Director of Strategic Partnerships

Role Overview

• Open and develop strategic relationships
• Own a defined book of priority targets across Live Sports, Live Entertainment, and Corporate and Brand Activations.
• Lead first-call discovery, follow-up, and senior relationship development through the point that the buyer is ready to engage on a specific opportunity.
• Hand off qualified opportunities to the assigned sales representative and stay engaged at the relationship level through close.
• Reactivate dormant accounts where InProduction has prior history but no current activity.
• Manage assigned strategic relationships
• Serve as the senior relationship owner for a defined set of existing strategic accounts (such as governing bodies, league partners, and major venue groups).
• Identify and surface new lines of business within those accounts.
• Coordinate with the sales team and operating leaders to ensure these accounts receive the senior attention they require.
• Build the relationship pipeline
• Maintain a clean, accurate, and current view of the relationship pipeline in HubSpot, including target accounts, contact-level progress, and conversion to qualified opportunity.
• Provide weekly written updates on relationship development, conversions, and blockers.
• Identify pattern signals across pursuits that should inform pricing, positioning, or product decisions.
• Carry the brand
• Represent InProduction in senior rooms at industry events, customer headquarters, and partner conversations.
• Build a personal network of decision makers and influencers that compounds over time.
• Engage CEO, COO, and other executives at points of leverage in pursuit, not as a default.
• Partner with the team
• Work alongside the sales representatives who own deal execution. The sales team closes deals. The Director of Strategic Partnerships opens the doors and supports them through close.
• Provide field input that sharpens our positioning, case studies, and pursuit collateral.
• Work with the marketing team to convert closed work into reference stories and proof points.

Requirements

• Minimum, High School diploma or GED equivalent
• Ten or more years in senior business development, strategic sales, or partnership roles.
• Proven track record of opening, developing, and helping structure complex, multi-stakeholder commercial relationships.
• Experience selling into one or more of: leagues, teams, venues, promoters, agencies, large brands, or corporate event programs.
• Comfort operating as a senior individual contributor without a large support team.
• Discipline with CRM, pipeline hygiene, and written reporting.
• Direct experience in live events, sports infrastructure, hospitality builds, or temporary structures.
• Existing senior network across one of our three verticals.
• Experience working in or alongside a private equity backed business.
• Fast-paced, project driven environment
• Background check and drug screening required
• Frequent travel and flexible working hours may be required based on project demands

Benefits

• Competitive compensation
• Health, Dental, and Vision Insurance
• Life Insurance
• Paid Time Off (PTO) and paid holidays
• 401(k) plan with company match
• Opportunity to work on high profile national events and venues