Senior Director of Growth

About the role

SponsorUnited: Launched in 2018, SponsorUnited is the leading global sports and entertainment intelligence platform, delivering actionable data and insights to build stronger marketing partnerships. We provide unrivaled knowledge across the sponsorship and media landscape so our clients can make impactful decisions that drive business. The Senior Director of Growth is a senior commercial leader and experienced negotiator responsible for driving retention and expansion across some of SponsorUnited's largest, most comprehensive, and strategically important customer relationships. This individual will directly own a book of business totaling approximately $3.5 million to $5 million in annual recurring revenue and carry a personal annual growth target of upwards of $2 million. That target is expected to scale as the individual's portfolio and the organization continue to grow. This role extends well beyond maintaining and preserving existing revenue. The Senior Director will identify and develop new avenues for growth by introducing new products, technical capabilities, expanded scopes of work, and opportunities across additional divisions and business units within customer organizations. The ideal candidate brings sophistication, confidence, and sound judgment to complex commercial discussions. They must be comfortable negotiating with C-suite executives and other senior leaders, navigating multifaceted renewals, building consensus across multiple stakeholders, and translating customer workflows and business priorities into compelling, outcome-oriented solutions.

Responsibilities

• Own the commercial performance of an approximately $3.5 million to $5 million ARR book of business.
• Deliver strong retention while working toward a personal annual growth target of upwards of $2 million, with expectations scaling alongside the portfolio and organization.
• Lead complex renewal and expansion negotiations involving multiple stakeholders, products, business units, and commercial considerations.
• Preserve and strengthen existing revenue while consistently opening new lanes for meaningful growth.
• Identify whitespace opportunities across new product offerings, technical capabilities, services, organizational divisions, and expanded scopes of work.
• Build and execute strategic account plans that align SponsorUnited's capabilities with each customer's evolving priorities and workflows.
• Maintain forecasting discipline and provide accurate visibility into renewal risk, expansion opportunities, deal progression, and expected revenue performance.
• Serve as a senior commercial partner to C-suite executives, department leaders, procurement teams, and other key decision-makers.
• Bring a high level of preparation, confidence, sophistication, and business judgment to complex negotiations.
• Navigate challenging renewal discussions while effectively layering in opportunities for growth and expanded partnership.
• Multi-thread relationships across customer organizations, developing strong connections with executive sponsors, day-to-day users, technical stakeholders, procurement teams, and leaders across relevant business units.
• Lead executive business reviews, strategic planning sessions, renewal conversations, escalations, and expansion discussions.
• Build consensus across complex organizations and move opportunities forward through varied decision-making and procurement processes.
• Establish trusted-advisor relationships by demonstrating a strong understanding of each customer's business, priorities, challenges, and measures of success.
• Develop a deep understanding of customer workflows and identify where