VP Sales - Large Scale Deals

VP Large Scale Deals

Believe seeks a VP Large Scale Deals to lead the origination, structuration, negotiation, and execution of strategic distribution and licensing agreements with labels, rights holders, catalogue owners, and music IP stakeholders.

The role operates across global and local markets and is accountable for ensuring signed partnerships are supported by an effective operating model, enabling global digital monetization, consistent service delivery, and sustainable profitability.

This position manages a diversified portfolio of commercial models tailored to Believe's operating model and partner requirements.

Key responsibilities

• Strategy & pipeline
  • Own and execute an acquisition strategy to build a pipeline across catalogue owners and other rights holders. Identify opportunities by region, country, segment and genre.
  • Develop a global partnerships strategy aligned with Believe’s distribution capabilities and service offering, prioritizing partnerships strengthening market positioning and long-term growth.
  • Engage directly with private equity funds, investment firms owning or acquiring catalogues, and structure deal terms aligned with Believe governance and performance objectives.
  • Lead strategic development efforts with a particular focus on key US-based stakeholders and priority growth markets.
  • Manage confidential deal processes, build trusted relationships with senior decision-makers, and represent Believe as a long-term strategic partner.
  • Balance competitive deal positioning with disciplined capital deployment.
  • Continuously monitor competitive landscape (independent distributors, majors, fund-backed platforms, DIY aggregators) and adapt acquisition strategy accordingly.
  • Identify structural shifts in catalogue ownership trends, valuation benchmarks and investment flows.
  • Position Believe competitively in complex multi-bid deal environments.
• Deal structuring & negotiation
  • Lead and coordinate end-to-end negotiation, deal modelling, internal alignment, contract execution and closure across a range of deal structures.
  • Own term sheets, business cases, internal approvals, and contract closure in close partnership with central business lines, local Believe leaders, Legal and Finance.
  • Ensure each partnership is supported by a clear and executable service model, including onboarding, content delivery, metadata, rights management and reporting.
  • Structure and negotiate advances, minimum guarantees, and investment mechanisms aligned with internal return thresholds and under varying market conditions.
  • Evaluate valuation assumptions against historical performance and forward-looking market indicators.
• Global monetization & growth delivery
  • Define partner growth and monetization strategies to maximize performance, aligned with partner objectives and Believe’s commercial priorities.
  • Identify & implement initiatives to increase revenue, improve efficiency, (catalogue activation programs, brand expansion, operational optimization…)
  • Establish performance scorecards and regular business reviews (MBRs/QBRs) with partners and internal stakeholders, using the right KPIs, success measurement and corrective action plans.
  • Identify opportunities for cross‑territory exploitation and global catalogue activation.
• Use a set of KPIs
  • Deal value & quality: margin, scalability, strategic fit, renewal/retention rate, ROI.
  • Partner performance: global revenue growth, territory & monetisation channel expansion.
  • Partner satisfaction, value externalisation and retention/renewal performance.
• Cross‑functional leadership
  • Work with Operations to ensure deal’s implementation and deliver measurable outcomes.
  • Translate partner requirements into tooling/process improvements (analytics, reporting, automation, rights workflows) and contribute to align our marketing suite to their needs.
  • Closely work with region/country heads to identify rights target and coordinate sales effort.
  • Assist in defining governance model for major partnerships (review cadence, reporting standards, escalation framework).

Qualifications

• Required experience
  • 15+ years in senior leadership roles in music distribution, licensing, label partnerships, rights management, digital music or trade buddies.
  • Proven track record closing complex, multi‑territory distribution/licensing agreements with varied economic structures and operational requirements.
  • Extensive senior network in the music ecosystem, specifically in the USA.
  • Excellent commercial judgment and executive negotiation skills.
  • International experience in managing partner relationships across multiple regions and business.
  • Executive presence, high integrity, and strong cross‑functional leadership capability.
• Skills
  • Data‑ and KPI‑oriented mindset, ability to make decisions based on analytics.
  • Strong leadership skills, including engaging with diverse teams & fostering collaboration.
  • Expertise in identifying and capturing opportunities in new markets.
  • Comfortable working in fast‑paced, dynamic environments, focus on results.
  • Fluent in English.
• Travel expectations
  • The role requires very regular international travel to meet and support partner development, negotiations, and governance, with a particular emphasis on the USA and priority growth markets.

Equal Opportunity Employer

We are committed to having a workforce that is representative of the community it serves at all levels of the organisation. We welcome applications from all backgrounds and all sections of the community regardless of age, disability, gender, race, religion, and sexual orientation.