Head of Sales Engineering – Gracenote Division

Nielsen

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

Posted 9/29/2026full-timeRemote • MexicoLead💰 $251,000 - $467,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in leading technical sales engineering teams and managing B2B data clients, with a strong focus on developing strategic partnerships and delivering tailored solutions. Proficient in translating client needs into actionable product requirements and driving successful technical implementations in the media and entertainment sectors.

Highest-signal resume keywords

Technical Sales Engineering LeadershipB2B Data Client ManagementComplex Metadata IntegrationSales Methodologies (Pipeline, ROH, Salesforce)Agile/Scrum Methodologies

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Applicant Tracking System Keywords

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Hard Skills

Product Requirements WritingUser Stories DevelopmentTechnical SolutioningData Structures UnderstandingContent Discovery SolutionsTechnical POC ScopingJSONXMLSQLAPIs

Soft Skills

Exceptional CommunicationStrategic ThinkingPresentation SkillsLeadershipProfessionalism

Tools & Technologies

SalesforceGracenoteTMSROVIMedia Platforms

Industry Keywords

CommunicationsMedia EntertainmentGamingOTTStreamingConnected TV (CTV)Broadcast MediaMedia-Specific Data Supply ChainsRights and LicensingAPI Delivery Patterns

Tech Stack

Tools & technologies

SQL

About the role

Key responsibilities & impact

Build and lead a team of sales engineers while directly leading strategic engagements
Partner with Global Account Leads to generate a pipeline of opportunities based on customer vision
Jointly develop roadmaps with clients, strategic industry partners, and internal stakeholders
Own technical discovery and solutioning phases of the sales cycle and deliver technical-win criteria to close deals
Identify new areas and relationships within complex customers’ businesses that could benefit from Gracenote data, products, and services
Own and champion the pre-sales technical strategy and solution roadmap for Gracenote products
Transition technical ownership to the Customer Success Manager team after deal closure while ensuring successful execution
Collaborate with Product and post-sales CSM teams to ensure sold solutions are achievable and enable seamless technical handoffs
Act as the primary customer advocate for Consumer Electronic, Digital, and Pay TV clients
Provide the technical foundation and vision for strategic 2–5 year account plans
Collaborate with Product Owners, Engineering, Sales, Marketing, and Video Product teams on integrated solutions
Inform new product go-to-market strategy, messaging, and value proposition development
Author client documentation covering product implementation and best practices, including possible onsite technical implementations
Translate client needs into requirements, epics, and user stories for Product Owners and Engineering
Define and analyze product success metrics to inform priorities and future iterations
Drive partnership growth, qualified sales pipeline, multi-year technical partnership roadmaps, solution integrity, and seamless post-contract handoffs
Build the Sales Engineering operating model, coach and develop the team, partner with Sales on strategic deals, plan team scaling in 2027, and define strong technical pre-sales at Gracenote

Requirements

What you’ll need

10 years of experience leading a technical sales engineering team, with a proven track record of managing B2B data clients as an individual contributor sales engineer and leader
Deep domain experience in Communications, Media Entertainment and Gaming, including relevant industries such as OTT, streaming, Connected TV (CTV), or broadcast media
Passion for and knowledge of the TV, Movie, and Sports media landscape
Ability to write detailed product requirements, user stories, and comprehensive product documentation (MRDs, PRDs)
Strong understanding of complex metadata data structures and integration with video metadata
Experience developing solutions for content discovery challenges or engaging user experiences on media platforms
Exceptional communication and presentation skills for small client groups and larger audiences
Strategic thinking, market analysis, and identifying product differentiation opportunities
Experience with sales methodologies including pipeline, ROH, and Salesforce
Experience translating client needs into product requirements
Leadership, professionalism, and temperament to influence company direction and drive client partnerships
Willingness and ability to travel for client meetings, industry events, and team collaboration
Bachelor’s degree or higher in computer science or another technical field is preferred
Supplementary business-related education or experience is a plus
Familiarity with Agile/Scrum methodologies, APIs, and large-scale datasets
Familiarity with 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 API, batch, or MCP delivery patterns
Experience personally scoping and pricing a technical POC or pilot
Experience engaging engineering-level buyers and defending architecture choices
Experience hiring and developing pre-sales talent
Ability to work onsite or remotely with customers at least twice per month

Benefits

Comp & perks

Comprehensive health and wellness plans
401(k) with a Nielsen company match
Generous paid time off policy
Company-provided vehicle (depending on the role)
Discretionary incentive/bonus eligibility (depending on the role)
Potential eligibility for bonuses, equity, or other incentives