Senior Director​/Director of Sales & Partnerships

The Opportunity
Team Liquid is looking for a Senior Director / Director of Sales & Partnerships, NA to lead our Sales & Partnerships function by driving partnership revenue, developing and expanding strategic partner relationships, and ensuring the successful execution of partnership commitments.
In this role, you will be responsible for setting sales and partnership strategy, leading and developing the team, managing key partner relationships and negotiations, and collaborating across the organization to maximize commercial growth and long-term partner value.
Location: Los Angeles, CA. Candidates must be available to work onsite at our office at least three days per week.

• Team Leadership
  • Lead and oversee the Sales & Partnerships team, actively supporting their growth and development within the department and across Team Liquid.
  • Manage, coach and develop the Senior Manager, Sales & Partnerships, including goal-setting, regular one-to-ones and performance reviews to company policy.
  • Allocate account and pipeline responsibility clearly, so ownership is never ambiguous.
  • Review work before it reaches a partner, and raise the standard of proposals, reporting and written communication across the team.
  • Contribute to the development of departmental processes and best practice.
  • Provide updates to management on deal flow across sales and partnership opportunities, including deliverable execution, campaign reporting, and relationships established at events.
  • Contribute to strategic projects and initiatives focused on the department and broader organization.
  • Lead major strategic initiatives aimed at advancing the Partnerships department and supporting organizational goals.
  • Drive the development and implementation of departmental strategies, policies, and procedures in alignment with overall business objectives.
  • Collaborate closely with executive leadership to provide strategic insights and recommendations for organizational growth and development.
  • Represent the Partnerships department in cross-functional leadership meetings and initiatives.
• Strategic Account Management
  • Oversee the ongoing management and execution of all projects and deliverables associated with Team Liquid's partners, ensuring high-quality execution and timely delivery.
  • Cultivate and maintain strong relationships with key client stakeholders at partner companies, from brand and product marketing through to senior leadership.
  • Lead the full lifecycle of partnership deliverables - activation planning, product integration, content, live events, training facilities and team naming rights - ensuring execution to a standard that justifies the relationship's tenure.
  • Build and pursue a structured upsell plan: new titles, new territories, new inventory, product co-development, player and creator rights, facility and venue components, and cross-business-unit opportunities across Liquid Media, Liquipedia and Talent.
  • Plan, forecast and execute renewals well ahead of term, with a business case grounded in performance data rather than relationship goodwill.
  • Own reporting to the partner: campaign performance, KPIs, audience and media value, delivered on a predictable cadence.
  • Monitor and manage COGS on the account, maintaining margin standards and flagging variance early.
  • Serve as the primary point of contact for high-level partnership discussions and negotiations, representing Team Liquid's interests and driving outcomes aligned with organizational goals and objectives.
  • Collaborate closely with internal stakeholders to develop and execute partnership strategies that drive growth and innovation across Team Liquid platforms.
  • Travel as needed to execute partner deliverables and fulfill responsibilities, which may occasionally require work outside of normal business hours and on weekends based on partner requirements and project demands.
• New Business and Pipeline
  • Lead the development and execution of the sales strategy for Team Liquid's partnership portfolio in North America, ensuring alignment with organizational goals and objectives.
  • Carry a personal new-business target alongside the account and direct the sales teams in setting and achieving ambitious revenue targets, providing guidance, support, and mentorship to drive performance.
  • Maintain an accurate, weekly-updated pipeline view for yourself and your direct reports.
  • Represent Team Liquid at industry events and build the network that feeds the pipeline.
  • Develop customized proposals aligned to partner objectives, collaborating closely…