Revenue Operations Manager
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.
Luminate Data is looking for a Revenue Operations Manager to bring order, insight, and speed to how our go-to-market teams work. You'll own the systems, data, and processes that connect Sales, Marketing, and Customer Success, making sure the revenue engine runs on clean data, sound process, and reliable reporting. This is an individual-contributor role for someone who's energized by solving operational problems and translating messy reality into scalable systems.
What You'll Do
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
What We're Looking For
- 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
Nice to Have
- 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.
Additionally, applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.
For candidates based in California: A good faith estimate of the salary range is $110k-$125k + commission upon hire. We consider your skills and experience, what similar jobs pay at companies of our size, and ensure fair pay among colleagues. Final base salary offer amounts are determined by factors including your experience and expertise. In addition we are proud to offer additional perks and benefits that contribute and complete our total compensation package. Luminate reserves the right to change our compensation bands at any time.
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.
Luminate is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.