Sales Development Representative

Job Description

Luminate is the preeminent entertainment data and insights company, unlocking access to the most essential, objective, and trustworthy data compiled from thousands of verified sources. As the beneficiary of industry consolidation and the home of what was once Nielsen Music, we lead the way in entertainment analytics.

What We Are Looking For

We seek a dynamic Sales Development Representative who will drive outbound lead generation while also owning key inbound marketing lead responsibilities. You'll be the catalyst for new revenue opportunities-proactively researching, engaging, and qualifying prospects-and ensuring that every inbound lead is swiftly nurtured and passed to our sales teams with maximum value.

The Role
Outbound Lead Generation & Prospecting
• Proactive Outreach:
Drive new revenue opportunities by executing targeted outbound strategies-cold calling, email outreach, and social media engagement-to build a robust sales pipeline.
• Research & Engagement:
Identify and research potential clients in the entertainment industry, tailoring your outreach to meet their unique needs.
• Compelling Introductions:
Deliver engaging introductory presentations and product overviews that effectively communicate Luminate's unique value.

Inbound Lead Management & Marketing Support
• Inbound Lead Generation:
Own all marketing lead generation responsibilities (MQL), managing inbound demo requests, including qualification and nurture.
• Lead Monitoring:
Monitor and evaluate qualified leads from various channels such as reports, webinars, events, and contact inquiries, alerting sales vertical leads to prioritize follow-up.
• Nurture Campaigns:
Conduct targeted nurture campaigns to identify intent and convert inbound inquiries into actionable opportunities.
• Salesforce Database Mining: Leverage our Salesforce database to identify and reach out to qualified leads for events, conferences, dinners, and other relationship-building opportunities.

Collaboration & Campaign Execution
• Team Collaboration:
Work closely with sales and marketing teams to optimize messaging, refine campaign strategies, and share insights that drive continuous improvement.
• Target Achievement:
Consistently achieve and surpass engagement and opportunity targets by blending proven outbound SDR methodologies with efficient inbound lead management.

Sales Expertise & Outbound Focus
• Outbound Prospecting:
Demonstrated success in initiating contact, conducting in-depth research, and crafting personalized outreach strategies that resonate with prospects.
• Pre-Call Preparation:
Diligently prepare for each call by researching the prospect's business context to ensure every interaction is tailored and impactful.
• Needs Identification:
Quickly identify prospects' challenges and needs, positioning Luminate's data-driven solutions as the ideal response.
• Product Communication:
Exhibit deep product knowledge and articulate how our offerings address complex challenges in the entertainment industry.

What We Want to See
• Experience:
9+ months of successful experience as an SDR in a technology/SaaS company, with a strong emphasis on outbound lead generation.
• Sales Tools Mastery:
Proficiency with modern sales tools such as Salesforce, SalesLoft, LinkedIn, etc.
• Hybrid Skillset:
Proven ability to balance proactive outbound sales strategies with the management and nurturing of inbound leads.
• Versatility:
Capacity to engage with a diverse range of prospects-from small business owners to mid/VP-level corporate executives.
• Communication:
Exceptional written and verbal communication skills with a talent for simplifying complex solutions.
• Organization & Energy:
Highly organized, energetic, and enthusiastic, with a proactive approach to achieving sales targets.
• Education:
Bachelor's degree or equivalent work experience.
• Industry Passion:
A keen interest in the entertainment technology landscape; familiarity with the music industry is a plus.

If you're ready to blend a proactive outbound approach with hands-on inbound lead management to drive our growth, we'd love to connect with you!

Compensation
• Base salary range: $70,000 - $75,000
• Additional bonus and benefits package

Jobcode: Reference SBJ-4k9qbz-18-97-14-90-42 in your application.