Luminate: Director, SMB & Indie Sales
About The Position
Luminate is the preeminent entertainment data and insights company, unlocking access to the most essential, objective, and trustworthy data compiled from thousands of verified data sources. The beneficiary of industry consolidation, Luminate now houses what was once Nielsen Music, BDS Radio, SoundScan, Music Connect, Alpha Data and Variety Business Intelligence. The Opportunity: Scale as an Owner at the Center of Entertainment Luminate is the world’s most comprehensive entertainment data and insights company, powering the industry’s most critical decisions across music, film, and television. Following a landmark year of organizational evolution and verticalization, we are seeking a transformational Director, SMB & Indie Sales to lead our Small, Medium, and Independent Business (SMB) organization. We are looking for a leader with the entrepreneurial fire to treat this segment as their own business. You will architect the complete Go-To-Market (GTM) framework for the globally influential Indie Label landscape and all accounts under the $30M threshold, scaling from a hands-on contributor to leading a high-impact organization at the intersection of data and culture.
Requirements
- The Operator Mentality: You're comfortable with ambiguity and building when there is no roadmap. You move fast, make decisions with incomplete information, and think like an owner, not just an operator.
- Analytical Leader: You possess the financial acumen to build models, understand unit economics, and drive technical fluency in pipeline hygiene and Salesforce integrity.
- Experienced Guide: 6–10+ years in sales management or related digital businesses, with a proven track record of scaling revenue from early stage through complex, high-value deals.
- High Bias for Action: You would rather test and learn than analyze forever, pivoting quickly based on competitive shifts and market performance.
Responsibilities
- Strategic GTM Vision: Define and execute the GTM strategy for the Independent Label sector and the sub-$30M account tier, identifying target verticals and pricing models to align Luminate’s technical product suite to customer needs.
- Scalable Process Architecture: Develop and implement new processes to drive efficiency at scale, including making strategic software recommendations for the sales stack and utilizing call-listening platforms to refine team messaging and performance.
- Innovative Lead Generation: Brainstorm and execute creative ways to drive top-of-funnel leads and design optimized workflows to accelerate their movement through the sales funnel.
- Institutional Operational Rigor: Operationalize every aspect of the segment from the ground up—sales, operations, and technology implementation—while maintaining weekly pipeline accountability within Salesforce.
- P&L and Revenue Accountability: Manage full accountability for the segment’s revenue attainment and profitability, transitioning tactical sales into a sophisticated solution-based selling approach.
- Team Building and Leadership: Recruit and build your team as the business scales, defining roles and responsibilities from scratch while developing onboarding plans for the next generation of sales leaders.
- Product and Market Development: Shape product strategy based on market feedback and iterate quickly on what is working to help bridge the gap between sales, engineering, and product teams.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
