What are the responsibilities and job description for the Director, Regional Partnerships position at Topgolf?
Topgolf is rolling out a Partnership platform strategy across sponsorships, media, and licensing - delivering impact at scale to support continued expansion and entertainment opportunities for millions of fans. As we build toward this next chapter, the Regional Director, Partnerships will lead a regional sales team while carrying their own number - setting the standard as both a coach and a closer.
This is a revenue-driving leadership role at the center of Topgolf's partnership business, with a dual mandate: building and owning both regional corporate sponsorships and the Swing Suites P&L as distinct local product lines. Because many regional buyers are interested in both sponsorship and experiential entertainment solutions, this role is intentionally designed to sell across both offerings. You'll identify the right brands, develop strategic partnerships, and close sponsorships and Swing Suites sales ranging from five to seven figures that help shape the future of Topgolf's commercial platform, while leading a team of direct reports selling across both revenue streams and staying personally accountable for closing deals.
P&L and Business Ownership
- Own the full P&L for the regional partnerships business, including both corporate sponsorships and the Swing Suites product line - set targets, manage budget, and be accountable for hitting financial goals without escalation.
- Lead all financial forecasting, planning cycles, and revenue reporting for both revenue streams in direct partnership with Finance - ensuring targets are clearly defined, tracked, and communicated across the team.
- Develop and maintain a deep command of Topgolf’s Corporate Partnerships business model and Swing Suites product strategy - using that knowledge to make fast, informed decisions across both lines of business.
- Own all aspects of the regional partnerships business - strategy, budget, staffing, and execution across regional sponsorships and Swing Suites.
Sales Leadership and Individual Production
- Carry an individual revenue number across both regional sponsorships and Swing Suites - closing deals that drive partnership revenue, generate venue traffic, and deliver against Topgolf’s brand priorities. Lead from the front as both a player and a coach.
- Drive high-volume outbound prospecting to build and maintain a strong pipeline of brand partners, marketing decision-makers, and Swing Suites buyers across regional categories.
- Prioritize outreach and pipeline development within target regional categories - the defined category focus will be established in partnership with national leadership post-hire; national programs will address broader category opportunities separately.
- Create, package, and present sponsorship platforms and Swing Suites solutions that unlock revenue across Topgolf’s physical venues, digital channels, and experiential assets - with clear line of sight to venue traffic impact, guest experience, and brand integration.
- Build scalable sales plans that work across both regional sponsorship programs and the Swing Suites product line.
- Represent Topgolf at venue events and partner experiences, hosting prospective clients to deepen relationships and showcase the full range of partnership and Swing Suites opportunities.
Pre-Sell Process and Sales Collateral
- Own the full pre-sell process end to end - from prospecting through proposal delivery across both sponsorships and Swing Suites - and solve any gaps in that process without waiting for direction.
- Develop compelling pitch materials and sales narratives for both regional sponsorships and Swing Suites that make the Topgolf value proposition impossible to ignore - including how partnerships drive venue traffic, benefit guests, and integrate with brands. Build decks from scratch when needed.
- Own the creation and maintenance of all partnership proposals, Swing Suites proposals, contracts, and sales collateral in coordination with the Partnerships department and legal.
- When structuring each deal, define partner and Topgolf objectives and KPIs, identifying the right mix of assets and solutions to hit those goals and building measurable outcomes into the agreement.
- Following contract execution, transition day-to-day relationship management and activation execution to the Activation team for eligible accounts, while remaining the executive commercial owner responsible for renewals, expansions, strategic business conversation, and ensuring delivery matches what was sold. For accounts that remain with the sales team - based on deal size, complexity, or product line - own the full relationship through activation and renewal.
- Leverage AI-enabled tools (e.g., ChatGPT, Claude, Copilot) to accelerate prospecting research, proposal development, competitive analysis, and outreach - while maintaining accountability for accuracy, quality, and alignment with partner and business objectives.
Team Leadership and Development
- Lead all hiring, onboarding, performance management, and development for a team of 3-4 direct reports selling across both regional sponsorships and Swing Suites - you own the talent, not just the results.
- Set clear expectations, run effective pipeline reviews across both lines of business, and build a culture of accountability and high performance.
- Coach the team to close across regional sponsorships and Swing Suites - running deal reviews, refining approaches, and making the people around you better without losing your own edge as a seller.
