Director, Music Industry Sales
About The Position
Luminate is the entertainment industry’s preeminent data and insights partner, serving as the single source of truth for record labels, film studios, talent agencies, and every part of the music and entertainment ecosystem. By aggregating data from over 500 verified sources, Luminate provides customers with the objective validation needed to make critical business decisions and track global market share. While its data famously fuels the Billboard Charts and the Variety Streaming Originals Charts, Luminate’s primary mission is to empower the entertainment industry with essential, accurate and objective data. The Opportunity: Partner with the Greatest Minds in Music Luminate is the world’s most comprehensive entertainment data and insights company, powering the industry’s most critical decisions. We are seeking a proven revenue leader for our New York music industry group—someone capable of navigating the high-stakes intersection of data and culture. The Director, Music Industry Sales will work alongside the greatest industry minds in music, helping their businesses evolve and scale through the power of elite insights. As a strategic partner to our most endemic and vital customers—the Major Labels—you will serve as the architect of their data-driven evolution. This is a unique opportunity to lead a team while personally driving the strategy for our largest revenue contributors. You will join us four days a week in our beautiful Bryant Park office, a vibrant hub where you’ll share space and collaborate with the iconic teams from Billboard, Rolling Stone, and Variety.
Requirements
- Proven Revenue Leader: You have a demonstrated track record of consistently meeting and exceeding targets through complex, high-value deals within the Major Label ecosystem.
- Strategic Visionary: You possess the authority and industry depth to speak to senior label executives about the future of their businesses, helping them evolve their strategies with data.
- The Operator Mentality: You move fast, think like an owner, and are comfortable building when there is no roadmap.
- Analytical and Technical Guide: You possess the financial acumen to build complex models and the technical fluency to ensure Salesforce integrity at scale.
- Deeply Networked: You possess an established network across the music ecosystem, including major and independent labels, distributors, and publishers.
Responsibilities
- Strategic Growth and Revenue Leadership: Define and execute a comprehensive GTM strategy for the Major Label and Distribution sectors, ensuring consistent year-over-year revenue growth through innovative solutions.
- Executive Strategic Partnership: Act as a peer and primary liaison to senior label executives, utilizing deep industry knowledge to help them scale their businesses and stay ahead of global market shifts.
- Revenue Ownership and Operations: Partner closely with Sales Leadership and Revenue Operations to accurately own the revenue growth engine, ensuring high-fidelity forecasting and flawless data integrity.
- Renewal and Joint Business Planning: Architect and negotiate strategic renewal frameworks and Joint Business Plans that protect core revenue while identifying expansion opportunities.
- Institutional Operational Rigor: Operationalize the business unit by implementing standardized Close Tenets and weekly pipeline accountability to provide long-term visibility into the health of our enterprise partners.
- High-Value Deal Architecture: Structure and negotiate complex, five to seven-figure partnership deals and catalog acquisitions using quantitative frameworks to evaluate revenue projections.
- Scalable Process Design: Develop new processes to drive efficiency at scale, including strategic software recommendations for call-listening and lead-tracking to accelerate the sales funnel.
- Team Mentorship and Development: Recruit and build a high-performance team as the business scales, defining roles and responsibilities while coaching the next generation of sales leaders.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
Number of Employees
11-50 employees
