Director of Account Growth

StubHub•New York, NY

8d•Hybrid

About The Position

StubHub is seeking a strategic and results-driven Account Growth Director to lead enterprise account expansion, business development, and revenue growth initiatives. This role is responsible for driving high-impact client engagement, negotiating complex commercial agreements, managing Enterprise-level revenue targets, and unlocking meaningful cross-sell and upsell opportunities. In addition to owning a portfolio of strategic accounts, the Account Growth Director will build, develop, and lead the Account Growth team. This is a highly visible leadership role that partners closely with the Head of Supply and Director of Sales to shape and execute our long-term growth strategy. This position plays a critical role in ensuring sustained revenue growth, client retention, and competitive strength in the North American supply marketplace.

Requirements

Bachelor’s degree in Business Administration, Marketing, or related field preferred. Advanced degree is a plus.
8+ years of experience in B2B account management, business development, or client relationship leadership.
Demonstrated success leading high-performing teams in a senior or strategic capacity.
Proven track record of growing high-value Enterprise accounts and exceeding revenue targets.
Experience navigating cross-functional environments and advocating for account growth priorities in strategic discussions.
Strong strategic thinking with a clear focus on revenue growth and client success.
Exceptional negotiation and executive-level communication skills.
Ability to influence across functions and organizational levels.
Advanced proficiency in Salesforce CRM and Microsoft Office Suite (Excel, PowerPoint, Word).
Strong analytical capability with the ability to translate data into actionable strategy.
Highly proactive and resourceful, anticipating risks and opportunities before they escalate.
Experience building, mentoring, and scaling high-performing teams.
Experience partnering cross-functionally with Sales, Product, Marketing, and Operations.
Strong understanding of the North American supply ecosystem and ticketing technology landscape.
Ability to thrive in a fast-paced, performance-driven environment.
Comfortable balancing strategic thinking with hands-on execution.

Nice To Haves

Advanced degree is a plus.

Responsibilities

Drive enterprise growth strategy across the Account Growth organization.
Partner with the Head of Supply to define growth priorities, KPIs, and performance benchmarks.
Collaborate with the Head of Supply and Director of Sales to align post-onboarding growth initiatives.
Build and maintain strong, multi-level executive relationships within client organizations.
Identify emerging market opportunities and proactively propose expansion strategies.
Develop and execute a scalable account growth framework to drive expansion and upsell.
Own and manage Enterprise-level revenue targets.
Identify strategic sales priorities aligned to company strategy and product lifecycle.
Lead complex negotiations and high-impact client conversations.
Serve as the escalation point for strategic client challenges within the Account Growth team.
Build deep client relationships through discovery, strategic planning, and ongoing growth support.
Oversee and track team and individual performance against quarterly KPIs.
Build, coach, and develop a high-performing team of Account Growth Managers (senior and junior).
Provide strategic guidance across team-led initiatives and client projects.
Identify performance gaps and implement corrective action plans as needed.
Partner with the People Team, with Head of Supply approval, on performance management and organizational transitions.
Foster deep domain expertise across the team in the North American supply landscape and relevant technology platform.
Design and implement scalable frameworks that ensure the Account Growth organization supports broader company objectives.
Identify market share expansion opportunities and present structured proposals to senior leadership.
Lead strategic initiatives that strengthen client value, retention, and long-term revenue impact.
Define and track performance KPIs aligned to company objectives.
Analyze account and team performance data to inform strategy and optimize outcomes.
Deliver regular performance insights and strategic recommendations to the Head of Supply and VP of Growth.
Ensure CRM hygiene and accurate documentation of client interactions and pipeline progress within Salesforce.