Sales Leader - Enterprise Accounts

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.  

In order to deliver on our transformation strategy we have created several senior positions.  One of these pivotal roles is a strategic Sales Leader, Enterprise Accounts.  This individual is a key member of Gracenote’s Sales Leadership team and will drive focus, accountability and execution for this strategic market segment.  

The objective of this approach is to grow our partnerships across major enterprise clients that are leaders in Streaming, Publishing Content, & Distribution, such as the modern major broadcasters. These partnerships grow through a balance of helping distribute their original content & help them grow their direct to consumer businesses as they more and more take on the role of content aggregators.

Key Responsibilities:

• Build the enterprise customer segment commercial vision broadly (3-5 years out) based on industry knowledge, client needs and internal feedback, including partnering with Sales Engineering on that vision

• Define and execute the enterprise commercial strategy and roadmap in the near and long-term, in the US and Globally

• Manage the Enterprise Sales Team

• Lead key commercial initiatives to drive focused growth across specific products or go to market across these clients

• Develop deep relationships at the senior most levels of these media companies to support your team in growing the business 

• Implement improvements within the group to ensure Gracenote is constantly growing & improving

• Must have the ability and willingness to travel up to 50% of the time for client meetings, industry events, and team collaboration. 

Qualifications

• 10 years of experience in leading high-performing sales teams for enterprise clients, ideally in the Media & Entertainment sector or related fields

• Team leadership to build and foster a collaborative team approach to the enterprise account selling process

• Ability to communicate and articulate succinctly to the C-Level at Gracenote and at strategic clients

• Proven growth record both as an individual contributor and as the leader of an enterprise accounts sales team

• 5-10 years of experience as an individual contributor sales rep with a proven track record of managing B2B data clients

• A genuine passion for and knowledge of the TV, Movie, and Sports media landscape

• An exceptional and dynamic communicator, comfortable and skilled in presenting to both small client groups and larger audiences. You are an open, collaborative, and enthusiastic influencer who builds relationships and consensus with ease.

• A strategic thinker with experience in market analysis and identifying opportunities for product differentiation beyond competing on price

• Experience in sales methodologies including pipeline, ROH, and Salesforce

• The leadership, professionalism, and temperament required to motivate a company to go a direction they hadn’t planned on, or resourced for, in effort to drive the client partnership to the next level or fulfil a supersized opportunity

• Bachelor’s degree or higher from an accredited institution
  Supplementary education or experience in a business-related field is a plus

• Experience in relevant industries such as Media publishing, OTT, streaming, Connected TV (CTV), or broadcast media

• SaaS and subscription sales experience

• Experience with metadata content operations is a plus, whether direct experience with Gracenote, TMS, ROVI, or other structured entertainment or Sports data companies or on the client side in relation to modern streaming content data operations.

Additional Information

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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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Compensation: 251000 to 467000 (USD) (YEARLY)