Luminate: Director, SMB & Indie Sales at Luminate

Los Angeles, California, United States -

Full Time

Start Date

Immediate

Expiry Date

07 May, 26

Salary

150000.0

Posted On

06 Feb, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Sales Management, Data Analysis, Revenue Growth, Team Building, Strategic Planning, Lead Generation, Operational Efficiency, Market Development, P&L Management, Customer Needs Assessment, Sales Strategy, Entrepreneurial Mindset, Technical Fluency, Pipeline Management, Salesforce, Creative Problem Solving

Industry

Data Infrastructure and Analytics

Description

Are you an entertainment news junkie? Do you thrill your friends with tales torn from famous and obscure sources about artists and performers of every ilk? Are you a bit of a data-head who’s a little obsessed with entertainment charts, ranks, lists and stats? Do you knowingly smile to yourself as you watch a story’s blow-up path, from the feeds to the web to TV, all fueled by the public’s fascination with all things entertainment? And do you have an eye for fact-based stories and an understanding of the role data plays in their telling? If so, we'd like to talk! 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. What You’ll Own 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. Who You Are 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. Why Luminate? Unrivaled Access: Influence the business strategies of the world's largest entertainment brands and independent labels using the industry's most trusted data. True Ownership: You are not inheriting a fix; you are creating a business line with the backing of enterprise-level resources in Data Science, Finance, and Legal. Career Acceleration: Successfully building this business segment positions you for senior executive leadership roles within the world’s premier data and entertainment ecosystem. As Luminate values in-person collaboration and team cohesion, employees work onsite 4 days a week and 1 day remotely with a focus on maintaining a vibrant and inclusive culture. For candidates based in California: A good faith estimate of the salary is $135,000 - $150,000 + commission upon hire. We consider your skills and experience, what similar jobs pay at companies of our size, and ensure fair pay among colleagues. Final base salary offer amounts are determined by factors including your experience and expertise. In addition we are proud to offer additional perks and benefits that contribute and complete our total compensation package. Luminate reserves the right to change our compensation bands at any time. Additionally, applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time. More About Us: Luminate has incredible 30 year history that has made us who we are today. We power the Billboard Charts, but we also inform the entire music industry with exclusive research, data and insights. We serve the television and film industry, providing deep meta-data on every major production and title. Luminate is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. #LI-Hybrid

Responsibilities

The Director will define and execute the Go-To-Market strategy for the Independent Label sector and manage the segment's revenue and profitability. They will also build and lead a team while operationalizing sales and technology implementation.