About this Director, Sales - Sponsored Listings role at StubHub
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.
We’re looking for a Director of Sales to lead the growth and commercialization of our Sponsored Listings business. This is a key leadership role for a recently launched product, responsible for turning our strategy into a scalable, repeatable sales motion.
Reporting to the Head of Supply, you will lead and develop a high-caliber sales team while owning strategic and enterprise clients. You’ll operate at both a strategic and hands-on level building sales processes and playbooks, setting team priorities and KPIs, coaching the team, and personally leading complex enterprise opportunities.
The ideal candidate is an independent thinker and strong sales leader who thrives in an evolving environment and enjoys building structure, processes, and best practices from the ground up.
What You'll Do:
- Sales Strategy & Growth
- Build and operationalize the Sponsored Listings GTM strategy and sales process.
- Translate company and product strategy into clear sales priorities, KPIs, and operating rhythms.
- Identify opportunities to improve and scale the sales motion, bringing recommendations and action plans to the Head of Supply and Head of Product.
- Demonstrate product expertise in Sponsored Listings and translate that knowledge into effective sales strategies and client solutions
- Own strategic and enterprise client relationships, driving adoption, growth, cross-sell, and upsell.
- Team Leadership
- Lead, coach, and develop a high-performing Sponsored Listings sales team.
- Build and continuously improve sales playbooks, frameworks, training, and best practices.
- Monitor team and individual performance against revenue and KPI targets and take action to address challenges.
- Support team members through complex negotiations and lead high-impact client conversations when needed.
- Performance & Insights
- Establish effective pipeline, forecasting, and performance management rhythms.
- Use Salesforce and sales data to identify trends, diagnose challenges, and improve performance.
- Provide regular insights and recommendations to the Head of Supply and VP of Growth.
- Partner cross-functionally with Product, Marketing, Supply, and Operations to support growth and incorporate client feedback.
What You've Done:
- Experience: 8+ years of experience in sales leadership, business development, strategic partnerships, or client leadership, including significant sales team management experience.
- Education: Bachelor’s degree in business, Economics, Finance, Marketing or related field.
- Proven track record of building and scaling sales processes, playbooks, and high-performing teams.
- Experience taking a new or evolving product or offering to market and establishing a repeatable sales motion.
- Strong track record managing enterprise clients and delivering against revenue targets.
- Excellent enterprise selling, negotiation, communication, and relationship-building skills.
- Highly analytical, proactive, and comfortable operating independently in an evolving environment.
- Strong coaching and people-development skills.
- Experience working cross-functionally with Product, Operations, and other internal teams.
- Strong Salesforce and data analysis skills required.
What We Offer:
- Accelerated Growth Environment: 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: Competitive base, equity, and upside that tracks with your impact.
- Flexible Time Off: Enjoy unlimited Flex Time Off, giving you the flexibility to manage your schedule and take time to 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.
The anticipated gross base pay range is below for this role. Actual compensation will vary depending on factors such as a candidate’s qualifications, skills, experience, and competencies. Base annual salary is one component of StubHub’s total compensation and competitive benefits package, which includes equity, 401(k), paid time off, paid parental leave, and comprehensive health benefits.
