Director of Distribution Partnerships

Director of Open Distribution Partnerships

New York, New York, United States

Stub Hub 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 Stub Hub to be the safest, most convenient way to offer a ticket to the millions of fans who browse our platform around the world.

Stub Hub 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:
Stub Hub 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.

Stub Hub 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.

Location:

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

• Business development & vertical strategy
  • Build Stub Hub’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
  • 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 Stub Hub 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

• 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…