The Head of Business Development is responsible for working with sales, pre-sales, product and brand marketing, product development and the wider organization to develop, implement and execute programs to drive pipeline growth, pipeline progression, revenue growth, and customer adoption and retention. This leadership role oversees the Demand Generation, external Events, Business Development, and Renewals Teams, ensuring a seamless strategy from lead generation to sustainable revenue success. The role focuses on accelerating across multiple industry verticals, geographies and market segments, including sports, media & entertainment, corporate (Fortune 500), higher education, houses of worship, livestreaming, proAV, and graphics across US, EMEA and APAC. This role requires a data-driven, customer-centric approach to identify, create and execute demand generation campaigns to drive pipeline growth, pipeline progression and renewal strategies. About the role: Demand Generation & Pipeline Growth • Lead the demand generation team, executing multi-channel campaigns for pipeline growth and acceleration. • Maintain global thought leadership and industry presence. • Work with sales, marketing and product development to identify, launch and execute ABM campaigns for high-value prospects, targeting whitespace and next-in-line opportunities within existing accounts. • Work with sales, marketing and product development to identify, launch and execute demand generation campaigns to expand target addressable market aligned to the company’s strategic priorities and markets. • Define and optimize lead acquisition, scoring models, and conversion strategies. • Track marketing-influenced opportunities and revenue contribution, ensuring data driven decision-making. • Manage digital marketing, content strategy, SEO/SEM, and paid media efforts. • Evaluate and implement marketing automation tools and CRM integrations to streamline processes. Business Development & Lead Qualification • Oversee the business development team, focusing on inbound lead qualification and outbound prospecting. • Drive business expansion, strengthening brand authority through partnerships, and reseller collaborations. • Align business development and sales teams, ensuring a seamless handoff of high-value leads and their qualification into opportunities. Customer Retention & Renewals • Manage the renewals team, driving early engagement to deliver contract renewals, upsells, and retention efforts. • Work with the customer success teams to ensure close alignment on customer delivery, adoption and consumption, increasing renewal rates and long-term contract value. • Identify new revenue opportunities through whitespace selling, leveraging customer data insights and work with business development and sales teams to ensure these are properly captured in the pipeline. • Develop automated customer engagement campaigns to improve renewal forecasting and retention metrics. Use data-driven insights to mitigate churn risks. • Collaborate with customer success and sales teams to enhance upsell and cross-sell opportunities. • Own reporting on renewal rates, churn analysis, and customer satisfaction metrics. Strategic Growth & Innovation • Work with marketing and product development to establish Vizrt as the top choice for future media professionals through university and education programs. • Leverage partner alliances and reseller partnerships to co-market solutions and drive demand. • Foster a culture of innovation and collaboration, implementing creative recognition programs for top-performing teams. • Develop cross-functional initiatives that enhance customer experience and account expansion. Collaboration & Leadership • Partner with sales, product marketing, pre-sales, finance and customer success to create cohesive revenue growth strategies. • Define key marketing metrics, dashboards, and performance benchmarks for all demand and retention efforts. • Utilize AI, automation, and personalization strategies to improve demand generation,customer and partner engagement, and customer renewals. • Drive a data-driven approach, optimizing campaigns based on performance insights. • Recruit, train, and mentor team members to maximize impact and career growth. People management • Direct oversight of the demand generation, business development, and renewals teams. • Hiring, training, and performance evaluations. • Salary adjustments and annual performance reviews. Requirements Bachelor’s degree in Finance, Business Administration, Marketing or related field. 10-15 years of experience in sales, marketing or revenue operations, with a successful track record in driving demand generation. Experience leading demand generation, business development, and renewals teams in a B2B and B2B2C software environment. Expertise in marketing automation, CRM systems (Salesforce, Pardot, HubSpot), and analytics tools. Strong track record in customer retention, lead conversion, and whitespace selling strategies. Knowledge and experience in various commercial models including perpetual, subscription, rental, renewals, and account expansion. Strong analytical mindset with a focus on KPIs and continuous optimization. Excellent communication and stakeholder management skills. Benefits Across Vizrt, we all work with our shared purpose in mind; to deliver more stories, better told. That is because we believe that stories have the power to impact not just the audience, but the teller as well. A well-crafted and well-delivered story can change the world. We strive and innovate to deliver the best software-defined visual storytelling tools to the world’s storytellers across broadcast, media, public service, enterprise, not-for-profit, education, health, houses of worship, in fact wherever there is a need to educate, entertain or inform. Because that is what stories do, it is why they are important. 4 billion humans see the stories that our customers tell every day. So, for us diversity is not an optional objective, it is a simple reality. Our customers’ customers are diverse, our customers are diverse, Vizrt gains strength from being diverse. It is true that we hold our diversity to be essential, it is something we constantly nourish and pay attention to, but it is not something we take for granted. We do not tolerate discrimination or harassment. We champion inclusion and we value each other’s stories, and we relish their telling. We offer a comprehensive benefits package that includes: Health Insurance: Comprehensive medical, dental, and vision insurance plans to keep you and your family healthy. Paid Time Off: Generous vacation days, sick leave, and holidays to ensure you have a work-life balance. Professional Development: Opportunities for ongoing training Join our team and take advantage of these benefits while working in a dynamic and supportive environment.