Sales Director – Mid-Market, SMB
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Job Description
Sales Director leading Gracenote’s Mid-Market and SMB commercial strategy for Nielsen’s entertainment metadata business. Driving revenue growth, sales-team performance, and product-market collaboration.
Responsibilities:
- Steward the Mid-Market & SMB market segment 3–5 year business plan
- Own quarterly and annual revenue targets for the team and individual sales professionals
- Transform and grow a one-to-many selling motion via SaaS and modern e-commerce sales approaches
- Drive revenue growth
- Identify new client prospects in new markets
- Contribute to a standardized rate card pricing structure
- Collaborate with Marketing on digital sales campaigns to drive leads, track progress, and convert sales through a measurable process
- Spearhead cross-functional collaboration between Marketing, Product, and Customer Care
- Build the commercial strategic Mid-Market & SMB vision based on industry knowledge, client needs, and internal feedback
- Define and execute the global commercial strategy and roadmap in the near and long term
- Lead the Mid-Market & SMB Sales Team
- Lead key commercial initiatives to drive focused growth across specific products and go-to-market
- Implement improvements within the commercial group to ensure efficient growth
- Partner with Customer Success and Product to ensure client satisfaction
- Act as a conduit between Product and Commercial organizations, translating feedback into product strategy and roadmap
- Collaborate with Marketing and Finance to ensure financial and market KPIs are met quarterly
- Review the competitive landscape and user feedback to improve product features and discover product or feature opportunities
Requirements:
- Proven track record of revenue goal setting and target attainment
- Experience building a commercial vision and plan
- Experience managing an SMB sales team in a fast-paced and ever-changing environment
- E-commerce or SaaS sales experience
- Experience forecasting and reporting commercial metrics such as revenue, growth, churn, and conversion
- 5+ years in commercial management
- Extensive experience in the SMB market
- Operational experience with Salesforce
- Ability to bring simplicity and structure to ambiguous problems with multiple external and internal stakeholders
Benefits:
- Comprehensive health and wellness plans
- 401(k) with a Nielsen company match
- Generous paid time off policy
- Company-provided vehicle (depending on the role)
- Discretionary incentive/bonus eligibility (depending on the role)
- Potential eligibility for bonuses, equity, or other incentives
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