Director of Open Distribution Partnerships

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.

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.

The anticipated gross base pay range is below for this role. Actual compensation will vary depending on factors such as a candidate’s qualifications, skills, experience, and competencies. Base annual salary is one component of StubHub’s total compensation and competitive benefits package, which includes equity, 401(k), paid time off, paid parental leave, and comprehensive health benefits.

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.

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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.