Senior Business Development Manager - University of California, Berkeley

Learfield IMG College; Berkeley (CA); On-site; USD 105,000 - 168,000; Full time

Benefits offered by this job

Medical benefits

Dental & Vision

401(k) + Match

Paid holidays

Paid time off

Parental Leave

Job summary

Learfield IMG College is seeking a strategic, results-oriented Senior Business Development Manager to lead sponsorships for the University of California, Berkeley. You will manage high-value accounts, drive renewal strategies, and close new partnerships across digital, broadcast, and in-venue platforms.

This full-time role requires 6+ years in external B2B sales, strong negotiation and relationship-building skills, and comfort with CRM systems.

Qualifications

• Typically 6+ years of outside, consultative, or B2B sales experience.
• Proven success managing a book of business and exceeding revenue goals.
• Ability to build marketing strategies tailored to client needs.
• Advanced negotiating skills and ability to influence senior-level decision makers.
• Excellent communication, presentation, and relationship-building skills.
• Comfort navigating CRM systems and working within a performance-driven sales environment.
• Ability to work evenings and weekends as needed for game days and events.

Responsibilities

• Meet and exceed revenue goals through new business development and renewals.
• Own the full sales cycle from prospecting to closing and post-sale execution.
• Cultivate relationships with prospective and existing clients at various events.
• Manage a defined book of high-value accounts and renewals.
• Develop integrated sponsorship proposals across digital, social, broadcast, and in-venue platforms.
• Lead renewal planning and identify opportunities to grow partnerships.
• Collaborate with university partners, corporate sponsors, and internal teams to fulfill campaigns.
• Mentor junior sellers and support local leadership in performance improvements.
• Represent the property at client meetings and industry events, including evenings and weekends.

Skills

Outside sales

Book of business

Marketing strategy

Negotiation

Communication skills

CRM proficiency

Evenings/weekends

Education

Bachelor's degree

Job description

Position Title: Senior Business Development Manager - University of California, Berkeley

Requisition ID: R101459

Location: Berkeley, CA

Full/Part-Time: Full time

Learfield is the leading media and technology company powering college athletics. Through its digital and physical platforms, Learfield owns and leverages a deep data set and relationships in the industry to drive revenue, growth, brand awareness, and fan engagement for brands, sports, and entertainment properties. With ties to over 1,200 collegiate institutions and over 12,000 local and national brand partners, Learfield's presence in college sports and live events delivers influence and maximizes reach to target audiences. With data-based solutions for a 365-day, 24/7 fan experience, Learfield enables schools and brands to connect with fans through licensed merchandise, game ticketing, donor identification for athletic programs, exclusive custom content, innovative marketing initiatives, NIL solutions, and advanced digital platforms. Since 2008, it has served as title sponsor for the acclaimed Learfield Directors' Cup, supporting athletic departments across all divisions.

Our people-first culture is the foundation of our business and is reflective of our approach to building meaningful relationships with our employees, partners, and fans. The company strives each day to deliver the mission statement and embody the core values that make Learfield an exciting place to work.

Our Mission

Powering the connection of fans to the brands and experiences they love.

Our Core Values

Build Trust | Be Fans of One Another | Power Tomorrow | Create & Connect Communities | Have Fun

We're seeking a strategic, results-oriented sales professional to join our growing sponsorship team. If you have a passion for sports and a track record of cultivating meaningful partnerships, this is your opportunity to lead high-value accounts and help drive revenue growth in a dynamic, fast-paced environment. In this role, you will manage a diverse portfolio of sponsors, oversee complex campaigns, and play a key role in both renewal strategy and new business development. You'll lead sales efforts from pitch to close, collaborate with internal and university stakeholders, and help shape our presence in the marketplace. This position is ideal for a seasoned closer who thrives on both autonomy and impact.

Essential Duties & Responsibilities:

• Meet and/or exceed assigned revenue goals through new business development and strategic renewals.

• Own the full sales cycle, including prospecting, relationship development, proposal creation, presentations, contract negotiation, closing, and post-sale execution.

• Regularly meet with prospective and existing clients at their places of business, athletic events, or other off-site locations to cultivate relationships, present sponsorship opportunities, and secure new and expanded partnerships.

• Manage a defined book of business, including high-value accounts and key partnership renewals.

• Develop integrated sponsorship proposals across digital, social, broadcast, in-venue, and experiential platforms that align with client objectives and university assets.

• Lead strategic renewal planning and identify opportunities to grow existing partnerships in collaboration with sales leadership.

• Build and maintain strong relationships with university partners, athletic department staff, corporate partners, and internal stakeholders, serving as a trusted representative of both LEARFIELD and the university.

• Partner with internal teams to ensure seamless campaign execution and fulfillment, maintaining alignment with client expectations and contractual commitments.

• Serve as a mentor and resource to junior sellers while supporting local leadership in advancing overall team performance.

• Represent the property at client meetings, hospitality events, industry functions, and athletic events, including evenings and weekends as needed.

• Stay informed on industry trends, sponsorship best practices, brand activations, digital marketing strategies, and emerging platforms to identify new revenue opportunities.

• Perform other related duties as assigned.

Minimum Qualifications:

• Typically 6+ years of successful outside, consultative, or business-to-business sales experience with demonstrated responsibility for developing new business and managing client relationships.

• Demonstrated success managing a book of business and exceeding revenue goals

• Strong ability to build marketing strategies tailored to client needs

• Advanced negotiating skills and ability to influence senior-level decision makers

• Excellent communication, presentation, and relationship-building skills

• Comfort navigating CRM systems and working within a performance-driven sales environment

• Ability to work evenings and weekends as needed for game days and events

Preferred Qualifications:

• Experience selling integrated sports marketing partnerships including major media (signage, radio, social, digital, etc.)

• Knowledge of digital marketing platforms, content sponsorship, and campaign analytics

• Bachelor's degree from an accredited four-year college or university

The approximate national base pay range for this position is $105,000 to $168,000. Please note that this is a good faith estimate for the position at the time of posting. Individuals may also be eligible for an annual discretionary bonus and/or sales compensation based on individual and company performance. Placement on the range may vary based on factors including but not limited to job-related knowledge, skills, and experience, and geographic location. The pay rate will comply with all minimum federal, state, and local wage/salary requirements.

Learfield offers a full spectrum of benefits for eligible employees including Medical, Dental, Vision, Health Savings Account, Life Insurance and Other Insurance Plans, Flexible Paid Time Off (minimum 10+ days annually), including Parental Leave, 20 Paid Holidays, 401(k) + Match, and Short/Long Term Disability. Leave benefits are consistent with state and local laws, including the Colorado Health Families and Workplaces Act.

Learfield is an Equal Opportunity Employer. We provide equal employment opportunities to applicants and employees without regard to race; color; sex; gender identity; sexual orientation; religious practices and observances; national origin; pregnancy, childbirth, or related medical conditions; status as a protected veteran or spouse/family member of a protected veteran; or disability.