Director, SMB & Indie Sales

Luminate is the entertainment industry’s preeminent data and insights partner, serving as the single source of truth for record labels, film studios, talent agencies, and every part of the music and entertainment ecosystem. By aggregating data from over 500 verified sources, Luminate provides customers with the objective validation needed to make critical business decisions and track global market share. While its data famously fuels the Billboard Charts and the Variety Streaming Originals Charts, Luminate’s primary mission is to empower the entertainment industry with essential, accurate and objective data. 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. PL 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. Care ... (truncated, view full listing at source)