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Salary: USD 200,000 - 250,000 / annual
StubHub is seeking a Director of Sales to lead the growth and commercialization of its Sponsored Listings business—a recently launched product offering. This is a key leadership role responsible for building a scalable, repeatable sales motion from the ground up.
Reporting to the Head of Supply, you will lead and develop a high-caliber sales team while personally owning strategic and enterprise client relationships. You'll operate at both strategic and hands-on levels, building sales processes and playbooks, setting team priorities and KPIs, coaching the team, and leading complex enterprise opportunities.
**Key Responsibilities:**
**Sales Strategy & Growth:** Build and operationalize the Sponsored Listings go-to-market 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 to leadership. Demonstrate product expertise and translate it 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. Support team members through complex negotiations and lead high-impact client conversations.
**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.
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.
**Requirements:**
- 8+ years of experience in sales leadership, business development, strategic partnerships, or client leadership, including significant sales team management experience
- 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
