Sales Director, Mid-Market & SMB (Gracenote Division)
About The Position
The Sales Director will lead Gracenote’s commercial strategy and sales efforts across the Mid-Market and SMB segments. The role contributes to the business plan, owns commercial progress and financial and non-financial KPIs for clients and prospects, and has overarching responsibility for the commercial segment. The position includes stewarding the segment’s three-to-five-year business plan; overseeing quarterly and annual revenue targets for the team and individual sales professionals; growing one-to-many selling through SaaS and modern e-commerce approaches; identifying prospects in new markets; contributing to standardized rate-card pricing; and collaborating with Marketing on measurable digital sales campaigns. The role develops and executes the global commercial vision, strategy, and roadmap; leads the Mid-Market and SMB sales team and commercial growth initiatives; improves commercial operations; and partners with Customer Success and Product to support client satisfaction and product direction. It also requires collaboration with Marketing and Finance to meet KPIs, and reviewing competitive information and user feedback to identify product and feature opportunities.
Requirements
- Proven track record of revenue goal setting and target attainment.
- Experience building a commercial vision and plan and managing an SMB sales team in a fast-paced, changing environment.
- E-commerce or SaaS sales experience.
- Experience forecasting and reporting commercial metrics to leadership, including revenue, growth, churn, and conversion.
- At least 5 years of commercial management experience, with extensive SMB market experience.
- Operational experience with Salesforce.
- Ability to bring simplicity and structure to ambiguous problems involving multiple external and internal stakeholders.
Responsibilities
- Build the strategic commercial vision for the Mid-Market and SMB segments using industry knowledge, client needs, and internal feedback.
- Define and execute the global commercial strategy and near- and long-term roadmap.
- Lead the Mid-Market and SMB Sales Team.
- Lead commercial initiatives to drive focused growth across specific products and go-to-market efforts.
- Improve processes within the commercial group to support efficient growth.
- Partner with Customer Success and Product to support Gracenote client satisfaction.
- Connect the Product and Commercial organizations, support commercial needs, and translate feedback into product strategy and roadmap.
- Collaborate with Marketing and Finance to meet quarterly financial and market KPIs.
- Review the competitive landscape and user feedback to improve product features and identify product or feature opportunities.
- Steward the Mid-Market and SMB three-to-five-year business plan and own commercial progress and related KPIs.
- Manage quarterly and annual revenue targets for the team and individual sales professionals.
- Grow one-to-many selling through SaaS and other modern e-commerce sales approaches.
- Identify prospective clients in new markets and contribute to standardized rate-card pricing.
- Collaborate with Marketing on digital sales campaigns to generate leads, track progress, and convert sales through a measurable process.
Benefits
- Comprehensive health and wellness plans.
- 401(k) with a Nielsen company match.
- Generous paid time off policy.
- Depending on the role, a company-provided vehicle and/or discretionary incentive or bonus eligibility.
- The role may be eligible for bonuses, equity, or other incentives.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
