Head of Sales & Business Development - Sports & Entertainment

tle:         Head of Sales & Business Development – Sports & Entertainment (USA)

Location:             USA

Department:      Sales

Reports to:         Senior Sales Director

FLSA Status:       Exempt

 

SUMMARY:

The Enterprise Sales Manager – Sports & Entertainment is responsible for driving revenue growth

and rebuilding SKIDATA’s market position in the US Sports & Entertainment segment.

The role focuses on acquiring new customers, re-engaging existing and former customers, and

expanding the installed base through upselling and modernization initiatives. The position requires

hands-on enterprise selling, ownership of complex sales opportunities, and the ability to navigate

multi-stakeholder buying centers in stadiums, arenas, and large venues.

This is a quota-carrying sales role with end-to-end responsibility from opportunity identification

through contract closure.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Acquiring new customers in the US Sports & Entertainment market.
• Own and manage enterprise sales opportunities from first contact to contract signature.
• Carry and deliver against a defined revenue quota.
• Re-engage existing customers and execute round-trip and win-back strategies.
• Identify and realize upselling and cross-selling opportunities within the installed base.
• Position SKIDATA solutions across Access Control Parking, Accreditation, Physical Credentials, and related services.
• Understand customer needs based on venue operations, event processes, and access ecosystems.
• Navigate complex buying centers (Operations, IT, Finance, Ownership) and manage stakeholder alignment.
• Support strategic or high-priority projects requiring coordinated HQ involvement.
• Prepare customer presentations, proposals, and commercial offers in alignment with internal stakeholders.
• Contribute to solution definition and positioning together with HQ and product teams.
• Represent SKIDATA at relevant industry events, conferences, and customer meetings.
• Support select marketing and positioning activities where direct sales involvement is required.
• Maintain accurate opportunity and account information in CRM.
• Follow SKIDATA reporting, forecasting, and budgeting processes.
• Provide market, customer, and competitor feedback to management and HQ

 

QUALIFICATIONS

• Proven record of closing complex B2B deals with long sales cycles.
• Strong understanding of venue operations and event environments.
• Experience working with multiple stakeholders and decision markers.
• Strong commercial, negotiation, and closing skills.
• Results-driven and execution-focused.
• Strong customer orientation and communication skills.
• Structured, analytical, and reliable working style.
• High level of ownership and accountability.
• Ability to work in a matrix and international organization.
• Comfortable operating in a rebuilding and changing environment.
• Organizational skills.
• Target and performance orientation.
• Confident and proactive, excellent liaison skills.
• Team oriented combined with distinct assertiveness.
• Social networking and lobbying.
• Interpersonal skills.
• Ability to interface with clients at all levels of seniority.
• Ability to work within a multicultural environment.
• High flexibility.
• Ability to work under pressure and in fast-paced environment.

 

 

EDUCATION and/or EXPERIENCE

• Economic and technical background.
• Minimum 8 years of enterprise sales experience in Sports, Entertainment, Venues, or related technology markets.