Director of Venue Partnerships (West)

StubHub is reimagining ticket distribution with our Open Distribution strategy — giving rights holders the tools and infrastructure to sell directly to fans through the world’s largest ticketing marketplaces: StubHub and Viagogo. The Open Distribution Partnerships team enables sports organizations to control how and where their tickets are distributed, priced, and marketed — reaching over 80 million monthly event buyers worldwide.

StubHub is redefining how fans discover, buy, and enjoy live events. We’re hiring a Director of Venue Partnerships to build and scale our relationships with theaters, historic venues, clubs, arenas and mixed-use cultural spaces across North America. Your mandate: secure the right to distribute venue inventory on StubHub (and across open distribution when needed), prove sell-through, and turn venues into durable, data-rich growth partners.

You’ll own the end-to-end venue motion — from mapping decision makers and negotiating commercial models to standing up integrations and activating demand using our platform levers. You’ll start as a player-coach and, as the book grows, recruit and lead a high-performing team of partnership/account managers.

Location: Hybrid (3 days in office/2 days remote) – New York, NY or Santa Monica, CA

What You'll Do:

• Win the venue: Build a targeted pipeline of regional theaters, club/theater rooms, and destination venues. Build relationships with all relevant stakeholders across the CRO, Ticketing, and Programming teams - securing rights to distribute inventory via Open Distribution and open distribution models.
• Partner enablement: Partner with Product and Engineering to onboard venues through direct issuance and primary integrations; ensure inventory quality, dynamic pricing enablement, and multi-channel broadcast where appropriate.
• Drive demand & sell-through: Orchestrate activation plans per venue to drive improved performance – acting as a go to market advisor for your venue partners.
• Revenue management and advisory: Coordinate pricing and fee levers to navigate elasticity and hit sales goals without eroding partner value.
• Represent StubHub in-market: Executive-level negotiations, industry events, and co-marketing moments with venues and producers; bring back category insights to Product and Pricing

What You've Done:

• 10+ years in venue/rights-holder partnerships, ticketing, or business development with a track record of closing complex, multi-stakeholder deals and launching integrations that move revenue.
• Fluency in venue economics (yield, ATP/STR, fee stack), distribution models (direct issuance, consignment, unified market), and how pricing/demand engines drive sell-through.
• Operated cross-functionally with Product/Engineering, Pricing, Marketing, Support, and Finance to stand up new partners and hit shared KPI targets at speed.
• Strong executive presence and communication; you’re adept at aligning venue executives and internal leaders on strategy, economics, and proof of value.
• Strong analytical skills and ability to translate data into actionable insights, with proficiency in Excel

What We Offer:

• Accelerated Growth Environment: Immerse yourself in an environment designed for swift skill and knowledge enhancement, where you have the autonomy to lead experiments and tests on a massive scale.
• Top Tier Compensation Package: Enjoy a rewarding compensation package that includes enticing stock incentives, aligning with our commitment to recognizing and valuing your contributions.
• Flexible Time Off: Embrace a healthy work-life balance with unlimited Flex Time Off, providing you the flexibility to manage your schedule and recharge as needed.
• Comprehensive Benefits Package: Prioritize your well-being with a comprehensive benefits package, featuring 401k, and premium Health, Vision, and Dental Insurance options.