Director, Partnership Sales

D.C. United; Washington (District of Columbia); Hybrid; USD 180,000 - 280,000; Full time

Job summary

D.C. United is seeking a Director of Partnership Sales to generate new corporate partnership revenue by identifying, developing, negotiating, and closing integrated marketing partnerships across the club's assets.

The role requires executive-level relationship building, strategic thinking, and a consultative selling approach to deliver measurable value. The successful candidate will collaborate with multiple teams, manage a healthy sales funnel, and consistently exceed revenue goals while

Qualifications

• Bachelor’s degree or equivalent professional experience.

Responsibilities

• Develop and execute a strategic business development plan to drive new corporate partnership revenue.
• Build and maintain a robust sales pipeline to meet monthly, quarterly, and annual revenue objectives.
• Conduct consultative discovery meetings to understand partners' goals and create customized partnership solutions.
• Create and sell integrated partnership proposals leveraging club assets and partner platforms.
• Present recommendations to C-suite executives and marketing leaders with confidence.

Skills

Consultative selling

Executive relationship management

Business development

Strategic prospecting

Pipeline management

Storytelling & presentation

Negotiation & closing

Financial analysis

CRM proficiency

Education

Bachelor's degree or equivalent experience

Tools

KORE

Salesforce

Job description

Position Summary

D.C. United is seeking an experienced, strategic, and results-oriented sales professional to join our Corporate Partnerships team as Director, Partnership Sales. This individual will be responsible for generating new partnership revenue by identifying, developing, negotiating, and closing fully integrated marketing partnerships across D.C. United, Audi Field, DC Power FC, and other club assets. The ideal candidate is a consultative seller with a proven history of building executive-level relationships, uncovering business objectives, and creating customized marketing solutions that deliver measurable value. This individual thrives in a fast-paced, collaborative environment and is motivated by exceeding revenue goals while building long-term strategic partnerships.

Essential Functions & Responsibilities

• Develop and execute a strategic business development plan to generate new corporate partnership revenue.
• Prospect, qualify, and cultivate senior-level decision-makers across targeted industries through outbound outreach, networking, referrals, and business development initiatives.
• Build and maintain a robust sales pipeline that supports monthly, quarterly, and annual revenue objectives.
• Conduct consultative discovery meetings to understand prospective partners' business goals and develop customized partnership solutions.
• Create, present, and sell integrated partnership proposals leveraging D.C. United, Audi Field, DC Power FC, hospitality, media, digital, social, community, experiential, and promotional assets.
• Develop annual category strategies to identify whitespace opportunities and maximize revenue growth across key business sectors.
• Present partnership recommendations to C-suite executives, marketing leaders, and agency decision-makers with confidence and professionalism.
• Negotiate partnership agreements in collaboration with Finance and Legal to maximize long-term value for both the Club and its partners.
• Achieve and exceed annual new business revenue goals while maintaining strong forecasting accuracy.
• Maintain accurate pipeline management, forecasting, and sales activity within the Club's CRM platform (KORE).
• Utilize business intelligence platforms such as SponsorUnited, ZoomInfo, LinkedIn Sales Navigator, and other prospecting resources to identify and develop qualified opportunities.
• Collaborate closely with Partnership Solutions, Activation, Marketing, Brand, Community Relations, Events, Ticketing, and Stadium Operations to develop innovative partner programs.
• Participate in renewal and upsell opportunities by identifying incremental revenue opportunities within existing accounts.
• Represent D.C. United at matches, club events, league meetings, networking events, and other business functions.
• Stay informed on sponsorship trends, marketplace activity, emerging categories, and competitive landscape to proactively identify new business opportunities.
• Serve as a trusted advisor to prospective partners by delivering solutions that help achieve their business and marketing objectives.

Success Metrics

Success In This Role Will Be Measured By

• Achievement of annual new business revenue goals.
• Development and management of a healthy qualified sales pipeline.
• Executive-level meetings secured with prospective partners.
• Accurate CRM utilization and sales forecasting.
• Quality and effectiveness of partnership proposals.
• Cross-functional collaboration and execution.
• Contribution to department culture through accountability, teamwork, and continuous improvement.

