Director, Mid-Market & SMB Sales (Gracenote Division)

This opportunity is for Nielsen’s Gracenote division - the premier entertainment metadata company in the world, powering the search, discovery, and navigation systems for the globe's biggest tech, automotive, and media giants.
As entertainment becomes more fragmented and AI reshapes the way people discover and engage with content, trusted data and technology are powering the future and are the foundation for better experiences. In partnership with our clients, and fully embracing AI, we are reinventing the business, products and teams to capture a once-in-a-lifetime opportunity which will significantly impact the media and entertainment ecosystem as a whole.
Gracenote is looking for an experienced sales professional to join as Director Mid-Market & SMB, leading Gracenote’s commercial strategy and sales efforts in the Mid-Market & SMB market segments.
In this role, the individual will be a significant contributor in creating the business plan, will own commercial progress and financial/non-financial KPIs related to Mid-Market & SMB clients and prospects and overarching responsibility for the commercial segment, including the key focus areas of:
Stewarding of the MidMarket & SMB Market Segment 3-5 Year Business Plan
Quarterly & Annual Revenue Targets for the team and individual sales professionals
Transforming & growing a one to many selling motion via SaaS and other modern e-commerce sales approaches
Driving revenue growth
Identifying new clients prospects in new markets
Contributing to standardized rate card pricing structure
Collaborating with Marketing on Digital Sales Campaigns to drive leads, track progress, and convert sales with a measurable process
Spearheading cross functional collaboration between Marketing, Product & Customer Care
Key Responsibilities:
Building the commercial strategic Mid-Market & SMB vision, based on industry knowledge, client needs and internal feedback
Defining and executing the global commercial strategy and roadmap in the near and long-term
Leading the Mid-Market & SMB Sales Team
Leading key commercial initiatives to drive focused growth across specific products and go to market
Implementing improvements within the commercial group to ensure Gracenote is efficient in our growth
Partnering with Customer Success & Product to ensure Gracenote client satisfaction
Acting as a conduit between the Product and Commercial organizations to support Commercial needs and translating feedback into the product strategy and roadmap
Strong collaboration with Marketing & Finance to ensure both financial & market KPIs are met quarterly
Reviewing the competitive landscape and user feedback to improve product features and discover product/feature opportunities
Proven track record of revenue goal setting and target attainment
Experience building a commercial vision & plan, and managing an SMB sales team in a fast-paced & ever-changing environment
E-commerce or SaaS sales experience
Experience forecasting and reporting to leadership such key commercial metrics such as revenue, growth, churn and conversion
5+ years in commercial management with extensive experience in the SMB market, as well as operational experience with Salesforce
Ability to bring simplicity and structure to ambiguous problems with multiple external and internal stakeholders

Employment type
Full-time

Work arrangement
Yes