Job Overview:

The Business Development Director – Cloud Solutions is a hands-on, pipeline-owning role responsible for creating, qualifying, and advancing net-new cloud opportunities for Ross Video. This is not a reactive sales-support or partnership management role. The primary mandate is to build, prove, and scale a repeatable go-to-market motion for Ross’s cloud offerings.

Reporting to the VP of Cloud and Enterprise Management, this role is accountable for originating demand, running customer discovery, orchestrating trials and pilots, and converting successful engagements into recurring revenue. The role operates at the intersection of sales, marketing, product, and delivery, but owns outcomes, not just influence.

This position is ideal for a self-directed GTM leader who thrives in ambiguous environments, is comfortable creating opportunity where none exists yet, and enjoys turning early customer learning into a scalable commercial motion.

Who you report to: Vice President, Cloud Solutions & Enterprise Management

What we offer:

Ross offers competitive salaries, comprehensive health plans, and several perks to help you perform at your best. Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, an employee share ownership program, development support, and a ton of fun social activities and events! Best of all, you will be part of the Ross Video family, and we've got an energizing environment here.

What the job is all about:

Pipeline Creation & Opportunity Ownership

• 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.

Go-to-Market Motion Development

• 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.

Customer Engagement & Pilots

• 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.

Sales & Cross-Functional Collaboration

• 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.

Focus & Prioritization

• 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.

Who you are:

• 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.
• Background in Media & Entertainment, broadcast, live production, or adjacent industries strongly preferred.
• Comfortable with travel domestically and internationally as required.

This role is best suited for candidates with experience creating demand in early or evolving GTM environments, rather than roles primarily focused on partnerships, reactive deal support, or mature, inbound-driven sales motions.

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