Director of Business Development

Job Description

Director of Business Development

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Reports to: Managing Director

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Manages: Partnership and exhibitor sales team

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Travel: Required for events, both owned and 3rd party, as well as key partner moments

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About the Role

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This is the revenue engine for WZA Sports. You will own exhibitor and partnership sales across Wodapalooza Miami, Huntington Beach, and everything we build next, and you will set the pace for how the whole commercial side of the business grows.

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Two of the most iconic fitness festivals in the world already have real commercial momentum. Your job is to build on top of it, not start from zero. That means bringing active brand relationships that turn into conversations in your first week, rebuilding a sales process that can scale, and selling every single day while you do it.

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This is not a hands-off leadership role. You will prospect, pitch, negotiate, and close, and you will lead a small team doing the same.

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What You'll Own

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Revenue and Pipeline

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• Own all exhibitor and partnership revenue across WZA Sports events
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• Build and maintain a strong pipeline with clear KPIs, forecasting, and CRM discipline
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• Rebuild the sales process end to end, including prospecting, lead qualification, outreach cadence, pitch structure, and close strategy
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• Develop strategic outbound plans across endemic and non-endemic categories
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Selling and Closing

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• Sell directly and consistently at high volume
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• Negotiate commercial terms and manage multi-year partnership conversations
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• Maintain and expand category relationships that drive recurring revenue
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• Represent WZA Sports in meetings, calls, industry events, and festivals
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Team and Process

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• Lead weekly sales meetings and manage expectations, pacing, and accountability
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• Partner with creative to build sponsorship decks, pricing frameworks, data summaries, recaps, and program proposals
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• Collaborate with leadership to shape pricing, packaging, and long-term revenue strategy
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• Support on-site execution at events, where exhibitor and sponsor satisfaction is won or lost
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Who Thrives in This Role

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• Confident, persistent, and comfortable closing
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• Operates with structure, clear accountability, and measurable goals
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• Builds relationships fast and keeps them
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• Willing to roll up your sleeves and sell at volume
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• Passionate about fitness and live events
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• Positive, resilient, and disciplined in a fast-moving environment
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• Can lead a room and communicate with clarity
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• Motivated by targets and the competitive nature of sales
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Skills and Experience

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• Existing brand relationships you can activate immediately
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• Proven track record closing five and six figure deals
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• Experience managing or leading a sales team
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• Strong negotiation and communication skills
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• Comfortable building decks, proposals, and sales assets alongside a creative team
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• Strong CRM habits and pipeline organization
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• Experience in live events, preferably sports or fitness
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Bonus Points If You Have

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• Relationships across non-endemic categories such as beverage, automotive, finance, or telecom
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• Experience selling into a festival or multi-day event footprint
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• Experience taking a commercial program into new markets
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Success in This Role

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After six months:

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- The pipeline is real, forecastable, and visible to leadership every week

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- The sales process is documented and the team runs on it without being chased

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- New categories are open that were not on the board when you started

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- Multi-year deals are on the table, not just one-off activations

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- Exhibitors and partners renew because the experience was worth renewing

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Comp and Benefits

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• Competitive base salary
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• Commission structure tied to revenue targets and KPIs
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• Travel based on event and partnership needs
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• The chance to drive commercial growth at two of the most iconic fitness festivals in the world
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About WZA Sports

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WZA Sports is the crew behind Wodapalooza, one of the most fun and energetic fitness festival series on the planet. We create world-class competitions and experiences that give training purpose, bring people together through fitness, and turn competition into celebration.

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We build events in places people dream about visiting, from Miami Beach to Huntington Beach. We work hard, move fast, laugh a lot, and take pride in creating moments athletes and fans talk about for years.