Sr. Director, Business Development
About The Position
The Senior Director of Business Development will drive AXS’s growth across the sports industry by identifying, developing, and closing new partnerships with teams, leagues, venues, and other rights holders. Reporting to the Vice President of Business Development, this role manages the business development lifecycle, from market development and prospecting through solution design, financial modeling, negotiation, contracting, and transition to implementation. The Senior Director builds trusted relationships with senior decision makers, develops customized partnership strategies, and communicates AXS’s ticketing capabilities. The role works closely with Product, Technology, Finance, Legal, Marketing, and Operations to create proposals, structure commercially sound agreements, and maintain organizational alignment throughout the sales process. The ideal candidate has deep sports industry knowledge, strong commercial judgment, and experience navigating complex, long-term sales cycles involving multiple stakeholders.
Requirements
- BA/BS degree in Business Administration, Marketing, or a related field.
- At least 6 years of experience in business development and ticketing or live entertainment.
- Experience identifying opportunities, developing strategies, and negotiating creative solutions.
- Experience negotiating and executing contracts.
- Experience evolving sales tools, presentations, and messaging to align with market trends.
- Experience representing a company at industry events and tradeshows, networking, and generating leads.
- Strong understanding of the sports and live entertainment ecosystem, including teams, leagues, venues, promoters, and other rights holders.
- Knowledge of ticketing technology, primary and secondary distribution, pricing, inventory management, data, marketing, sponsorship, and venue operations.
- Strong commercial and financial acumen, including evaluating opportunities, developing revenue models, and structuring mutually beneficial agreements.
- Consultative selling skills and ability to translate a prospective partner’s business objectives into a customized solution.
- Exceptional negotiation, presentation, and executive communication skills.
- Ability to communicate complex technology and commercial concepts clearly to technical and nontechnical audiences.
- Willingness and ability to travel regularly for client meetings, industry conferences, events, and internal collaboration.
Responsibilities
- Manage financial proposals and lead contract negotiations for new partnerships and renewals, ensuring terms support long-term objectives.
- Contribute to achieving and surpassing revenue targets by identifying opportunities across all verticals.
- Oversee CRM use, including account maintenance, report generation, and workflow management; ensure data integrity and process optimization.
- Represent AXS at industry events and tradeshows, and facilitate strategic meetings and events with external partners and prospects.
- Support the Business Development leadership team with strategic tasks and ad-hoc growth initiatives.
- Ensure CRM data accuracy, promote data-management best practices, and facilitate smooth handoffs to Customer Success.
- Cultivate relationships with potential partners and lead efforts to secure and coordinate meetings that drive business opportunities.
- Evolve sales tools, presentations, and contracts to meet marketplace needs and communicate AXS’s value proposition.
- Develop messaging and content that clearly articulate AXS’s value across products, services, and verticals.
- Identify, develop, and close partnerships with sports teams, leagues, venues, and other rights holders.
- Manage the business development lifecycle from prospecting and solution design through financial modeling, negotiation, contracting, and transition to implementation.
- Develop customized partnership strategies and communicate AXS’s ticketing capabilities to senior decision makers.
- Collaborate with Product, Technology, Finance, Legal, Marketing, and Operations to develop proposals, structure agreements, and align stakeholders through the sales process.
Benefits
- Medical, dental, and vision insurance.
- Paid holidays, vacation, and sick time.
- Company-paid basic life insurance and voluntary life insurance.
- Parental leave.
- 401(k) plan with a current employer match of 3%.
- Flexible spending and health savings account options.
- Wellness offerings.
- Bonus eligibility under the current bonus plan requirements.
- Training and education reimbursement.
- Employee Resource Groups that foster connection, inclusion, and professional growth.
- Volunteer opportunities and community engagement programs.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
