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Job listing closed on 6 Apr 2024
6 Mar 2024

Sr. Director of Sales, Corporate Development

🇺🇸 Houston, TX, USA
Full Time
10+ years exp.

The Sr. Director of Corporate Development drives revenue and partnership business by way of Corporate Partner Sponsorships, responsible for new business growth and renewal of partnership accounts, as well as leading and managing the Corporate Sales team.


  • Demonstrates our One Team philosophy of Passion, Accountability, Customer Focus, and Teamwork

INDIVIDUAL New Business Development & Corporate Department Sales Initiatives

  • Responsible for and personally involved in driving new business development and sponsorship sales efforts, working across all departments and levels of the organization to implement global business strategy and steer the KPIs of the Corporate Sales Team
  • Possess an expert-level understanding of the partnership sales process: prospecting, needs analysis, proposal development, presentation skills, negotiation and contracting process
  • Prospect, sell and drive revenue for new business sales via Corporate Partnerships, with annual individual new business revenue goal
  • Cultivate new corporate partner relationships with local, regional, national and global brands to ensure sponsor revenue growth
  • Maximize opportunities for sponsor revenue across future arena renovation plans
  • Work across all departments to maximize cross-selling opportunities
  • Coordinate broadcast sales efforts with television and radio partners, where appropriate
  • Continually manage and update individual sales pipeline, through company CRM (currently Salesforce) to provide accurate, reliable information for sales forecasts
  • Develop written proposals for current or new business prospects; design proposals using a consultative sales style incorporating research of category dynamics and understanding the potential partner’s marketing goals
  • Strategically target potential corporate sponsors and develop compelling storylines, case studies and proposals driven by a clear understanding of the partners’ brand marketing goals
  • Create new sales collateral or modify existing collateral, as required
  • Work closely with Marketing and Analytics teams to provide data-driven sales proposals
  • Manage and implement research and technology tools for prospecting and business development

Management of Corporate Department Sales Team

  • Lead the Corporate Sales Team in the development and implementation of strategic departmental plans consistent with company business objectives, including new business sponsorship sales, renewals, upsells, activation ideation and marketing integration
  • Achieve and surpass individual and department new business sales goals
  • Set individual and team KPI’s around lead generation requirements, pipeline health, outreach efforts and prospect engagements
  • Develop annual sales strategies
  • Develop agency relationships and constant identification of new opportunities via outside agencies
  • Supervisory responsibilities for assigned staff in accordance with the organization’s policies and applicable laws, including: hiring and training employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing issues and solving problems and regularly communicating with staff; meeting business objectives and annual revenue goals
  • Recruit, hire, develop and retain a premier team of sales professionals who are strategy-minded and collaborate effectively to drive the team’s core partnership business and revenue goals
  • Cultivate the sales team to build and present dynamic sales presentations for pitching business that drives the closing of long-term partnerships at local, regional, national and global levels
  • Collaborate with Sales Team members and Department VP to ideate and strategize best consultative sales approach for all new prospect pitches, maximizing category competition and selling against priority available inventory
  • Have a clear understanding of all sellable inventory and continuously work to define new sellable assets
  • Review all team proposals, pitches, KORE Deal Sheets and sales documents – with a focus on best asset mix to close deal, asset availability and grammatical/verbiage revisions required
  • Collaborate with League representatives on emerging trends and categories, including conceptualizing overall platform sales strategies to maximize revenues
  • Oversee the management and asset/pricing availability for all outside agency networks and contacts
  • Forecast annual budgeting goals and maintain set budgets throughout the year, with regular updates and tracking to Department VP and Finance team
  • Work with Corporate Sales Team to ensure that the goals and marketing commitments developed for each client are being met, including any review/reporting requirements
  • Manage Corporate Sales Team CRM and all Reporting functions
  • Conduct weekly Sales Team meetings with the Department VP
  • Conduct meetings and updates to CRO and Team President, as required
  • Represent the organization at team events, community functions and client/corporate events


  • 10+ years experience in a senior-level sales position in sponsorship and/or media sales
  • 3+ years in a management position
  • 3+ years experience in NBA or professional sports preferred
  • Experience with TV, radio, and digital media sales
  • Excellent network of local, regional, national and global corporate contacts
  • Skilled CRM manager
  • Bachelor’s degree in sports management, business administration or related field
  • Strong conceptual and strategic skills, and ability to think “outside the box”
  • Strong customer satisfaction orientation
  • Proven track record of personal and team achievements, with the ability to “make things happen”
  • Demonstrated creativity in the development of innovative and effective sales campaigns
  • Strong project management skills and sales proposal experience
  • Excellent computer skills with a high proficiency in Word, Excel, PowerPoint, Outlook, and CRM systems
  • Outgoing, ambitious personality, a clear self-starter
  • Excellent written and verbal interpersonal skills
  • Ability to handle multiple internal and external customers with high degree of detail against short deadlines
  • Ability to work successfully with all team departments
  • Some travel required; international travel may be required periodically


  • The employee is regularly required to stand, sit, walk, use handle or feel, reach, stoop, kneel, crouch or crawl, communicate with others
  • The vision requirement includes the ability to review written and electronic materials in both digital and physical format
  • The employee must be able to transfer and move items for departmental needs
  • The employee must be able to adjust to changing work hours and locations as needed in light of the strong focus on external communications and relationships.
  • The employee is required to work full-time at Houston Rockets HQ office in Toyota Center

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, disability, gender identity, marital or veteran status, or any other protected class.