Qualifications

• Bachelor's degree or equivalent professional experience.
• Five - seven (5-7) years of successful B2B sales experience, including at least three (3) years selling complex marketing partnerships, sponsorships, media, enterprise solutions, or comparable consultative sales offerings.
• Demonstrated history of consistently achieving and exceeding annual sales goals.
• Experience developing executive-level relationships with Fortune 1000 companies and senior business leaders.
• Experience selling integrated marketing partnerships valued at $250,000+ annually is strongly preferred.
• Strong understanding of consultative sales methodologies and solution-based selling.
• Experience utilizing CRM platforms such as KORE, Salesforce, or equivalent.
• Ability to work evenings, weekends, and select holidays as business needs require.
• Bilingual (Spanish) is a plus.
• The selected candidate must be able to successfully pass a background check.

Professional sports experience is welcomed but not required. Candidates with proven success in enterprise B2B sales, media, technology, financial services, hospitality, advertising, or other consultative sales industries are strongly encouraged to apply.

Core Competencies

• Consultative Selling
• Executive Relationship Management
• Business Development
• Strategic Prospecting
• Pipeline Management
• Financial Acumenn
• Storytelling and Presentation Development
• Negotiation and Closing Skills
• Business Case Development
• Strategic Thinking
• Client Relationship Management
• Emotional Intelligence
• Cross-Functional Collaboration
• Adaptability and Resilience
• Exceptional Written and Verbal Communication
• Organizational Excellence
• Proficiency in Microsoft Office and CRM Platforms

Preferred Experience

Candidates with experience in one or more of the following industries are encouraged to apply:

• Professional Sports
• Media Sales
• Advertising
• Technology
• Hospitality
• Financial Services
• Enterprise Software
• Business Consulting
• Marketing Agencies
• Entertainment
• B2B Enterprise Sales

Our Culture

At D.C. United, We Believe Exceptional Partnerships Are Built Through Collaboration, Creativity, Accountability, And Outstanding Client Service. We Are Looking For Professionals Who Are

• Competitive while remaining team-first.
• Curious and solutions-oriented.
• Highly accountable and self-motivated.
• Relationship builders with exceptional integrity.
• Comfortable navigating ambiguity in a fast-paced environment.
• Passionate about helping brands achieve measurable business outcomes.
• Committed to continuous learning and professional development.

Work Environment

• Hybrid work environment with regular presence at Audi Field.
• Attendance at D.C. United matches, club events, partner activations, and networking functions is expected.
• Occasional travel for client meetings, league events, conferences, and industry functions may be required.

Why D.C. United

D.C. United is one of Major League Soccer's founding clubs and among the most successful organizations in American soccer history. Our Corporate Partnerships team collaborates with leading regional, national, and global brands to develop innovative marketing platforms that create meaningful business impact while connecting with one of the nation's most passionate and diverse fan bases. Joining D.C. United means becoming part of a collaborative, entrepreneurial organization committed to innovation, excellence, and delivering world-class experiences for our partners and supporters.

Equal Opportunity Employer

D.C. United is committed to uplifting our community, staff, and club. We are seeking candidates to be a part of our journey in our quest for continued organizational growth and another MLS Cup.

D.C. United will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform critical job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

D.C. United is an equal opportunity employer (EOE). D.C. United reaffirms its commitment to the principles of equal opportunity and diversity. D.C. United is proud to be an equal opportunity workplace and is an affirmative action employer. D.C. United is committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, pregnancy, religion, creed, sex, national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, gender expression, veteran status, or any other protected status in accordance with the requirements of all federal, state, and local laws. Employment decisions can include hiring, termination, compensation, benefits, promotion, training selection, or other statuses or conditions of employment. All employment decisions are made on the basis of individual skills, knowledge, abilities, job performance, and other appropriate qualifications.