Director, Regional Partnerships

Topgolf•Dallas, TX

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 both individual sales performance and team management, with a focus on building strategic partnerships and closing deals ranging from five to seven figures. The position requires owning the P&L for regional partnerships, including financial forecasting, planning, and reporting. The role also involves developing and executing sales plans, creating compelling pitch materials, and collaborating cross-functionally to conceptualize new partnership opportunities. Success in this role means consistently hitting revenue targets, building a strong pipeline, ensuring a smooth pre-sell process, and fostering strong internal and external relationships.

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; able to evaluate outputs critically rather than accept them at face value.
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 all 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 across regional sponsorships and Swing Suites.
Carry an individual revenue number across both regional sponsorships and Swing Suites.
Lead from the front as both a player and a coach.
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.
Own the full pre-sell process end to end - from prospecting through proposal delivery across both sponsorships and Swing Suites.
Develop compelling pitch materials and sales narratives for both regional sponsorships and Swing Suites.
Build decks from scratch when needed.
Own the creation and maintenance of all partnership proposals, Swing Suites proposals, contracts, and sales collateral.
Define partner and Topgolf objectives and KPIs, identifying the right mix of assets and solutions to hit those goals and building measurable outcomes into the agreement.
Transition day-to-day relationship management and activation execution to the Activation team for eligible accounts, while remaining the executive commercial owner responsible for renewals, expansions, strategic business conversation, and ensuring delivery matches what was sold.
For accounts that remain with the sales team - based on deal size, complexity, or product line - own the full relationship through activation and renewal.
Leverage AI-enabled tools (e.g., ChatGPT, Claude, Copilot) 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 selling across both regional sponsorships and Swing Suites.
Set clear expectations, run effective pipeline reviews across both lines of business, and build a culture of accountability and high performance.
Coach the team to close across regional sponsorships and Swing Suites - running deal reviews, refining approaches, and making the people around you better without losing your own edge as a seller.
Identify gaps in process, tools, or pipeline across either line of business 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 rather than compete with each other.
Maintain accurate records in Salesforce, including pipeline tracking, deal stages, and outreach activity across both sponsorship and Swing Suites pipelines.
Bring new commercial ideas to senior leadership across both lines of business.