What are the responsibilities and job description for the Director of Marketplace Sales position at Wowza?
About Wowza
Wowza Media Systems is a Colorado-based, globally recognized leader in video streaming software. Backed by Clearhaven Partners, Wowza powers mission-critical streaming for enterprises, government agencies, and innovators worldwide.
Wowza was among the earliest software vendors to build a meaningful business through third-party marketplaces including AWS, Azure, and Google, before large-scale marketplace transactions were a key GTM channel. Today, Wowza generates significant and growing revenue through cloud and technology marketplaces and is investing to make this one of our primary growth engines.
Role Overview
We are seeking a Director, Marketplace Sales to own and accelerate Wowza's revenue through third-party cloud and technology marketplaces. This is a quota-carrying leadership role that blends direct sales, partner engagement, and go-to-market execution, with clear responsibility for delivering and growing a meaningful portion of the company's annual revenue.
The successful candidate is a hunter and closer who is comfortable working with hyperscalers and strategic partners, managing marketplace listings and offers, and turning joint opportunities into recurring revenue. This leader will also work cross-functionally to ensure Wowza fully leverages its existing marketplace footprint while expanding into new marketplaces and programs.
Key Responsibilities
Quota Ownership & Revenue Growth
Carry a defined annual quota for incremental marketplace revenue.
Build and manage a healthy pipeline of marketplace opportunities across new business, expansion, and renewals.
Close complex deals using marketplace constructs such as private offers, multi-year agreements, and consumption-based commitments.
Forecast accurately and report performance to Sales leadership, Operations, and the Board.
Marketplace Portfolio & Listings Management
Own the strategy and performance of Wowza's marketplace portfolio across major cloud providers and additional marketplaces.
Partner with Product, Operations, and Finance to optimize listings, pricing, packaging, and the end-to-end buyer experience.
Monitor listing performance and continuously improve conversion, deal velocity, and attach rates.
Co-Selling with Cloud and Technology Partners
Align closely with field sellers and partner teams at cloud providers and other marketplaces to create and progress joint opportunities.
Map accounts, identify target segments, and build repeatable co-sell motions that help partners achieve their consumption and revenue goals.
Serve as a trusted marketplace expert and primary point of contact for internal and external partner teams.
Joint Marketing & Demand Generation
Collaborate with Marketing to build co-branded campaigns, marketplace-focused content, and events that drive qualified leads and opportunity creation.
Track and report pipeline, win rates, and revenue sourced from joint GTM activities.
Sales Enablement & Cross-Functional Execution
Partner with Sales leadership to embed marketplace as a standard purchasing path in account planning, pipeline reviews, and forecasting.
Enable Wowza's global sales teams to position marketplace as a fast, flexible, and procurement-friendly way to buy.
Help build internal playbooks, training, and tools that support marketplace selling at scale.
Operational Excellence & Reporting
Define and maintain KPIs for marketplace growth, pipeline velocity, co-sell activity, and listing performance.
Work with Deal Desk, Finance, and Legal to streamline processes for marketplace quotes, private offers, and order management.
Stay current on marketplace programs, incentives, and best practices, and apply them to accelerate Wowza's growth.
Ideal Candidate
7 years in enterprise software sales, cloud marketplaces, alliances, or a similar go-to-market leadership role.
Proven track record over at least 7 years of consistently meeting or exceeding quota where a significant portion of targets were tied to third-party marketplace sales (e.g., cloud or technology marketplaces).
Strong understanding of marketplace mechanics and co-sell programs, including private offers and consumption or commit-based agreements.
Experience building and scaling marketplace revenue programs, including managing listings and coordinating with Product, Marketing, and Operations.
Meaningful relationships or demonstrated credibility with hyperscaler or marketplace partner teams.
Highly organized and operationally disciplined, with the ability to forecast, report, and deliver results under pressure.
Background in video streaming, SaaS, or cloud infrastructure a plus.
Benefits
Benefits & Perks
Wowza Media Systems is a Colorado-based global leader in video streaming software. Our technology powers live and on-demand video delivery for education, healthcare, enterprise, gaming, government, and more—reaching customers in over 100 countries. Backed by Clearhaven Partners, we continue to grow by pushing innovation in scalable, low-latency video streaming.
Why Join Wowza?
At Wowza, you'll be part of a fast-paced, mission-driven team working on solutions that power critical real-world applications—from live-streaming graduations to helping parents monitor NICU care. We encourage ownership, collaboration, and innovation while providing a supportive, global team environment.
Wowza Media Systems is a Colorado-based, globally recognized leader in video streaming software. Backed by Clearhaven Partners, Wowza powers mission-critical streaming for enterprises, government agencies, and innovators worldwide.
Wowza was among the earliest software vendors to build a meaningful business through third-party marketplaces including AWS, Azure, and Google, before large-scale marketplace transactions were a key GTM channel. Today, Wowza generates significant and growing revenue through cloud and technology marketplaces and is investing to make this one of our primary growth engines.
Role Overview
We are seeking a Director, Marketplace Sales to own and accelerate Wowza's revenue through third-party cloud and technology marketplaces. This is a quota-carrying leadership role that blends direct sales, partner engagement, and go-to-market execution, with clear responsibility for delivering and growing a meaningful portion of the company's annual revenue.
The successful candidate is a hunter and closer who is comfortable working with hyperscalers and strategic partners, managing marketplace listings and offers, and turning joint opportunities into recurring revenue. This leader will also work cross-functionally to ensure Wowza fully leverages its existing marketplace footprint while expanding into new marketplaces and programs.
Key Responsibilities
Quota Ownership & Revenue Growth
Carry a defined annual quota for incremental marketplace revenue.
Build and manage a healthy pipeline of marketplace opportunities across new business, expansion, and renewals.
Close complex deals using marketplace constructs such as private offers, multi-year agreements, and consumption-based commitments.
Forecast accurately and report performance to Sales leadership, Operations, and the Board.
Marketplace Portfolio & Listings Management
Own the strategy and performance of Wowza's marketplace portfolio across major cloud providers and additional marketplaces.
Partner with Product, Operations, and Finance to optimize listings, pricing, packaging, and the end-to-end buyer experience.
Monitor listing performance and continuously improve conversion, deal velocity, and attach rates.
Co-Selling with Cloud and Technology Partners
Align closely with field sellers and partner teams at cloud providers and other marketplaces to create and progress joint opportunities.
Map accounts, identify target segments, and build repeatable co-sell motions that help partners achieve their consumption and revenue goals.
Serve as a trusted marketplace expert and primary point of contact for internal and external partner teams.
Joint Marketing & Demand Generation
Collaborate with Marketing to build co-branded campaigns, marketplace-focused content, and events that drive qualified leads and opportunity creation.
Track and report pipeline, win rates, and revenue sourced from joint GTM activities.
Sales Enablement & Cross-Functional Execution
Partner with Sales leadership to embed marketplace as a standard purchasing path in account planning, pipeline reviews, and forecasting.
Enable Wowza's global sales teams to position marketplace as a fast, flexible, and procurement-friendly way to buy.
Help build internal playbooks, training, and tools that support marketplace selling at scale.
Operational Excellence & Reporting
Define and maintain KPIs for marketplace growth, pipeline velocity, co-sell activity, and listing performance.
Work with Deal Desk, Finance, and Legal to streamline processes for marketplace quotes, private offers, and order management.
Stay current on marketplace programs, incentives, and best practices, and apply them to accelerate Wowza's growth.
Ideal Candidate
7 years in enterprise software sales, cloud marketplaces, alliances, or a similar go-to-market leadership role.
Proven track record over at least 7 years of consistently meeting or exceeding quota where a significant portion of targets were tied to third-party marketplace sales (e.g., cloud or technology marketplaces).
Strong understanding of marketplace mechanics and co-sell programs, including private offers and consumption or commit-based agreements.
Experience building and scaling marketplace revenue programs, including managing listings and coordinating with Product, Marketing, and Operations.
Meaningful relationships or demonstrated credibility with hyperscaler or marketplace partner teams.
Highly organized and operationally disciplined, with the ability to forecast, report, and deliver results under pressure.
Background in video streaming, SaaS, or cloud infrastructure a plus.
Benefits
Benefits & Perks
- Competitive base salary: $110,000 - $220,000 OTE
- Generous Paid Time Off
- Medical, Dental, and Vision insurance (effective Day 1)
- 401(k) with strong company match
- Dependent Care FSA
- Employer-paid Life Insurance and AD&D
- Voluntary Life Insurance (Employee/Spouse/Child)
- Paid Parental Leave
- Short-Term and Long-Term Disability
- Training & Development opportunities
- Employee Assistance Program (EAP)
Wowza Media Systems is a Colorado-based global leader in video streaming software. Our technology powers live and on-demand video delivery for education, healthcare, enterprise, gaming, government, and more—reaching customers in over 100 countries. Backed by Clearhaven Partners, we continue to grow by pushing innovation in scalable, low-latency video streaming.
Why Join Wowza?
At Wowza, you'll be part of a fast-paced, mission-driven team working on solutions that power critical real-world applications—from live-streaming graduations to helping parents monitor NICU care. We encourage ownership, collaboration, and innovation while providing a supportive, global team environment.
Salary : $110,000 - $220,000