About the company
This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Director, Business Development based in the United States.
Responsibilities
- Research and identify prospective enterprise customers, including professional sports teams, college athletic departments, music festivals, venues, and live entertainment organizations.
- Initiate targeted outreach to decision-makers and generate qualified sales opportunities.
- Deliver tailored product demonstrations and presentations that show prospective customers how the platform can integrate with existing ticketing systems and help increase online sales and revenue.
- Manage the full sales cycle, from initial discovery and qualification through commercial negotiations, contract finalization, and client activation.
- Collaborate with executive and legal stakeholders to develop appropriate pricing models and agreements.
- Maintain accurate prospect records, sales stages, communications, and contract statuses in Salesforce.
- Provide weekly pipeline updates and reliable revenue forecasts to senior leadership.
- Work with Product, Revenue Operations, and Client Support teams to clarify implementation requirements, timelines, and operational considerations before transitioning newly signed accounts.
- Attend relevant live entertainment conferences, venue summits, industry events, and trade shows to build relationships, generate leads, and advance sales opportunities.
- Gather feedback from prospects and customers about market conditions, product requirements, and competing solutions, sharing insights to inform commercial and product strategies.
- Collaborate with marketing to develop proposals, case studies, presentation materials, and return-on-investment models that demonstrate business value to prospective customers.
- Continuously refine qualification methods, outreach messaging, and sales workflows to improve engagement, increase conversion rates, and shorten sales cycles.
- Partner with senior leadership and internal teams to develop go-to-market strategies, identify new revenue channels, and convert market opportunities into measurable business results.
- Perform other duties as assigned to support business development objectives and organizational growth.
Requirements
- Bachelor’s degree in Business Administration, Marketing, Finance, or a related discipline.
- At least 5 years of direct outbound sales, business development, or enterprise software sales experience, with a documented history of meeting or exceeding financial targets.
- Experience in live entertainment, sports, ticketing, venue operations, or related industries is strongly preferred.
- Familiarity with live event operations, ticketing workflows, primary and secondary ticketing models, and the commercial needs of venues and sports or entertainment organizations.
- Proven ability to manage sales opportunities independently, including prospecting, discovery, product demonstrations, negotiations, contract execution, and successful customer activation.
- Experience presenting technology solutions to senior decision-makers, navigating complex corporate structures, and managing high-level client relationships.
- Excellent written and verbal communication skills, with the ability to deliver clear, persuasive presentations and articulate the business value of software platforms.
- Experience using Salesforce to track prospects, document customer interactions, manage sales stages, and maintain accurate forecasts.
- Strong time management, prioritization, and problem-solving skills, with the ability to work independently and manage multiple opportunities in a remote environment.
- Willingness and ability to travel approximately 30–40% of the time for prospective client meetings, negotiations, and industry events.
- Previous experience selling software, technology, or services in sports, live entertainment, venue management, or ticketing environments is an advantage.
- An established network of contacts among executives and sales leaders in live events, sports organizations, venues, or ticketing is preferred.
- Familiarity with social commerce solutions is a plus.