Director Of Account Growth

Director Of Account Growth

StubHub is on a mission to redefine the live event experience on a global scale. Whether someone is looking to attend their first event or their hundredth, we're here to delight them all the way from the moment they start looking for a ticket until they step through the gate. The same goes for our sellers. From fans selling a single ticket to the promoters of a worldwide stadium tour, we want StubHub to be the safest, most convenient way to offer a ticket to the millions of fans who browse our platform around the world.

We are seeking a strategic and results-driven Account Growth Director to lead enterprise account expansion, business development, and revenue growth initiatives. This role is responsible for driving high-impact client engagement, negotiating complex commercial agreements, managing Enterprise-level revenue targets, and unlocking meaningful cross-sell and upsell opportunities.

In addition to owning a portfolio of strategic accounts, the Account Growth Director will build, develop, and lead the Account Growth team. This is a highly visible leadership role that partners closely with the Head of Supply and Director of Sales to shape and execute our long-term growth strategy.

This position plays a critical role in ensuring sustained revenue growth, client retention, and competitive strength in the North American supply marketplace.

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

What You've Done:

• Strategic Leadership
• Drive enterprise growth strategy across the Account Growth organization.
• Partner with the Head of Supply to define growth priorities, KPIs, and performance benchmarks.
• Collaborate with the Head of Supply and Director of Sales to align post-onboarding growth initiatives.
• Build and maintain strong, multi-level executive relationships within client organizations.
• Identify emerging market opportunities and proactively propose expansion strategies.
• Account Growth & Revenue Ownership
• Develop and execute a scalable account growth framework to drive expansion and upsell.
• Own and manage Enterprise-level revenue targets.
• Identify strategic sales priorities aligned to company strategy and product lifecycle.
• Lead complex negotiations and high-impact client conversations.
• Serve as the escalation point for strategic client challenges within the Account Growth team.
• Build deep client relationships through discovery, strategic planning, and ongoing growth support.
• Oversee and track team and individual performance against quarterly KPIs.
• Team Leadership & Development
• Build, coach, and develop a high-performing team of Account Growth Managers (senior and junior).
• Provide strategic guidance across team-led initiatives and client projects.
• Identify performance gaps and implement corrective action plans as needed.
• Partner with the People Team, with Head of Supply approval, on performance management and organizational transitions.
• Foster deep domain expertise across the team in the North American supply landscape and relevant technology platform.
• Growth Initiatives & Innovation
• Design and implement scalable frameworks that ensure the Account Growth organization supports broader company objectives.
• Identify market share expansion opportunities and present structured proposals to senior leadership.
• Lead strategic initiatives that strengthen client value, retention, and long-term revenue impact.
• Reporting & Operational Excellence
• Define and track performance KPIs aligned to company objectives.
• Analyze account and team performance data to inform strategy and optimize outcomes.
• Deliver regular performance insights and strategic recommendations to the Head of Supply and VP of Growth.
• Ensure CRM hygiene and accurate documentation of client interactions and pipeline progress within Salesforce.

What You'll Do:

• Bachelor's degree in Business Administration, Marketing, or related field preferred. Advanced degree is a plus.
• 8+ years of experience in B2B account management, business development, or client relationship leadership.
• Demonstrated success leading high-performing teams in a senior or strategic capacity.
• Proven track record of growing high-value Enterprise accounts and exceeding revenue targets.
• Experience navigating cross-functional environments and advocating for account growth priorities in strategic discussions.
• Strong strategic thinking with a clear focus on revenue growth and client success.
• Exceptional negotiation and executive-level communication skills.
• Ability to influence across functions and organizational levels.
• Advanced proficiency in Salesforce CRM and Microsoft Office Suite (Excel, PowerPoint, Word).
• Strong analytical capability with the ability to translate data into actionable strategy.
• Highly proactive and resourceful, anticipating risks and opportunities before they escalate.
• Experience building, mentoring, and scaling high-performing teams.
• Experience partnering cross-functionally with Sales, Product, Marketing, and Operations.
• Strong understanding of the North American supply ecosystem and ticketing technology landscape.
• Ability to thrive in a fast-paced, performance-driven environment.
• Comfortable balancing strategic thinking with hands-on execution.

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.

Salary Range: $200,000 - $250,000 USD

About Us: StubHub is the world's leading marketplace to buy and sell tickets to any live event, anywhere. Through StubHub in North America and viagogo, our international platform, we service customers in 195 countries in 33 languages and 49 available currencies. With more than 300 million tickets available annually on our platform to events around the world -- from sports to music, comedy to dance, festivals to theater -- StubHub offers the safest, most convenient way to buy or sell tickets to the most memorable live experiences. Come join our team for a front-row seat to the action.

We are an equal opportunity employer and value diversity on our team. We do not discriminate on the basis of race, color, religion, sex, national origin, gender, sexual orientation, age, disability, veteran status, or any other legally protected status.