Director, Partnership Sales (Horse Racing League)

Elevate • Century City, CA

2d • Hybrid

About The Position

Elevate is seeking a high-performing media sales executive to drive the sale of marquee partnerships for Horse Racing League, spanning both team and league deals centered around the league's inaugural season, which launches in 2027 and will consist of three race events. The Director, Partnership Sales will secure meetings with media buyers, marketing agencies, and brands; connect regularly with our client and other internal stakeholders; leverage strategic resources to advance partnership discussions; and ultimately close marquee multiyear partnership deals. The Director, Partnership Sales will report to the Vice President, Partnership Sales at Elevate. This is an in-office role, based in Century City, CA. Remote candidates or candidates near an Elevate office (Santa Clara, Nashville, Charlotte, New York City) may also be considered. Travel and occasional evening, weekend and holiday work are required as needed.

Requirements

• Bachelor’s degree required
• Must have 7-10 years of direct sales experience in sponsorship sales, partnerships, or corporate business development, preferably within the entertainment, media, or attractions
• Proven track record of securing meetings with high level decision makers
• Network of relationships with brands
• Experience in presenting and closing long-term integrated partnerships that are low 7 figures annually
• Effective use of different resources to research, prospect and connect with perspective clients
• Excellent oral and written communication skills to develop strong working relationships with prospects, clients, teammates and other stakeholders
• Strategic thinker with strong organizational and leadership abilities
• Strong presentation and storytelling abilities
• Proficient in MS Word, Excel, PowerPoint, Google Slides, CRM System and LinkedIn
• Highly organized with the ability to manage multiple opportunities simultaneously
• Desire to grow and get better each day through experiences and feedback

Responsibilities

• Develop and execute strategic prospecting plans, clearly articulating why a brand is a fit for Horse Racing League and its individual teams
• Secure meetings with prospects that are high level decision makers (VP, President, C-Suite) through email, LinkedIn, network, calls and other strategic strategies
• Facilitate internal communication to create brand briefs, coordinate prep sessions, report action steps in CRM, and connect with other divisions of Elevate and HRL leadership to assist in closing business
• Execute initial fact-find meetings to obtain all the necessary information to further qualify the lead for a direct alignment with Horse Racing League team and league partnership opportunities
• Actively contribute innovative thinking and fresh ideas that help lead to new revenue generating marketing platforms that align with prospective partner objectives
• Proven ability to move opportunities through the full sales cycle, from prospecting and presentation to negotiation and close
• Maintain a strong and active pipeline of prospects that provides an opportunity to reach or exceed partnerships revenue goals
• Work collaboratively with a strategy/solutions team to develop customized sales proposals and presentations
• Continuously network and build relationships with decision makers and influencers at major brands, agencies, and others across the sports and entertainment industry to drive Horse Racing League partnerships
• Develop strong, trust-based relationships with partnership teammates and Horse Racing League stakeholders to drive collaboration and long-term success
• Cultivate relationships across all Elevate’s divisions, with a clear understanding of each team’s capabilities, and the ability to effectively communicate the full range of services available to the marketplace
• Understand the unique dynamics of an emerging sports league, including how a new property builds brand equity, fan engagement, and commercial credibility from launch, and translate that understanding into compelling partnership narratives
• Identify and capitalize on the accelerated growth trajectory of Horse Racing League, structuring partnerships that give early partners category leadership and scalable value as the league expands beyond its inaugural 2027 season
• Demonstrated ability to work independently, exercise sound judgment, and remain flexible as priorities evolve
• Proven ability to manage a small sales team and give necessary guidance and leadership foundation for each direct reports success

Benefits

• Medical, Dental, Vision, Life, Short-Term & Long-Term Disability Insurance, FSA, HSA and more
• 401k Employer Match (after meeting eligibility requirements)
• 14 Paid Holidays
• Unlimited PTO
• Paid Parental Leave

What This Job Offers

• Job Type: Full-time
• Career Level: Senior