General Manager - Business Development - OTT

Location: Mumbai

Reporting To: VP

Industry: Media, Entertainment, OTT & Integrated Media

Company: Confidential (High-Growth Media Firm)

Role Summary:

We are looking for a high-performing sales leader with a proven track record in new business acquisition, deal closure, and revenue growth within the media ecosystem.

This is a frontline revenue role, ideal for someone who thrives on winning new clients, building pipelines, and closing high-value deals in an OTT-first, content-driven environment.

Key Responsibilities (Sales-Centric):

- Own and deliver aggressive revenue targets through new client acquisition

- Build a strong sales pipeline across SME and growth-stage brands

- Identify, prospect, and convert high-potential advertisers and brands

- Lead end-to-end sales cycle: prospecting - pitching - negotiation - closure

- Drive solution selling across OTT, Digital, TV, Cinema, and Radio

- Consistently close deals and unlock repeat business

- Develop strategic partnerships to open new revenue streams

- Maintain strong client engagement to drive upsell and cross-sell opportunities

- Track pipeline, forecast revenue, and ensure monthly/quarterly closures

- Create effective media plans based on client objectives, target audience, and campaign goals

Core Competencies (What We're Really Looking For):

- Hunter mentality - relentless in chasing and winning new business

- Strong closer - proven ability to convert opportunities into revenue

- Negotiation expertise - confident handling pricing, margins, and deal structures

- Pipeline builder - doesn't wait for briefs, creates demand

- Revenue-driven mindset - focused on numbers, not just activity

- Commercial sharpness - understands margins, ROI, and client economics

- High urgency & ownership - delivers without follow-ups

Ideal Candidate Profile:

- 10-12 years in media sales / ad sales / business development

- Proven track record of consistent revenue achievement / target over delivery

- Strong network among SMEs, startups, and growth-stage brands

- Experience selling integrated media solutions (OTT + Digital preferred)

- Demonstrated success in closing large-ticket deals and long-term contracts

- Comfortable in a fast-paced, target-driven environment