Director, Enterprise Sales

Atlanta Hawks•Atlanta, GA

19d

About The Position

Who are we: A professional basketball team and state-of-the-art arena/entertainment venue that specializes in creating memorable experiences for each guest we interact with. Some of our favorite things are live sports, concerts, comedy shows, family shows, and most any other world-class event you can think of, and we’re looking for someone who shares the same interests. We live for the fast-paced world of sports & live entertainment, and as such, we work hard, run fast, execute flawlessly, and party it up when it all comes together. Lastly, we strive to deliver wonderful experiences that create lasting memories, and we prefer to surround ourselves with those who are the best at what they do. Who are you: An enthusiastic lover of sports, live entertainment, and people. You have true passion for engaging in meaningful interactions and creating memorable experiences for all guests. You strive to be helpful, engaging, and knowledgeable of all things Atlanta Hawks and State Farm Arena. You enjoy being a part of an exciting and dynamic group, and you’re committed to continuously enhancing the productivity and effectiveness of your team. Lastly, you enjoy working hard and celebrating hard, and you’d be shocked if guests weren’t positively impacted by their interactions with you. Job Summary: 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