San Jose Sharks
Director, New Business Development
San Jose Sharks - Director
San Jose, CA, USA · CA
Business Development · Ticket Sales Management · Sales
$100,000 - $115,000 / year
1
2
hours ago
TITLE: Director, New Business Development
POSITION TYPE: Full Time, Exempt
COMPANY: Sharks Sports and Entertainment, LLC
LOCATION: San Jose, CA
REPORTS TO: Senior Director, Ticket Sales
POSTING DATED: April 27. 2026
Pay Range: The pay range for this role is $100,000-$115,000 + variable
Actual base pay will be determined based on permissible factors such as transferable skills, work experience, market demands and primary work location. The base pay range provided is subject to change and may be modified in the future.
Position Overview
Reporting to the Senior Director, Ticket Sales, this position is responsible for leading the strategic direction, execution, and overall performance of all ticket sales efforts for Sharks365 memberships, partial, and flex plans. This role will lead a high-performing sales team and collaborate cross-functionally to drive revenue growth, enhance the customer experience, and support long-term business goals.
Essential Duties and Responsibilities:
REVENUE GENERATION
- Oversee new business ticketing strategy, with focus on driving revenue through full season memberships, and partial ticket plans.
- Develop and lead partial ticket plan service, retention, and engagement strategy.
- Work in tandem with Director, Membership Services to formulate a plan to retain and grow Sharks365 membership annually.
- Directly supervise Manager, Inside Sales and lead strategy and execution of recruiting, developing, and training staff.
- Manage Account Executives responsible for new business revenue including Sharks365 memberships, partial, and flex plan sales.
- Ensure staff has tools, training, and support to drive revenue results.
- Partner with other Ticket Sales & Service leadership on development programs to build a strong pipeline of future leaders at Team Teal.
- Exceed Sharks revenue targets as assigned.
- Work with Brand and Business Intelligence team to develop strategic plans for sales campaigns.
- Create incentive programs that motivate the team to reach their revenue targets.
- Provide detailed and accurate sales forecasting as requested.
SALES FULFILLMENT
- Clearly communicate and manage logistics and fulfillment for all elements of partial and flex ticketing plans.
- Be a visible and accessible presence for our partial and flex clients, engaging them at games and events and being available for staff as needed.
CROSS-FUNCTIONAL COLLABORATION
- Lead the short and long-term strategic Inside Sales recruiting strategy with Manager, Inside Sales.
- Work in partnership with other key internal stakeholders to solicit feedback and ensure collaboration on projects, campaigns, and technology.
- Ensure CRM platform is being used effectively to track customer interactions, sales pipelines, and reporting needs.
Minimum Qualifications
- Minimum of 10+ years of progressively responsible and relevant industry experience
- Bachelor’s Degree or comparable industry experience required.
- Management experience required, with preferably 5 years of leadership experience in the sport or live event industry.
- Must possess excellent leadership skills with a track record of people development and ticket sales success.
- Exemplify and teach excellence in both sales skills/process and customer relationship building practices.
- Ability to build successful relationships within the organization and externally with members
- Experience developing and managing a budget strongly preferred.
- Advanced level of understanding of Ticketmaster’s Archtics preferred.
- High proficiency with the Microsoft suite of products.
- Understanding and experience using CRM platforms.
- Excellent verbal and written communication skills.
- Strong interpersonal skills with ability to problem-solve in real time.
- Strong work ethic and high intellectual curiosity.
- Operate with a high degree of autonomy, setting direction and driving initiatives independently while demonstrating proactive leadership, and sound judgment.
- Exhibit good judgment and decision-making skills, as well as ability to manage your own time and implement your own schedule.
- Cultivate relationships across departments and business functions in order to foster effective teamwork throughout the organization.
- Excellent interpersonal skills with ability to maintain positive working relationships.
- Night and weekend work required, including working non-hockey related events and/or on holidays.
- Highly effective communicator with strong written, verbal and presentation capabilities
- Proficiency in Microsoft Office Suite, KORE and Ticketmaster software preferred
- Exhibit good judgement and decision-making skills, as well as the ability to manage your own time and implement your own schedule
Physical Requirements
The following tasks must be completed with or without accommodation.
- Ability to sit, stand and utilize a computer for extended periods of time
- Communicate via phone and email with a variety of individuals
- Ability to bend at the waist, reach overhead and lift up to 15 lbs with or without accommodation
- Physically navigate stairs and catwalks at SSE facilities during normal work hours and events with or without accommodation
- Ability to work occasional extended hours including nights, weekends, holidays (all with advance notice)
- May be required to travel to other company locations
- May be required to attend conference, events, and training sessions within Bay Area or in- or out-of-state locations.
