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Director of Business Development

San Francisco, California, United States

Director of Business Development

Full-time | San Francisco | California | United States

THE CHALLENGE

Over the past 10 years, the Eventbrite team has grown from a small, but mighty group in San Francisco, CA to a global community of 1,000+ employees in over 12 countries.  As we have expanded, we have had delivered technology and services to support the business operations of over 700 million event creators. Eventbrite’s success to date has been driven by a combination of organic growth, targeted acquisitions, and synergistic partnerships.   


A major focus of our strategic plan has been an investment in extending the value of our platform through global and local partnerships.   Our Spectrum marketplace enables third parties to offer solutions via extensions to our ticketing and registration platform to deliver a wide array of solutions to Eventbrite clients.  At present, over 100 partners and 10k developers connect through Spectrum to provide event creators with email marketing, advertising and promotions, CRM, fundraising, printing, onsite operations, financial services, and many value-added offerings.   


Our distribution partnership team has also assembled a network of leading technology and media companies to help event-goers find the best events and experiences in over 170 countries around the world.  These partnerships enable event creators to promote events and sell tickets through Facebook, Instagram, Google, YouTube, Spotify, Pandora, and other network partners. Beyond our Spectrum marketplace and Distribution network, Eventbrite also structures custom partnerships on a case-by-case basis.   


Our goal is clear.  We are laser-focused on being the world’s leading ticketing and event technology platform.  To accomplish this, we are building the world’s leading business development team. Are you ready for this challenge?


THE TEAM

As Director of Business Development, you will join and lead a dynamic team that drives our partnerships in the United States and in international markets.   You will report into the Vice President of Business & Corporate Development, based in San Francisco. You will be responsible for managing two business development managers, with plans for additional hires.  


THE ROLE

As leader of partnerships, you will own the overall success of the team.  You will be responsible for developing a global partnership strategy, building a robust pipeline of prospective partners, negotiating and closing agreements, managing partners, and driving overall performance.  You will work closely with a wide array of cross-functional stakeholders -- including Product, Engineering, Legal, Communications, Sales and Marketing -- to ensure partnerships are executed flawlessly and deliver value to the business. You will be responsible for reporting on the success of your team, and you will act as the liaison between the team and company leadership.

YOU WILL

  • Pipeline:  You will be responsible for identifying viable business targets for Eventbrite’s Spectrum marketplace, Distribution network, and custom-built Strategic partnerships.  You will also explore opportunities in platform licensing, co-development, joint ventures, value-added reseller, and other collaboration structures.
  • Opportunity Evaluation:  You will be responsible for preparing detailed evaluations of pipeline opportunities, which include assessments of targets’ business, team, financial models, competitive environment, and strategic fit.  Related, you will evaluate the live event technology market and identify new areas of growth.
  • Diligence: You will lead and coordinate internal resources for due diligence, including input on the legal, regulatory, product development, and go-to-market aspects of potential transactions.
  • Deal Terms:  You will develop and negotiate deal terms for partnership agreements.  This will require you to work effectively with key stakeholders within Eventbrite to develop proposals to present to prospective partners.  You will lead negotiations that result in favorable business arrangements for Eventbrite.
  • Influence:  Through written documents and oral presentations, you will be required to persuade key internal stakeholders to move forward with your recommendations.  You should be prepared to deliver recommendations to Eventbrite’s CEO, CFO, and Board of Directors to ensure organizational buy-in.
  • Leadership:  After executing partnership agreements, you will be the point person for partners to drive mutual success.  This will involve internal communications and cross-departmental networking to ensure that Eventbrite personnel understand objectives, requirements, and timing.  You will need to be an effective networker to navigate across functions, ranging from product and engineering to marketing and finance.
  • Management:  You will manage the individual performance of the Business Development Managers and help grow their skill sets.  By coaching on pipeline maintenance, negotiations, and partnership management, you will ensure career progression and job satisfaction for your team of Britelings.

THE SKILL SET

  • 8+ years of business development and partnerships experienceBusiness development success within the SaaS, Technology, or Ticketing sector
  • Experience working with developers and explaining technical concepts
  • Passionate and knowledgeable about platforms, with strong technical level understanding of APIs and platform development
  • 4+ years experience managing a team, mentoring/coaching, and developing skills of individual contributors
  • Track record of managing a larger number of customer/partners; ability to parallel process multiple projects
  • Excellent negotiation skills, with a proven track record of closing agreements on mutually favorable terms; strong aptitude working with legal contracts
  • A demonstrated ability to multi-task and to individually accomplish large amounts of work. The candidate will be expected to drive multiple initiatives at one time in a fast moving environment where the expectations to always deliver results will be high
  • A demonstrated track record of effectively working across departments, across functionality, and across organizations
  • Experience in working with senior management to align sales strategies and solutions, including ability to effectively communicate with a C-level audience
  • Self-starter with proven track record of execution
  • Bachelor’s degree

BONUS POINTS

  • MBA and/or JD from a top program
  • Knowledge of Eventbrite’s target markets (music ticketing, registration, self-service ticketing and the B2B events market)
  • Global transaction experience and perspective, evidenced by a track record of sourcing and executing transactions with entities outside the US
  • Facility troubleshooting API-related issues and testing API functions
  • Fluency writing and running SQL queries
  • Experience using Google Analytics
  • Knowledge of affiliate marketing programs and tactics

ABOUT EVENTBRITE

Eventbrite powers ticketing and registration for more than two million live experiences each year, hosting the world’s largest online selection of events. We build technology that allows anyone to create, share, find and attend events of all kinds. Music festivals, marathons, conferences, hackathons, political rallies, fundraisers, gaming competitions— you name it, we power it.   


IS THIS ROLE NOT AN EXACT FIT?

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Eventbrite is committed to equality of opportunity for all staff, and applications from all suitably qualified individuals are encouraged, regardless of age, disability, sex, gender reassignment, sexual orientation, pregnancy and maternity, race, religion or belief and marriage and civil partnerships.

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