
Experience working cross-functionally with sales, product, engineering, and operations teams
Comfortable with travel domestically and internationally as required
Preferred
Background in Media & Entertainment, broadcast, live production, or adjacent industries strongly preferred
Benefits
Competitive salaries
Comprehensive health plans
Flexible hours
Generous paid time off
Fitness/wellness allowance
Employee share ownership program
Development support
A ton of fun social activities and events
Company
Ross Video
Ross Video designs, manufactures and supports a wide range of innovative products for use in video production applications.
Founded in 1974
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
$3.77MKey Investors
National Research Council of Canada Industrial Research Assistance Program
2019-08-16Grant· $3.77M
Leadership Team
Eric Gardner
Chief Services Officer
Recent News
TV Technology
2025-12-12
2025-12-11
2025-12-02
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