What We Offer
- Competitive compensation (base salary and variable incentive plan)
- Medical/Dental/Vision/Flexible Spending Accounts (all LGBTQ+ friendly)
- Pretax Transportation Benefit
- 401K (pre-tax and Roth options)
- Generous Paid Time Off Policy
- Minimum of 10 Paid Holidays and Wellness Days per year
- Complimentary or discounted sports and concert tickets
- Other League & partner discounts
- Central office location in downtown San Jose at the heart of Silicon Valley; convenient access to Caltrain, VTA, major freeways and free parking
- An inclusive culture which values diversity of background and a passion to improve our SSE’s commitment to change with impact on our community and industry
- Potential for flexible scheduling and telework opportunities
- Access to on-site EV charging stations on non-event days
This position is not eligible for U.S. work authorization sponsorship.
Summary:
Born in 1991, Sharks Sports and Entertainment (“SSE”) has grown into a multi-faceted organization that includes the SAP Center, the NHL San Jose Sharks, the AHL San Jose Barracuda, the Tech CU Arena, three Sharks Ice facilities, and the non-profit Sharks Foundation. Additionally, we are growing our organization through expansion in the Bay Area and surrounding communities in Northern California.
Summary:
Born in 1991, Sharks Sports and Entertainment (“SSE”) has grown into a multi-faceted organization that includes the SAP Center, the NHL San Jose Sharks, the AHL San Jose Barracuda, the Tech CU Arena, three Sharks Ice facilities, and the non-profit Sharks Foundation. Additionally, we are growing our organization through expansion in the Bay Area and surrounding communities in Northern California.
We work and play in the Bay Area, and are deeply influenced by the technology, innovation, diversity, and commitment to excellence that surrounds us. Our culture is transforming to reflect those values, with an eye towards a pioneering, forward-thinking, and inclusive environment in sports and entertainment.
We live, work, and innovate by a set of Pioneering Principles:
T – Team success is more important than individual success
E – Exceptional experience is non-negotiable in everything we do
A – Appreciate others for their diversity and opinions
M – More risk leads to more rewards and expands our comfort zones
T – Trust that all teammates have the best intentions
E – Empower all teammates to make informed decisions
A – Always say what you really mean and do what you say
L – Lead by showing the respect to others you expect from them
We strive to unite people through a shared love of ice sports, entertainment, and our hometown. We are #TealTogether.
Our Commitment to Diversity, Inclusion & Belonging
Here at Team Teal, we recognize and celebrate that individuals come with a wealth of experience and talent well beyond any list of required skills and qualifications – in fact, we believe diversity of backgrounds and skills, combined with passion, are the most important keys to meaningful innovation and excellence. Therefore, we encourage people from all backgrounds to apply to our positions. Please let us know if you require accommodations during the interview process.
Equal Opportunity Employer
Sharks Sports and Entertainment is an equal opportunity employer. We accept our responsibility to make employment decisions without regard to race, religious creed, color, age, sex, sexual orientation, gender identity, gender expression, national origin, marital status, medical condition as defined by state law (genetic characteristics or cancer), physical or mental disability, military service or veterans’ status, pregnancy, childbirth and related medical conditions, genetic information, or any other classification protected by applicable federal, state, and local laws and ordinances.
Notice to Recruiters and Agencies
SSE recruits candidates directly, rather than through third-party recruiters or agencies. Under no circumstances will SSE pay a fee for candidates submitted or presented without a signed recruiting agreement in place between SSE and the recruiter or agency prior to the submittal; any submittal must be for requisition specifically and individually assigned in writing by SSE’s HR department. In the case of candidate(s) submitted or presented to SSE by a recruiter or agency without a signed agreement AND written assignment by SSE Human Resources, SSE explicitly reserves the right to pursue and hire those candidate(s) with no financial obligation to the recruiter or agency.
Here at Team Teal, we recognize and celebrate that individuals come with a wealth of experience and talent well beyond any list of required skills and qualifications – in fact, we believe diversity of backgrounds and skills, combined with passion, are the most important keys to meaningful innovation and excellence. Therefore, we encourage people from all backgrounds to apply to our positions. Please let us know if you require accommodations during the interview process.
Equal Opportunity Employer
Sharks Sports and Entertainment is an equal opportunity employer. We accept our responsibility to make employment decisions without regard to race, religious creed, color, age, sex, sexual orientation, gender identity, gender expression, national origin, marital status, medical condition as defined by state law (genetic characteristics or cancer), physical or mental disability, military service or veterans’ status, pregnancy, childbirth and related medical conditions, genetic information, or any other classification protected by applicable federal, state, and local laws and ordinances.
Notice to Recruiters and Agencies
SSE recruits candidates directly, rather than through third-party recruiters or agencies. Under no circumstances will SSE pay a fee for candidates submitted or presented without a signed recruiting agreement in place between SSE and the recruiter or agency prior to the submittal; any submittal must be for requisition specifically and individually assigned in writing by SSE’s HR department. In the case of candidate(s) submitted or presented to SSE by a recruiter or agency without a signed agreement AND written assignment by SSE Human Resources, SSE explicitly reserves the right to pursue and hire those candidate(s) with no financial obligation to the recruiter or agency.
Job Questions:
Do you now, or will you in the future require sponsorship for U.S. work authorization?
If you are not currently located in the San Jose area, would you consider relocating?
Do you have 10+ years of progressively responsible and relevant industry experience?
