Revenue Operations Manager

About Luminate Luminate is the preeminent entertainment data and insights company, unleashing access to the most essential, objective, and trustworthy information across music, film and television, with data compiled from hundreds of verified sources. Today, the company maintains its more than 30-year legacy of accurate storytelling by powering the iconic Billboard music charts, while also acting as the premiere database for the television and film industries. Working closely with record labels, artists, studios, production companies, networks, tech companies, and more, Luminate offers the most valued source of comprehensive, independent, and foundational entertainment data that drives industry forward. Luminate is an independently operated company and a subsidiary of PME TopCo., a joint venture between Penske Media Corporation and Eldridge.

Luminate

Luminate is the world’s most trusted global data provider, unlocking entertainment’s most essential data.

entertainmentmusicdatatelevisionfilmfilm productionanalyticsrecording industrymusic dataand entertainment data

L

luminatedata.com

51-200 employees

Data Infrastructure and Analytics

Los Angeles, California

2020

Privately Held

11k LinkedIn followers

• Systems & AI/Automation (~30% of role)
• Own and administer our GTM tech stack (Salesforce, ChurnZero, LinkedIn Sales Navigator, Salesloft, Clay, and ZoomInfo) supporting the full sales org's configuration, data hygiene, workflows, and integrations
• Identify and implement at least 3–4 AI/automation initiatives per year that measurably cut manual work (e.g., deal qualification, data entry, routine reporting) by 20%+ in affected workflows
• Maintain CRM data quality at a 95%+ accuracy/completeness standard through recurring audits, deduplication, and enrichment
• Manage the GTM systems roadmap by evaluating, piloting, and rolling out new capabilities as the team scales
• Analytics & Reporting (~30% of role)
• Build and maintain dashboards and reports that give leadership a clear, accurate, real-time view of pipeline, forecast, and revenue performance
• Turn large, messy data sets into clear, actionable insights that shape GTM strategy and decision-making
• Run monthly and quarterly reporting cycles, including pipeline reviews and board-level metrics
• Present findings, recommendations, and performance updates to groups including executive leadership
• Process & Cross-Functional Partnership (~25% of role)
• Design and document processes for lead routing, opportunity management, quoting, and the deal desk
• Partner with Sales, Marketing, and Customer Success leaders to identify bottlenecks and implement fixes that improve funnel conversion and rep productivity
• Planning Support (~15% of role)
• Co-lead the annual operating plan (AOP) process, partnering with Finance and Sales leadership to build revenue targets, growth drivers, headcount assumptions, and capacity models
• Support territory planning, quota setting, and sales compensation calculations
• Maintain rep-level quota and territory documentation, updating it as the org and market evolve

Required

• At least 3–5 years of experience in revenue operations, sales operations, or a related analytics/systems role, ideally at a B2B SaaS or data company
• Hands-on experience with Salesforce and tools like LinkedIn Sales Navigator, ChurnZero, Salesloft, Clay, and ZoomInfo
• Strong Excel/Sheets skills, with a genuinely analytical mindset. Comfortable taking large data sets and distilling them into clear, actionable insights
• Comfortable using AI tools and automation to improve process efficiency, not just doing things the old way
• Confident presenting to groups, including executives, and translating data into a clear narrative for non-technical audiences
• A track record of building or improving processes in a fast-moving, resource-constrained environment
• A bias toward action and ownership; comfortable working independently with minimal oversight

Preferred

• Experience at an early- or growth-stage startup
• Experience in the Music or Film and TV industries
• Exposure to sales compensation design or deal desk processes
• As Luminate values in-person collaboration and team cohesion, employees work onsite 4 days a week and 1 day remotely with a focus on maintaining a vibrant and inclusive culture.
• It’s all About You
• As a part of PMC’s family of companies, Luminate’s comprehensive benefits package is thoughtfully designed to support every aspect of your life, empowering you to thrive both personally and professionally. We offer Company-Paid Healthcare Premiums with no employee paycheck contributions on medical, dental, and vision premiums for you and your family. Luminate also offers Flexible Spending Accounts (Healthcare, Dependent Care & Commuter), an Employee Assistance Program, Life Insurance, Short & Long Term Disability, Paid Parental Leave, and a 401(k) Retirement Plan with an Employer match. Employees are also eligible to take advantage of company discounts and perks including Pet Insurance, Home & Auto Insurance, Mortgage discounts, and a variety of other savings on wellness, lifestyle, and financial essentials. As part of Luminate dedication to consistently meet employee’s needs, we maintain a Flexible Vacation Policy.
• At Luminate, we believe working in a highly collaborative, office-first environment that fosters real-time communication, spontaneous idea sharing, and stronger interpersonal relationships that drive innovation and team cohesion.
• More About Us: Luminate has incredible 30 year history that has made us who we are today. We power the Billboard Charts, but we also inform the entire music industry with exclusive research, data and insights. We serve the television and film industry, providing deep meta-data on every major production and title.

• Health Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Employee Assistance Program
• Life Insurance
• Short Term Disability
• Long Term Disability
• Paid Parental Leave
• 401k Retirement Plan
• Employer Match
• Pet Insurance
• Home & Auto Insurance
• Mortgage Discounts
• Flexible Vacation Policy