Director, Regional Partnerships

Topgolf•Dallas, TX

23h•Onsite

About The Position

Topgolf is seeking a Regional Director, Partnerships to lead a regional sales team and drive revenue through corporate sponsorships and Swing Suites. This leadership role involves owning the P&L for regional partnerships, developing strategic brand partnerships, and closing significant deals. The position requires a blend of sales leadership, individual production, and team development, with a focus on driving venue traffic and enhancing guest experience through impactful partnerships. The role also involves leveraging AI tools for efficiency and collaborating cross-functionally to conceptualize innovative partnership opportunities.

Requirements

15+ years of sponsorship or partnership sales experience in sports, entertainment, or a venue-based environment.
At least 5 years leading or managing a sales team.
Proven track record closing multi-element deals with regional and national brands and agencies.
Demonstrated ability to own a P&L across multiple revenue streams.
Deep fluency in the advertising and brand marketing landscape.
Strong command of deal negotiation, including creative structuring across media, activation, hospitality, and in-venue branding.
Comfortable owning financial reporting, forecasting models, and revenue planning across multiple product lines.
Demonstrated ability to lead, coach, and develop a small, high-output sales team.
High degree of professionalism and executive presence with both internal and external stakeholders.
Proficient in Microsoft Office Suite (Excel, PowerPoint, Word).
Working knowledge of Salesforce or a comparable CRM platform.
Fluent with AI tools (ChatGPT, Claude, Copilot, or similar) for accelerating research, drafting, and analysis.
BA/BS degree required.

Responsibilities

Own the full P&L for the regional partnerships business, including corporate sponsorships and the Swing Suites product line.
Lead financial forecasting, planning cycles, and revenue reporting in partnership with Finance.
Develop and maintain a deep command of Topgolf’s Corporate Partnerships business model and Swing Suites product strategy.
Own all aspects of the regional partnerships business: strategy, budget, staffing, and execution.
Carry an individual revenue number across both regional sponsorships and Swing Suites, closing deals that drive partnership revenue, generate venue traffic, and deliver against Topgolf’s brand priorities.
Drive high-volume outbound prospecting to build and maintain a strong pipeline of brand partners, marketing decision-makers, and Swing Suites buyers.
Prioritize outreach and pipeline development within target regional categories.
Create, package, and present sponsorship platforms and Swing Suites solutions.
Build scalable sales plans that work across both regional sponsorship programs and the Swing Suites product line.
Represent Topgolf at venue events and partner experiences, hosting prospective clients.
Own the full pre-sell process end to end, from prospecting through proposal delivery.
Develop compelling pitch materials and sales narratives for both regional sponsorships and Swing Suites.
Own the creation and maintenance of all partnership proposals, Swing Suites proposals, contracts, and sales collateral.
Define partner and Topgolf objectives and KPIs for each deal, identifying the right mix of assets and solutions.
Transition day-to-day relationship management and activation execution to the Activation team for eligible accounts, while remaining the executive commercial owner for renewals and expansions.
Leverage AI-enabled tools to accelerate prospecting research, proposal development, competitive analysis, and outreach.
Lead all hiring, onboarding, performance management, and development for a team of 3-4 direct reports.
Set clear expectations, run effective pipeline reviews, and build a culture of accountability and high performance.
Coach the team to close across regional sponsorships and Swing Suites.
Identify gaps in process, tools, or pipeline and drive solutions independently.
Collaborate cross-functionally with marketing, operations, legal, and strategy to conceptualize partnership opportunities.
Partner with national sales leadership to align on category strategy, share pipeline intelligence, and ensure regional and national programs complement each other.
Maintain accurate records in Salesforce, including pipeline tracking, deal stages, and outreach activity.
Bring new commercial ideas to senior leadership across both lines of business.