Director Business Development (TV)

3SS · Stuttgart, Germany

Taking some hits. Ask how long they've been looking.

New Business: you win brand-new customers.

Base: Not disclosed
OTE: Not disclosed
Posted: 24d ago

Still open · checked 2h agoon 3SS's careers page

Apply on 3SS →

The job

What you'd do

Find and win new customers among phone companies, paid TV companies and broadcasters across Europe and some international markets. You'll find most of your own leads and open the conversations yourself.

What you'd sell

Helps TV providers keep viewers with easier menus and suggestions

When a phone company or cable provider runs a TV service, it has to offer menus that work on every screen its customers own. The problem is, viewers who can't quickly find something to watch get bored, switch off, and sometimes cancel. 3SS makes the TV software and AI suggestions that help those operators keep viewers watching and paying.

In plain English, from their own job posts. Something wrong? Tell me · More Industry-specific software companies →

Who you'd sell to

Telcos, Pay TV operators and broadcastersIn their words: “You find the telcos, Pay TV operators and broadcasters that should run on the 3Ready platform”

Where deals come from

Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Time on market: Open 24 days. Normal, but not fresh.
Company hiring: This is their only open sales role.

Red lights

Pay. No pay listed at all.

Green lights

German a plus, not required. German helps but isn't a must. English-only sellers can still apply.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from 3SS? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

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 base salary plus a performance bonus tied to new customer revenue, qualified pipeline and the long-term value of the accounts you win. - Real ownership: authority to decide on target accounts, bid or no bid, offers, PoC scope and discounts within the pricing frame. - A real say on the roadmap of our AI products, and the freedom to build TV business development your way. - Direct access to management and a seat in the core team with our CTO, Solutions and product leads. - Flexibility: based in Stuttgart or elsewhere in Europe, remote-friendly. - References that open doors, such as Vodafone and Proximus, and visibility at IBC, NAB and other industry events.

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