Strategic Accounts Lead
Own and close high-value ticketing deals with artists, venues, and cultural institutions. Build the strategic accounts function from scratch at a fast-growing social events startup.
Responsibilities
- Own the largest book of attributable ticket sales, building pipeline, sales motion, and account plans from scratch
- Source and close headliner deals with artists, performers, and cultural figures
- Build and run a target list of strategic accounts across venues, recurring event series, curated markets and fairs, and institutional cultural programs
- Negotiate deal structures that unlock relationships, coordinating with finance, legal, and product engineering teams
- Develop the playbook for moving headliner deals into recurring host relationships and peer referrals
- Partner with marketing to refine ICPs and tell the story of highest-profile events
- Bring the voice of Strategic Accounts into the product roadmap
- Build the foundation for a Strategic Accounts function, including potential to hire and lead a small team
Requirements
- 5+ years of experience in a closing sales or account executive role, with a track record of personally landing complex, high-value deals including negotiating non-standard structures (sponsorships, partnerships, custom commercial terms)
- Experience going 0-to-1: building out a region, opening a new market, or standing up a sales motion from scratch at a startup or new line of business
- Authentic network in at least one of: live music and nightlife, food and hospitality, art and design, wellness, or institutional/cultural programming
- Ability to distinguish between events with earned vs. manufactured audiences and understand implications for ticketing platform health
- Strong business instincts and operational discipline: CRM hygiene, forecasting, deal review, pipeline math, payback periods, and ROI understanding
- Scrappy operator willing to do any task: cold emails, comped tickets, attending events to close deals
- Genuine excitement about Partiful and firsthand experience throwing parties on the platform
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