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

Company Description

At Nielsen, we are passionate about our work to power a better media future for all people by providing powerful insights that drive client decisions and deliver extraordinary results. Our talented, global workforce is dedicated to capturing audience engagement with content - wherever and whenever it’s consumed. Together, we are proudly rooted in our deep legacy as we stand at the forefront of the media revolution. When you join Nielsen, you will join a dynamic team committed to excellence, perseverance, and the ambition to make an impact together. We champion you, because when you succeed, we do too. We enable your best to power our future.

Job Description

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 Sales 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 

Qualifications

• 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

Additional Information

#LI-MF1

Enabling your best to power a better media future.

Holistic Rewards: We are committed to an inclusive benefits package that supports our employees and their families. This includes comprehensive health and wellness plans, a 401(k) with a Nielsen company match, and a generous paid time off policy. Depending on the role, additional benefits may include a company-provided vehicle and/or discretionary incentive/bonus eligibility.

Compensation Transparency: The posted base salary range is a reasonable estimate that  may be adjusted based on the final work location of the selected employee. Individual pay within the range is determined by factors such as experience, training, geography, certifications, and business needs. Beyond base salary, this role may be eligible for bonuses, equity, or other incentives.

Nielsen makes hiring decisions without regard to disability status, protected veteran status, or membership in any other protected class.

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