Director of Club Venues and Nightlife Partnerships

StubHub•Los Angeles, CA

2d•Hybrid

About The Position

StubHub is redefining how fans discover, buy, and enjoy live events. We’re hiring a Director of Club Venues and Nightlife Partnerships to build and scale our relationships with clubs (<3,000 capacity venues) across North America. Your mandate: secure the right to distribute venue inventory on StubHub (and across open distribution when needed), prove sell-through, and turn venues into durable, data-rich growth partners. You’ll own the end-to-end venue motion — from mapping decision makers and negotiating commercial models to standing up integrations and activating demand using our platform levers. You’ll start as a player-coach and, as the book grows, recruit and lead a high-performing team of partnership/account managers.

Requirements

10+ years in venue/rights-holder partnerships, ticketing, or business development with a track record of closing complex, multi-stakeholder deals and launching integrations that move revenue.
Fluency in venue economics (yield, ATP/STR, fee stack), distribution models (direct issuance, consignment, unified market), and how pricing/demand engines drive sell-through.
Operated cross-functionally with Product/Eng, Pricing, Marketing, Support, and Finance to stand up new partners and hit shared KPI targets at speed.
Strong executive presence and communication; you’re adept at aligning venue executives and internal leaders on strategy, economics, and proof of value.
Strong analytical skills and ability to translate data into actionable insights, with proficiency in Excel

Responsibilities

Build a targeted pipeline of club venues.
Build relationships with all relevant stakeholders across the Owner, CRO, Ticketing, and Programming teams - securing rights to distribute inventory via Direct Issuance and open distribution models.
Partner with Product/Eng to onboard venues through direct issuance and primary integrations; ensure inventory quality, dynamic pricing enablement, and multi-channel broadcast where appropriate.
Orchestrate activation plans per venue to drive improved performance – acting as a go to market advisor for your venue partners.
Coordinate pricing and fee levers to navigate elasticity and hit GMS/ticket sales goals without eroding partner value.
Executive-level negotiations, industry events, and co-marketing moments with venues and producers; bring back category insights to Product and Pricing.