Senior Director, Business Development

100 LEARFIELD; Irvine (CA); On-site; USD 185,000 - 200,000; Full time

Benefits offered by this job

Medical, Dental, Vision

401(k) with Match

Paid Time Off

Parental Leave

Holiday Schedule

Job summary

Learfield seeks a strategic leader to drive growth for Paciolan's Performing Arts segment in the United States. You will own the full sales lifecycle from pipeline development to complex deal execution and renewal, while cultivating strong industry relationships with presenters and arts centers.

The role requires 8+ years in revenue growth within the performing arts ecosystem, robust executive-networking skills, and willingness to travel 30–50%.

Qualifications

• 8+ years of revenue growth experience in performing arts ecosystem or related technology platforms.
• Established relationships with stakeholders across touring Broadway presenters and arts centers.
• Deep understanding of performing arts landscape and local arts communities.
• Proven ability to build high-level relationships in industry settings and conferences.
• Experience with ticketing, marketing, development, and analytics tools.

Responsibilities

• Own strategic planning, development, and execution for the Performing Arts segment, including revenue, profit margin, and market share goals.
• Build and manage a robust pipeline targeting touring Broadway presenters and performing arts centers.
• Lead contract renewals and drive upsell initiatives with existing clients.
• Manage complex sales cycles, including RFP responses and executive-level negotiations.
• Maintain relationships with key decision-makers at client venues (Presidents, EDs, GMs, CMOs, CFOs).
• Represent Paciolan at industry events to strengthen brand presence and surface opportunities.
• Cultivate arts client community and surface a distinct client voice within the Paciolan ecosystem.
• Partner across Product, Marketing, Client Engagement, Finance, and Operations to coordinate growth.
• Accurately forecast revenue and maintain CRM data integrity.

Skills

Strategic planning

Revenue growth

Relationship management

Executive negotiations

Forecasting & CRM

Tools

CRM systems

Ticketing/arts analytics tools

Job description

Overview

This role leads growth and market expansion for Paciolan's Performing Arts segment, driving revenue, market share, and client engagement. It owns the full sales lifecycle — from pipeline development through complex deal execution and renewal — while cultivating strong industry relationships and community. This leader will shape the market narrative, partner cross‑functionally, and position Paciolan as the preferred integrated platform in the performing arts space.

Responsibilities

• Own strategic planning, development, and execution for the Performing Arts segment, including revenue, profit margin, and market share goals.
• Build and manage a robust pipeline targeting touring Broadway presenters and performing arts centers — prospecting, qualifying, presenting, negotiating, and closing new and expansion business.
• Lead the contract renewal process and drive upsell initiatives with existing clients to ensure long‑term partnerships.
• Manage complex sales cycles, including RFP responses and executive‑level negotiations.
• Maintain strong, ongoing relationships with key decision‑makers at client venues, including Presidents, Executive Directors, General Managers, CMOs, and CFOs.
• Represent Paciolan at industry events, conferences, and client meetings to strengthen brand presence and surface new opportunities.
• Cultivate Paciolan's arts client community, building a network that drives retention, referrals, and a distinct client voice within the Paciolan ecosystem.
• Partner across Product, Marketing, Client Engagement, Finance, and Operations to coordinate execution and remove barriers to segment growth.
• Accurately forecast revenue, maintain CRM data integrity, and report on segment performance.

Qualifications

• 8+ years of experience driving revenue growth within the performing arts ecosystem (e.g., presenters, performing arts centers, touring Broadway organizations, or related technology platforms).
• Established relationships with key stakeholders across touring Broadway presenters, performing arts centers, and resident companies.
• Deep understanding of the performing arts landscape (theater, dance, music) and the dynamics of local arts communities.
• Proven ability to build and maintain high‑level relationships with user groups, advisory boards, or industry communities in support of business development.
• Equally effective engaging executive stakeholders one‑on‑one and representing the organization in industry‑facing settings (conferences, events, client engagements).
• Experience with ticketing, marketing, development, and analytics tools.
• Willingness to travel overnight 30–50% of the time.

Physical Requirements

Ability to sit or stand at a desk for the majority of the day. Ability to travel by airplane and automobile to client meetings, sometimes out of state. Ability to use hands and fingers to operate a computer, telephone, keyboard and mouse. Ability to talk, hear and communicate clearly in person and via phone/video conferencing.

Compensation and Benefits

The approximate national base pay range for this position is $185,000 to $200,000. Individuals may also be eligible for an annual discretionary bonus and/or sales compensation based on individual and company performance. Pay rate will comply with all minimum federal, state, and local wage/salary requirements.

Benefits include Medical, Dental, Vision, Health Savings Account, Life Insurance, Flexible Paid Time Off (minimum 10+ days annually), Parental Leave, 20 Paid Holidays, 401(k) with Match, and Short/Long Term Disability. Leave benefits are consistent with state and local laws, including the Colorado Health Families and Workplaces Act.

Equal Opportunity Statement

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. Learfield is the leading media and technology company powering college athletics.