- Identify gaps in process, tools, or pipeline across either line of business and drive solutions independently.
Cross-Functional and Strategic
- Collaborate cross-functionally with marketing, operations, legal, and strategy to conceptualize partnership opportunities that reflect where the industry is heading - branded content, in-venue activations, experiential marketing, digital and social integrations - ensuring deals are structured to deliver on venue traffic goals, guest experience priorities, and Topgolf brand needs.
- Partner with national sales leadership to align on category strategy, share pipeline intelligence, and ensure regional and national programs complement rather than compete with each other.
- Maintain accurate records in Salesforce, including pipeline tracking, deal stages, and outreach activity across both sponsorship and Swing Suites pipelines.
- Bring new commercial ideas to senior leadership across both lines of business - not just responses to inbound interest.
Required Experience & Skills
- 15 years of sponsorship or partnership sales experience in sports, entertainment, or a venue-based environment, with at least 5 years leading or managing a sales team.
- Proven track record closing multi-element deals with regional and national brands and agencies.
- Demonstrated ability to own a P&L across multiple revenue streams - you’ve managed more than one line of business inside a larger organization and been accountable for the number.
- Deep fluency in the advertising and brand marketing landscape - you understand how regional brands think about sponsorship ROI.
- Strong command of deal negotiation, including creative structuring across media, activation, hospitality, and in-venue branding.
- Comfortable owning financial reporting, forecasting models, and revenue planning across multiple product lines - fluent in translating pipeline data into business projections without Finance hand-holding.
- Demonstrated ability to lead, coach, and develop a small, high-output sales team - you make the people around you better without losing your own edge as a seller.
- High degree of professionalism and executive presence with both internal and external stakeholders.
- Proficient in Microsoft Office Suite (Excel, PowerPoint, Word); working knowledge of Salesforce or a comparable CRM platform.
- Fluent with AI tools (ChatGPT, Claude, Copilot, or similar) for accelerating research, drafting, and analysis; able to evaluate outputs critically rather than accept them at face value.
- BA/BS degree required.
What Success Looks Like
- You own both numbers and hit them - personal production and team performance across regional sponsorships and Swing Suites are both on track from day one.
- Within the first six months, you’ve built a healthy new business pipeline across both lines of business and are actively advancing deals through the cycle.
- P&L is clean across both revenue streams - forecasts are accurate, planning cycles run smoothly, and Finance sees you as a reliable partner.
- The pre-sell process runs without gaps across sponsorships and Swing Suites - proposals are tailored, on-brand, and clearly articulate Topgolf’s value, including the partnership’s impact on venue traffic, guest experience, and brand activations. Partners respond and engage.
- You’re closing regional sponsorships and Swing Suites deals that drive venue traffic, show up in guest experience, and power Topgolf brands. Not just logos on a wall.
- Internal teams see you as a strong cross-functional partner who moves fast without creating noise.
- You bring new commercial ideas to the table across both lines of business - not just responses to inbound interest.
- Your partners renew and expand because the relationship was built right from the start - and your team is learning to do the same.
- The regional sales team consistently hits or exceeds quarterly and annual targets across sponsorships and Swing Suites - and team members point to you as a reason they’re better at their jobs.
BENEFITS
Free Play & 1/2 price food! Health, dental, vision, 401(k) team member match, free mental well-being platform – and that’s just for starters for those who qualify. View team member benefits here.
ADA
The above statements cover what are generally believed to be principal and essential functions of the job. Specific circumstances may allow or require some incumbents assigned to the job to perform a different combination of duties.
EEO Statement
Topgolf is a global sports and entertainment community and is committed to equal opportunity and is firmly committed to preventing discrimination and harassment, including sexual misconduct, based on legally protected diversity characteristics (such as race, color, religion, national origin, sex, age, disability, sexual orientation, gender identity or expression, family status, citizenship, genetic information and veteran status) in its application and hiring processes and in its employment decisions. As an affirmative action employer, Topgolf also takes steps to prevent retaliation and to create a respectful, equitable and inclusive environment for our Guests, Associates, business partners, vendors, and the communities we serve.
Topgolf is an equal opportunity affirmative action employer and administers all personnel practices without regard to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity or expression, marital status, veteran status, genetics or any other category protected under applicable law.
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