Senior Director, Business Development

Arizona Athletic Grounds - Mesa, AZ

As one of the nation's fastest-growing sports campuses, AAG offers brands a unique marketing platform - naming rights, sponsorships, digital and broadcast media, hospitality, experiential activations, consumer promotions, community engagement, and fully integrated partnerships designed to deliver measurable ROI.

POSITION SUMMARY

Arizona Athletic Grounds is seeking an accomplished Senior Director, Business Development to join its executive Business Development team. Reporting directly to the VP of Business Development, this senior-level role drives corporate partnership revenue through strategic sponsorship sales, naming rights, premium hospitality, experiential marketing, and customized integrated partnerships.

This position suits an experienced sales executive with an established reputation across Arizona's business and marketing community - someone with a proven history of building executive-level relationships, developing customized partnership solutions, negotiating complex sponsorship agreements, and consistently exceeding aggressive revenue goals.

The successful candidate will bring an existing network of corporate decision-makers while identifying new opportunities that strengthen AAG's position as one of the country's premier sports and entertainment destinations - with significant autonomy, executive visibility, and the opportunity to help shape the commercial future of one of the nation's fastest-growing sports properties.

IDEAL CANDIDATE

We're looking for a proven hunter - energized by opening new doors, creating strategic opportunities, and closing significant partnerships. Professional sports experience is valuable, but candidates from media, entertainment, hospitality, advertising, and event marketing are equally encouraged to apply.

Success in this role is measured by new revenue generated, long-term strategic partnerships developed, and contribution to AAG's growth as one of the nation's premier sports and entertainment destinations.

PRIMARY RESPONSIBILITIES

Strategic Business Development

• Prospect, cultivate, negotiate, and close new corporate partnerships across all AAG assets - naming rights, sponsorships, hospitality, digital media, experiential marketing, and special events.
• Develop customized sponsorship proposals and integrated marketing solutions aligned with each prospect's objectives.
• Identify new revenue opportunities and innovative sponsorship concepts that maximize value for AAG and its partners.
• Build and maintain an active sales pipeline, tracking activity and opportunities in SponsorCX.
• Consistently achieve or exceed monthly and annual revenue goals.
• Develop multi-year partnerships that generate long-term recurring revenue.
• Represent AAG at networking events, industry conferences, community functions, and executive meetings throughout Arizona.

Executive Relationship Management

• Build and maintain executive-level relationships with CEOs, CMOs, business owners, and senior decision-makers throughout Arizona and nationally.
• Lead executive-level presentations, proposal meetings, and contract negotiations.
• Serve as a trusted advisor, understanding each partner's business objectives and developing customized solutions that deliver measurable ROI.
• Identify renewal, upsell, and cross-sell opportunities within existing partnerships.
• Collaborate with partners to maximize activation and long-term relationship growth.

Leadership & Strategy

• Partner with the VP of Business Development to execute annual sales strategy and long-term revenue initiatives.
• Help identify new sponsorship inventory, naming rights opportunities, premium hospitality offerings, and campus marketing assets.
• Mentor and support Business Development team members as needed.
• Provide competitive analysis, market intelligence, and industry insight to strengthen AAG's commercial strategy.
• Collaborate with executive leadership on strategic growth initiatives and long-term partnership planning.

Collaboration & Partnership Execution

• Work closely with Marketing, Events, Operations, Hospitality, Community Relations, and Finance to ensure successful execution of partnership programs.
• Help develop activation plans that support partners' business objectives.
• Support partnership recap presentations, ROI reports, and renewal strategies.
• Maintain accurate pipeline, forecasting, and client records in SponsorCX.
• Participate in major campus events, tournaments, hospitality functions, and partner activations.
• Perform other duties as assigned.

EXPERIENCE & QUALIFICATIONS

• 10-15 years of progressive experience in business development, sponsorship sales, corporate partnerships, sports marketing, media sales, or executive-level B2B sales.
• Demonstrated success negotiating and closing high-value sponsorships, naming rights, integrated marketing partnerships, or comparable revenue-generating agreements.
• Existing relationships with Arizona-based corporations, marketing executives, agencies, and business leaders strongly preferred.
• Proven history of consistently exceeding aggressive revenue goals.
• Experience managing complex sales cycles involving multiple stakeholders and executive-level decision-makers.
• Strong understanding of sponsorship strategy, partnership marketing, experiential marketing, hospitality, and brand integration.
• Exceptional presentation, communication, negotiation, and relationship-building skills.
• Ability to identify opportunities, develop creative solutions, and close strategic partnerships with minimal supervision.
• Proficiency in Microsoft Office (PowerPoint, Excel, Outlook); experience with SponsorCX or similar CRM platforms preferred.
• Highly organized with exceptional attention to detail and the ability to manage multiple priorities simultaneously.
• Self-starter with executive presence, strong business acumen, and an entrepreneurial mindset.
• Candidates with business development experience from professional sports organizations, collegiate athletics, media companies, entertainment venues, advertising agencies, hospitality organizations, or other relationship-driven industries are strongly encouraged to apply.
• Flexibility to work evenings, weekends, and holidays consistent with AAG's event schedule.

EDUCATION

• Bachelor's degree in Business Administration, Marketing, Sports Management, Communications, or a related field preferred; equivalent executive sales or business development experience will be strongly considered.
• Valid driver's license required.

PHYSICAL REQUIREMENTS

• Able to tolerate moderate to loud noise levels and busy event environments.
• May work in varying temperature conditions, both indoors and outdoors.
• Extended walking and standing during property tours, events, meetings, and partner activations.
• Ability to occasionally lift up to 25-35 pounds.
• Ability to travel throughout Arizona for meetings, networking events, and partner presentations.
• Ability to work varied shifts, including evenings, weekends, and holidays.