Director, Enterprise Sales at Atlanta Hawks

Who are we: A professional basketball team and state-of-the-art arena/entertainment venue that specializes in creating memorable experiences for each guest we interact with. Some of our favorite things are live sports, concerts, comedy shows, family shows, and most any other world-class event you can think of, and we’re looking for someone who shares the same interests. We live for the fast-paced world of sports & live entertainment, and as such, we work hard, run fast, execute flawlessly, and party it up when it all comes together. Lastly, we strive to deliver wonderful experiences that create lasting memories, and we prefer to surround ourselves with those who are the best at what they do. Who are you: An enthusiastic lover of sports, live entertainment, and people. You have true passion for engaging in meaningful interactions and creating memorable experiences for all guests. You strive to be helpful, engaging, and knowledgeable of all things Atlanta Hawks and State Farm Arena. You enjoy being a part of an exciting and dynamic group, and you’re committed to continuously enhancing the productivity and effectiveness of your team. Lastly, you enjoy working hard and celebrating hard, and you’d be shocked if guests weren’t positively impacted by their interactions with you. Job Summary: The Director, Enterprise Sales is a strategic and entrepreneurial revenue leader focused on driving cross-property sales across Centennial Yards, and Live Nation, with a strong emphasis on enterprise-level opportunities. This role blends high-impact selling with an innovative mindset to uncover new categories and offerings, while supporting the continued growth of the Business Enterprise unit. Reporting to the Vice President, Global Partnerships, this individual serves as the primary seller for Business Enterprise partnerships and a key contributor to overall sponsorship revenue. In addition to leading enterprise-focused sales, the Director will also sell core Hawks, State Farm Arena and College Park Skyhawks assets as appropriate and play a leadership role within the sponsorship sales team – helping elevate sellers to achieve top performance. Responsibilities: • Enterprise Sales & Strategy • Drive cross-property sales for Centennial Yards and Live Nation partnership assets, with selective cross-selling of Hawks, State Farm Arena, and College Park Skyhawks • Collaborate with the VP, Global Partnerships to identify new categories and partnership opportunities spanning sponsorships, digital out-of-home signage, hospitality, and expansion of Enterprise Sales into new markets • Monitor market trends and enterprise categories to inform sales strategies and uncover new revenue streams • Foster a culture of innovation, accountability, and cross-functional execution​ • Partnership Development • Serve as the primary seller for Business Enterprise partnership assets, independently leading new and renewal enterprise opportunities from prospecting through close, including high‑value deals and potential future JSA opportunities. • Work alongside Partnership Development & Insights team to create integrated Enterprise partnership packages leveraging Hawks and State Farm Arena assets where appropriate • Collaborate closely with internal teams and leadership to set clear account ownership and category rules, ensuring transparency, alignment, and prevention of channel conflict • Partner with the Partnership Development & Insights team to ensure pricing, packaging, and go-to-market strategies drive measurable outcomes • Manage executive-level negotiations and maintain strong partner relationships to ensure retention and growth • Act as a subject matter expert and senior facilitator for Business Enterprise and the Atlanta Hawks/State Farm Arena partner conversations where crossover exists, providing strategic guidance on deal structure, value creation, and integration. • Lead the strategy, submission, and operational management of all third-party agency proposals (e.g., OVG, Playfly, etc.) • Operational Excellence • Oversee JSA operations & financial tracking including managing collections, revenue-share tracking, and audit ready documentation • Own and manage individual enterprise revenue targets and associated budgets in alignment with organizational financial goals and strategic initiatives. • Maintain CRM pipeline integrity, forecast accuracy, and partner reporting in collaboration with department leadership, finance and legal teams • Manage and utilize unified dashboards to track and report on both Business Enterprise and Sponsorship Sales performance, ensuring visibility into pipeline health and revenue pacing • Provide concise, data-driven updates and revenue forecasts to the VP, Global Partnerships and the broader Revenue Leadership Team • Partner with VP, Revenue Strategy on annual pro-forma modeling • Unlock vendor-driven revenue streams across f&b, retail, tech, experiential activations and more ...