Smith Entertainment Group (SEG) is seeking a dynamic, proven sales leader to serve as Director of Business Development. This role is responsible for leading and scaling a team of sellers while also carrying an individual sales quota to drive high-value regional and national partnership revenue across SEG’s portfolio of premier sports and entertainment properties, including the Utah Jazz, Utah Mammoth, and Delta Center. The Director of Business Development will maintain direct ownership of a national and regional book of business while overseeing team performance against revenue goals.

This position blends hands-on enterprise selling with people leadership, pipeline ownership, and strategic deal execution. The ideal candidate is an experienced seller of complex, seven-figure partnerships who also thrives in developing talent, building repeatable processes, and creating a high-performance sales culture. Success in this role requires strategic thinking, disciplined execution, strong executive presence, and a relentless drive to grow SEG’s regional and national footprint.

DUTIES & RESPONSIBILITIES:

Sales Leadership & Team Development

• Lead, manage, and scale a team of Enterprise Level Account Executives, with a focus on driving accountability, and building a winning culture.
• Implement and refine a repeatable sales process in collaboration with the VP of Business Development.
• Drive performance through structured coaching, training, and joint customer engagement.
• Schedule and lead regular team trainings and team-building outings.

Sales Quota & Individual Contribution

• Carry and consistently achieve an individual sales quota, with a primary focus on national and regional partnerships.
• Directly source, structure, negotiate, and close enterprise-level, multi-year partnerships.
• Balance personal revenue production with leadership responsibilities to drive total team performance.

Pipeline Ownership & Revenue Growth

• Own pipeline generation and conversion across inbound and outbound channels with an increased focus on self generated deals
• Partner closely with Sales Operations/Enablement and Marketing to create and optimize top-of-funnel strategy. This could include but not be limited to sales events and trips, as well as lead generating strategies, campaigns and initiatives.
• Drive improvement in lead-to-opportunity and opportunity-to-close conversion rates.
• Personally support AEs in driving complex, high-value, or strategic deals through the full sales cycle.

National & Enterprise Business Development

• Develop and execute a regional and national sponsorship sales strategy in partnership with department leadership.
• Prospect, build, and maintain relationships with C-suite and senior decision-makers across targeted industries.
• Cultivate strong relationships with national agencies, positioning Utah and SEG as a compelling market and partner for their client portfolios.
• Structure and close multi-year, integrated partnerships across advertising, media, digital, premium hospitality, and community platforms.
• Navigate complex organizations and extended sales cycles with creativity, persistence, and strategic discipline.
• Serve as a trusted advisor to partners by deeply understanding their business objectives and delivering measurable ROI.

Forecasting, Reporting & Sales Operations

• Report on sales KPIs, forecasting accuracy, and deal status to leadership on a weekly and monthly basis.
• Report on forecasting and activity metrics from your org and develop strategies to improve in needed areas.
• Become an expert in — and train the team on — sales tools including Salesforce, Clari, Apollo, Domo, and related platforms.
• Own CRM data integrity and reporting quality.
• Maintain deep knowledge of each rep’s pipeline, including obstacles, next steps, and close plans.

Cross-Functional Collaboration

• Partner closely with Sales Operations to inform pitch strategy, pricing, and inventory availability (tickets, assets, and sponsorship elements).
• Collaborate with Marketing, Finance, Premium Experience, Partnership Activation, and Analytics teams to deliver world-class partner experiences.
• Work with sellers to continually refine the sales process, including:
•         Discovery excellence
•         Pitch delivery and flow
•         Objection handling
•         Development and use of customer success stories

Industry & Brand Representation

• Represent SEG at industry events, conferences, summits, and networking opportunities.
• Build SEG’s credibility and visibility as a premier sports and entertainment partner.
• Develop meaningful relationships with prospects, partners, and community influencers.

COMPETENCIES:

• Relationship Builder: Thrives in creating and nurturing new relationships in creative and strategic ways.
• Sales Leader: Experienced in leading sellers and understands how to build and scale teams.
• Enterprise Seller: Proven ability to prospect, negotiate, and close complex, high-value partnerships.
• Highly Organized: Manages multiple priorities in a fast-paced environment with discipline and structure.
• Team-First Mentality: Invests in the success of others and leads by example.
• Disruptive Thinker: Willing to think big, take calculated risks, and learn through iteration.
• Strong Decision-Maker: Makes timely, high-quality decisions that drive progress.
• Customer-Centric: Aligns solutions to partner needs and delivers exceptional value.
• Self-Aware Leader: Actively seeks feedback and demonstrates continuous personal growth.

QUALIFICATIONS:

• Proven success selling enterprise or national partnerships, preferably in sports, media, entertainment, or adjacent industries.
• Experience closing seven-figure, multi-year deals.
• Demonstrated ability to lead, coach, and develop sales talent.
• Comfortable presenting and negotiating at the executive and boardroom level.

PHYSICAL REQUIREMENTS:

• Must be able to communicate and express yourself both written and verbally.
• Must be able to observe, inspect, estimate, and assess.
• Must be able to sit or stand for long periods of time
• Must be able to lift 20 pounds.

Smith Entertainment Group provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Note: The need may arise to revise, supplement or rescind portions of this job description, and Smith Entertainment Group reserves the right to do so at any time. The employee shall be required to meet the qualifications and perform the duties of any revised job description.