Senior Director of Growth

Accountabilities: • Own the commercial performance of an approximately $3.5M–$5M ARR enterprise book of business.

• Deliver strong customer retention while pursuing a personal annual growth target of up to approximately $2M , with expectations scaling alongside the portfolio. • Lead complex renewal and expansion negotiations involving multiple stakeholders, products, business units, and commercial considerations. • Identify whitespace and expansion opportunities across new products, services, technical capabilities, organizational divisions, and expanded scopes of work. • Develop and execute strategic account plans aligned with customer priorities, workflows, and business objectives. • Maintain disciplined forecasting and provide accurate visibility into renewal risk, expansion opportunities, deal progression, and expected revenue performance. • Build relationships with C-suite executives, department leaders, procurement teams, technical stakeholders, users, and other key decision-makers. • Lead executive business reviews, strategic planning sessions, renewal discussions, escalations, and expansion conversations. • Build consensus across complex organizations and navigate varied procurement and decision-making processes. • Develop a deep understanding of customer workflows and identify where data, intelligence, products, services, and technical capabilities can generate measurable value. • Translate complex customer needs into compelling commercial solutions and outcome-oriented business cases. • Support the commercialization and adoption of new products, data offerings, technical integrations, services, and revenue streams. • Surface customer insights and market trends that can inform product development, company strategy, and future commercialization opportunities. • Establish strong standards for account strategy, executive communication, negotiation, and commercial excellence across the Growth organization. • Mentor and support Growth Managers and Account Managers, particularly on complex renewals and expansion opportunities. • Partner with Customer Success, Product, Business Solutions, Marketing, Revenue Operations, and Executive Leadership to develop solutions for strategic customers. • Contribute to account segmentation, forecasting, commercial planning, and broader customer-growth initiatives. • Advocate for customer needs while maintaining sound commercial judgment and alignment with business objectives.

Requirements:

• 10+ years of experience in account management, customer growth, enterprise sales, strategic partnerships, sponsorship sales, SaaS, or revenue leadership. • Demonstrated experience owning and growing a significant enterprise book of business. • Proven track record leading complex, high-value renewals and expansion negotiations with C-suite executives and senior decision-makers. • Demonstrated ability to generate growth beyond existing contract value through products, services, technical capabilities, business units, and expanded scopes of work. • Strong executive presence and a sophisticated, confident, and thoughtful approach to commercial negotiations. • Exceptional ability to build multi-threaded relationships across complex customer organizations. • Strategic and consultative mindset with the ability to understand customer workflows and connect solutions to measurable business outcomes. • Ability to communicate data applications, customer use cases, and business impact rather than relying solely on product-feature presentations. • Strong commercial acumen, including opportunity identification, business-case development, creative partnership structuring, and senior-stakeholder influence. • Experience managing a diverse portfolio of enterprise customers and adapting to different industries, organizational structures, and purchasing processes. • Excellent communication, forecasting, account-planning, negotiation, and cross-functional leadership skills. • Experience in sports, media, entertainment, sponsorship, SaaS, data intelligence, or another technology-driven environment is highly preferred. • Ability to operate strategically while remaining directly engaged in account execution, negotiations, and day-to-day commercial activities.