Director of Convention & Expo Partnerships

StubHub • New York, NY

2d • Hybrid

About The Position

StubHub is on a mission to redefine the live event experience on a global scale. Whether someone is looking to attend their first event or their hundredth, we’re here to delight them all the way from the moment they start looking for a ticket until they step through the gate. The same goes for our sellers. From fans selling a single ticket to the promoters of a worldwide stadium tour, we want StubHub to be the safest, most convenient way to offer a ticket to the millions of fans who browse our platform around the world.
StubHub is reimagining ticket distribution with our Open Distribution strategy — giving rights holders the tools and infrastructure to sell directly to fans through the world’s largest ticketing marketplaces: StubHub and Viagogo. The Open Distribution Partnerships team enables sports organizations to control how and where their tickets are distributed, priced, and marketed — reaching over 80 million monthly event buyers worldwide.
StubHub is hiring a Director, Conventions & Expos Partnerships to build and scale Open Distribution partnerships across conventions, fan events, and expos (e.g., pop culture conventions, gaming events, hobby/collector shows, and large-scale consumer/trade expos). This is a quota-carrying, high-visibility role for a true seller — someone who can originate deals, close complex partnerships, and operationalize ticket distribution for event formats that rely heavily on badges, credentials, RFID, transfers, and on-site fulfillment.
You’ll own the full partnership lifecycle: targeting, outreach, pitch, negotiation, contracting, onboarding, launch, and growth. You’ll work cross-functionally with Product/Engineering, Ops/Fulfillment, Legal, Risk/Fraud, Marketing, and Finance to ensure each event goes live cleanly and performs
Location: Hybrid (3 days in office/2 days remote) – New York, NY or Century City, CA

Requirements

• 10+ years in partnerships / business development / sponsorship & exhibitor sales ideally in events, exhibitions, live entertainment, or event technology.
• Experience in Ticketing for these types of events is a must
• Proven history of closing complex B2B deals (multi-stakeholder, legal/commercial complexity, multi-year value).
• Deep working knowledge of how conventions/expos run:
• Badge/credentialing models (including RFID/credential linking, on-site check-in, ticket/badge transfer rules).
• Comfort operating like a GM for your vertical: you can sell, but you also understand, launch, ops, and what makes partners successful.
• Strong CRM hygiene and forecasting discipline (HubSpot or similar).

Nice To Haves

• Experience at organizers/operators known for large-scale conventions and exhibitions
• Experience working with (or selling) event ticketing + on-site operations platforms that support “on sale to on-site,” including admissions/box office and RFID.
• Experience building partnerships that blend primary distribution with marketplace reach

Responsibilities

• Build StubHub’s Open Distribution strategy for Conventions & Expos: segmentation, target account list, partnership packaging, and annual plan.
• Identify, pitch, and close Open Distribution partnerships with: Event organizers / IP owners (fan conventions, consumer shows, conference producers) Exhibition organizers and portfolios (large multi-show producers) Venue-owned event businesses and expo centers running ticketed events
• Own a multi-quarter pipeline: prospecting, discovery, proposals, negotiation, and close.
• Lead commercial negotiations: distribution rights, primary inventory access, pricing/fee constructs, marketing & sponsorship opportunities, reporting, and launch timelines.
• Close multi-year agreements and deliver measurable incremental ticket volume and revenue.
• Design the operating model by event type, including Ticket/badge types (single-day, multi-day, VIP, add-ons, bundles, timed entry, exhibitor/industry badges where applicable) Credential rules and edge cases (badge activation, transfers/acceptance windows, name/email-based assignment, will-call vs ship-to-home, RFID/wristband flows)
• Translate event-specific requirements into scalable onboarding checklists and partner playbooks.
• Coordinate internal stakeholders to onboard partners successfully: inventory ingestion, event creation, fulfillment rules, CX readiness, fraud/risk controls, and marketing activation.
• Represent StubHub at industry conferences and at partner events (expect ~30–50% travel depending on seasonality)
• Own post-launch growth: performance reviews, inventory expansion, new event adds, renewal/upsell.
• Track and forecast pipeline health, partner performance, and commercial impact; communicate weekly/monthly updates to leadership.
• Contribute to Open Distribution roadmap by surfacing repeatable product needs specific to badge-heavy, multi-day events

Benefits

• Accelerated Growth Environment: Immerse yourself in an environment designed for swift skill and knowledge enhancement, where you have the autonomy to lead experiments and tests on a massive scale.
• Top Tier Compensation Package: Enjoy a rewarding compensation package that includes enticing stock incentives, aligning with our commitment to recognizing and valuing your contributions.
• Flexible Time Off: Embrace a healthy work-life balance with unlimited Flex Time Off, providing you the flexibility to manage your schedule and recharge as needed.
• Comprehensive Benefits Package: Prioritize your well-being with a comprehensive benefits package, featuring 401k, and premium Health, Vision, and Dental Insurance options.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed