Director of Account Growth

StubHub is on a mission to redefine the live event experience on a global scale. Whether someone is looking to attend their first event or their hundredth, we’re here to delight them all the way from the moment they start looking for a ticket until they step through the gate. The same goes for our sellers. From fans selling a single ticket to the promoters of a worldwide stadium tour, we want StubHub to be the safest, most convenient way to offer a ticket to the millions of fans who browse our platform around the world.

We are seeking a strategic and results-driven Account Growth Director to lead enterprise account expansion, business development, and revenue growth initiatives. This role is responsible for driving high-impact client engagement, negotiating complex commercial agreements, managing Enterprise-level revenue targets, and unlocking meaningful cross-sell and upsell opportunities.

In addition to owning a portfolio of strategic accounts, the Account Growth Director will build, develop, and lead the Account Growth team. This is a highly visible leadership role that partners closely with the Head of Supply and Director of Sales to shape and execute our long-term growth strategy.

This position plays a critical role in ensuring sustained revenue growth, client retention, and competitive strength in the North American supply marketplace.

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

What You've Done: 

• Strategic Leadership
  • Drive enterprise growth strategy across the Account Growth organization.
  • Partner with the Head of Supply to define growth priorities, KPIs, and performance benchmarks.
  • Collaborate with the Head of Supply and Director of Sales to align post-onboarding growth initiatives.
  • Build and maintain strong, multi-level executive relationships within client organizations.
  • Identify emerging market opportunities and proactively propose expansion strategies.
• Account Growth & Revenue Ownership
  • Develop and execute a scalable account growth framework to drive expansion and upsell.
  • Own and manage Enterprise-level revenue targets.
  • Identify strategic sales priorities aligned to company strategy and product lifecycle.
  • Lead complex negotiations and high-impact client conversations.
  • Serve as the escalation point for strategic client challenges within the Account Growth team.
  • Build deep client relationships through discovery, strategic planning, and ongoing growth support.
  • Oversee and track team and individual performance against quarterly KPIs.
• Team Leadership & Development
  • Build, coach, and develop a high-performing team of Account Growth Managers (senior and junior).
  • Provide strategic guidance across team-led initiatives and client projects.
  • Identify performance gaps and implement corrective action plans as needed.
  • Partner with the People Team, with Head of Supply approval, on performance management and organizational transitions.
  • Foster deep domain expertise across the team in the North American supply landscape and relevant technology platform.
• Growth Initiatives & Innovation
  • Design and implement scalable frameworks that ensure the Account Growth organization supports broader company objectives.
  • Identify market share expansion opportunities and present structured proposals to senior leadership.
  • Lead strategic initiatives that strengthen client value, retention, and long-term revenue impact.
• Reporting & Operational Excellence
  • Define and track performance KPIs aligned to company objectives.
  • Analyze account and team performance data to inform strategy and optimize outcomes.
  • Deliver regular performance insights and strategic recommendations to the Head of Supply and VP of Growth.
  • Ensure CRM hygiene and accurate documentation of client interactions and pipeline progress within Salesforce.

What You'll Do: 

• Bachelor’s degree in Business Administration, Marketing, or related field preferred. Advanced degree is a plus.
• 8+ years of experience in B2B account management, business development, or client relationship leadership.
• Demonstrated success leading high-performing teams in a senior or strategic capacity.
• Proven track record of growing high-value Enterprise accounts and exceeding revenue targets.
• Experience navigating cross-functional environments and advocating for account growth priorities in strategic discussions.
• Strong strategic thinking with a clear focus on revenue growth and client suc