Director, Enterprise Sales
About The Position
The Director, Enterprise Sales is a strategic and entrepreneurial revenue leader focused on driving cross-property sales across Centennial Yards, and Live Nation, with a strong emphasis on enterprise-level opportunities. This role blends high-impact selling with an innovative mindset to uncover new categories and offerings, while supporting the continued growth of the Business Enterprise unit. Reporting to the Vice President, Global Partnerships, this individual serves as the primary seller for Business Enterprise partnerships and a key contributor to overall sponsorship revenue. In addition to leading enterprise-focused sales, the Director will also sell core Hawks, State Farm Arena and College Park Skyhawks assets as appropriate and play a leadership role within the sponsorship sales team – helping elevate sellers to achieve top performance.
Requirements
- Minimum 7 years experience in sales, business development, or partnerships, preferably in sports, entertainment, or related industries
- Proven success driving and scaling corporate partnerships ; designs and executes strategies that exceed targets and deliver long-term value
- Track record as a top-performing seller while leading a team; comfortable carrying a personal revenue target and mentoring others
- Skilled negotiator and relationship builder; adept at closing six- and seven-figure, multi-asset partnerships and navigating complex structures (e.g., JSAs, JVs)
- Experienced in coaching and developing high-performing sellers; passionate about building future leaders and running effective deal reviews
- Strong in modeling, pricing, CRM, forecasting, and KPI design; makes decisions grounded in research and market insights
- Innovative problem-solver with a bias for action; identifies and operationalizes growth opportunities across assets and vendors
- Collaborates effectively across Sales, Operations, Hospitality, Finance, Legal, and Tech/Data to align stakeholders on shared revenue goals
Responsibilities
- Enterprise Sales & Strategy Drive cross-property sales for Centennial Yards and Live Nation partnership assets, with selective cross-selling of Hawks, State Farm Arena, and College Park Skyhawks
- Collaborate with the VP, Global Partnerships to identify new categories and partnership opportunities spanning sponsorships, digital out-of-home signage, hospitality, and expansion of Enterprise Sales into new markets
- Monitor market trends and enterprise categories to inform sales strategies and uncover new revenue streams
- Foster a culture of innovation, accountability, and cross-functional execution
- Partnership Development Serve as the primary seller for Business Enterprise partnership assets, independently leading new and renewal enterprise opportunities from prospecting through close, including high‑value deals and potential future JSA opportunities.
- Work alongside Partnership Development & Insights team to create integrated Enterprise partnership packages leveraging Hawks and State Farm Arena assets where appropriate
- Collaborate closely with internal teams and leadership to set clear account ownership and category rules, ensuring transparency, alignment, and prevention of channel conflict
- Partner with the Partnership Development & Insights team to ensure pricing, packaging, and go-to-market strategies drive measurable outcomes
- Manage executive-level negotiations and maintain strong partner relationships to ensure retention and growth
- Act as a subject matter expert and senior facilitator for Business Enterprise and the Atlanta Hawks/State Farm Arena partner conversations where crossover exists, providing strategic guidance on deal structure, value creation, and integration.
- Lead the strategy, submission, and operational management of all third-party agency proposals (e.g., OVG, Playfly, etc.)
- Operational Excellence Oversee JSA operations & financial tracking including managing collections, revenue-share tracking, and audit ready documentation
- Own and manage individual enterprise revenue targets and associated budgets in alignment with organizational financial goals and strategic initiatives.
- Maintain CRM pipeline integrity, forecast accuracy, and partner reporting in collaboration with department leadership, finance and legal teams
- Manage and utilize unified dashboards to track and report on both Business Enterprise and Sponsorship Sales performance, ensuring visibility into pipeline health and revenue pacing
- Provide concise, data-driven updates and revenue forecasts to the VP, Global Partnerships and the broader Revenue Leadership Team
- Partner with VP, Revenue Strategy on annual pro-forma modeling
- Unlock vendor-driven revenue streams across f&b, retail, tech, experiential activations and more
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
