Director of Account Growth

StubHub • New York, NY

2d • Hybrid

About The Position

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

Requirements

• 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 success.
• Exceptional negotiation and executive-level communication skills.
• Ability to influence across functions and organizational levels.
• Advanced proficiency in Salesforce CRM and Microsoft Office Suite (Excel, PowerPoint, Word).
• Strong analytical capability with the ability to translate data into actionable strategy.
• Highly proactive and resourceful, anticipating risks and opportunities before they escalate.
• Experience building, mentoring, and scaling high-performing teams.
• Experience partnering cross-functionally with Sales, Product, Marketing, and Operations.
• Strong understanding of the North American supply ecosystem and ticketing technology landscape.
• Ability to thrive in a fast-paced, performance-driven environment.
• Comfortable balancing strategic thinking with hands-on execution.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director