Head of Sales Engineering – Gracenote Division

This is a fully remote position, open to applicants in Mexico.

📋 Description

• Build and manage a team of sales engineers while leading strategic engagements directly.

• Collaborate with Global Account Leads to create a pipeline of opportunities aligned with customer vision.

• Co-develop roadmaps alongside clients, strategic industry partners, and internal stakeholders.

• Oversee technical discovery and solution phases of the sales cycle, delivering technical-win criteria to secure deals.

• Identify new areas and relationships within complex customer businesses that can leverage Gracenote data, products, and services.

• Own and advocate for the pre-sales technical strategy and solution roadmap for Gracenote products.

• Transition technical ownership to the Customer Success Manager team post-deal closure while ensuring successful execution.

• Collaborate with Product and post-sales CSM teams to ensure that sold solutions are feasible and facilitate seamless technical handoffs.

• Serve as the main customer advocate for clients in Consumer Electronics, Digital, and Pay TV sectors.

• Provide the technical foundation and vision for strategic 2–5 year account plans.

• Work with Product Owners, Engineering, Sales, Marketing, and Video Product teams on integrated solutions.

• Contribute to new product go-to-market strategies, messaging, and value proposition development.

• Create client documentation that includes product implementation and best practices, potentially involving onsite technical implementations.

• Convert client needs into requirements, epics, and user stories for Product Owners and Engineering teams.

• Define and assess product success metrics to shape priorities and future iterations.

• Drive partnership growth, establish a qualified sales pipeline, create multi-year technical partnership roadmaps, ensure solution integrity, and facilitate smooth post-contract transitions.

• Develop the Sales Engineering operating model, mentor and expand the team, collaborate with Sales on strategic deals, plan for team scaling in 2027, and establish a robust technical pre-sales framework at Gracenote.

⛳️ Requirements

• 10 years of experience leading a technical sales engineering team, with a successful history of managing B2B data clients as both an individual contributor sales engineer and leader.

• Extensive domain expertise in Communications, Media Entertainment, and Gaming, including relevant sectors such as OTT, streaming, Connected TV (CTV), or broadcast media.

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

• Ability to produce detailed product requirements, user stories, and comprehensive product documentation (MRDs, PRDs).

• Solid understanding of complex metadata structures and their integration with video metadata.

• Experience in developing solutions for content discovery challenges or engaging user experiences on media platforms.

• Outstanding communication and presentation skills for both small client groups and larger audiences.

• Strategic thinker with skills in market analysis and identifying product differentiation opportunities.

• Familiarity with sales methodologies, including pipeline management, ROH, and Salesforce.

• Proven ability to translate client needs into actionable product requirements.

• Strong leadership, professionalism, and temperament to influence company direction and foster client partnerships.

• Willingness and capability to travel for client meetings, industry events, and team collaboration.

• Bachelor’s degree or higher in computer science or a related technical field is preferred.

• Additional business-related education or experience is advantageous.

• Familiarity with Agile/Scrum methodologies, APIs, and large-scale datasets.

• Knowledge of JSON, XML, APIs, and SQL.

• Development experience with Gracenote, TMS, ROVI, or other structured entertainment or sports data companies is a plus.

• Understanding of media-specific data supply chains, including ingestion, taxonomy, rights and licensing, and delivery patterns (API, batch, or MCP).

• Experience in scoping and pricing a technical POC or pilot personally.

• Experience engaging with engineering-level buyers and justifying architectural choices.

• Experience in hiring and nurturing pre-sales talent.

• Ability to meet with customers onsite or remotely at least twice monthly.

🏝️ Benefits

• Comprehensive health and wellness programs.

• 401(k) plan with a Nielsen company match.

• Generous paid time off policy.

• Company-provided vehicle (role-dependent).

• Eligibility for discretionary incentives/bonuses (role-dependent).

• Potential for bonuses, equity, or other incentives.