Senior Director, Business Development

Position Title:

Senior Director, Business Development

R101277

Irvine, CA | Atlanta, GA | Dallas, TX | 3 Locations

Full 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.

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

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

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.

• 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.

• 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…