Director of Convention & Expo Partnerships

StubHub is reimagining ticket distribution with our Open Distribution strategy — giving rights holders the tools and infrastructure to sell directly to fans through the world’s largest ticketing marketplaces: StubHub and Viagogo. The Open Distribution Partnerships team enables sports organizations to control how and where their tickets are distributed, priced, and marketed — reaching over 80 million monthly event buyers worldwide.

StubHub is hiring a Director, Conventions & Expos Partnerships to build and scale Open Distribution partnerships across conventions, fan events, and expos (e.g., pop culture conventions, gaming events, hobby/collector shows, and large-scale consumer/trade expos). This is a quota-carrying, high-visibility role for a true seller — someone who can originate deals, close complex partnerships, and operationalize ticket distribution for event formats that rely heavily on badges, credentials, RFID, transfers, and on-site fulfillment.

You’ll own the full partnership lifecycle: targeting, outreach, pitch, negotiation, contracting, onboarding, launch, and growth. You’ll work cross-functionally with Product/Engineering, Ops/Fulfillment, Legal, Risk/Fraud, Marketing, and Finance to ensure each event goes live cleanly and performs

Location: Hybrid (3 days in office/2 days remote) – New York, NY or Century City, CA

What You'll Do:

• Business development & vertical strategy
  • Build StubHub’s Open Distribution strategy for Conventions & Expos: segmentation, target account list, partnership packaging, and annual plan.
  • Identify, pitch, and close Open Distribution partnerships with:
• Event organizers / IP owners (fan conventions, consumer shows, conference producers)
• Exhibition organizers and portfolios (large multi-show producers)
• Venue-owned event businesses and expo centers running ticketed events
• Own a multi-quarter pipeline: prospecting, discovery, proposals, negotiation, and close.
• Deal execution:
  • Lead commercial negotiations: distribution rights, primary inventory access, pricing/fee constructs, marketing & sponsorship opportunities, reporting, and launch timelines.
  • Close multi-year agreements and deliver measurable incremental ticket volume and revenue.
• Ticketing + credentialing expertise (critical for conventions/expos)
  • Design the operating model by event type, including
    • Ticket/badge types (single-day, multi-day, VIP, add-ons, bundles, timed entry, exhibitor/industry badges where applicable)
    • Credential rules and edge cases (badge activation, transfers/acceptance windows, name/email-based assignment, will-call vs ship-to-home, RFID/wristband flows)
    • Translate event-specific requirements into scalable onboarding checklists and partner playbooks.
• Cross-functional launch & growth
  • Coordinate internal stakeholders to onboard partners successfully: inventory ingestion, event creation, fulfillment rules, CX readiness, fraud/risk controls, and marketing activation.
  • Represent StubHub at industry conferences and at partner events (expect ~30–50% travel depending on seasonality)
  • Own post-launch growth: performance reviews, inventory expansion, new event adds, renewal/upsell.
• Reporting & leadership
  • Track and forecast pipeline health, partner performance, and commercial impact; communicate weekly/monthly updates to leadership.
  • Contribute to Open Distribution roadmap by surfacing repeatable product needs specific to badge-heavy, multi-day events

What You've Done:

• 10+ years in partnerships / business development / sponsorship & exhibitor sales ideally in events, exhibitions, live entertainment, or event technology.
  • Experience in Ticketing for these types of events is a must
• Proven history of closing complex B2B deals (multi-stakeholder, legal/commercial complexity, multi-year value).
• Deep working knowledge of how conventions/expos run: 
  • Badge/credentialing models (including RFID/credential linking, on-site check-in, ticket/badge transfer rules). 
• Comfort operating like a GM for your vertical: you can sell, but you also understand, launch, ops, and what makes partners successful.
• Strong CRM hygiene and forecasting discipline (HubSpot or similar).
• Experience at organizers/operators known for large-scale conventions and exhibitions
• Experience working with (or selling) event ticketing + on-site operations platforms that support “on sale to on-site,” including admissions/box office and RFID.
• Experience building partnerships that blend primary distribution with marketplace reach

What We Offer:

• Accelerated Growth Environment: Immerse yourself in an environment designed for swift skill and knowledge enhancement, where you have the autonomy to lead experiments and tests on a massive scale.
• Top Tier Compensation Package: Enjoy a rewarding compensation package that includes enticing stock incentives, aligning with our commitment to recognizing and valuing your contributions.
• Flexible Time Off: Embrace a healthy work-life balance with unlimited Flex Time Off, providing you the flexibility to manage your schedule and recharge as needed.
• Comprehensive Benefits Package: Prioritize your well-being with a comprehensive benefits package, featuring 401k, and premium Health, Vision, and Dental Insurance options.