Business Development

Overview

The Business Development role is responsible for driving new sponsorship revenue by identifying, qualifying, and securing partnerships across multiple series and properties. This role is a frontline sales position focused on active prospecting, developing compelling proposals, and supporting deal execution. This role plays a critical role in building the pipeline and closing new business, operating in alignment with the overall strategy set by Business Development Team.

The ideal candidate brings strong sales skills, creativity, and the ability to articulate partnership value to prospective brands.

New Business Acquisition

• Proactively prospect and identify new sponsorship leads across assigned categories.
• Manage the full sales cycle with guidance from team leadership—prospecting, discovery, proposal development, presentations, negotiation support, and contract handoff.
• Build customized pitch decks and partnership concepts tailored to brand goals.
• Maintain an updated pipeline in CRM and provide regular reporting on progress and activity.

Proposal & Pitch Development

• Collaborate with Marketing, Creative, and Brand Experience teams to develop engaging proposals and partnership ideas.
• Assist in preparing sales materials, category strategies, and partner-facing content.
• Participate in brainstorms to generate innovative sponsorship concepts.

Relationship Building

• Conduct outreach to brand and agency contacts, setting meetings and developing early-stage relationships.
• Represent the organization professionally at events, race weekends, trade shows, and partner engagements.
• Gather insights on prospect needs, marketing objectives, and KPIs to shape partnership strategies.

Cross-Functional Collaboration

• Work closely with Partnership Services to ensure smooth handoff of new deals.
• Coordinate with Creative/Graphics to develop visual mockups and asset previews.
• Support departmental planning by sharing market insights, prospect feedback, and category trends.

Education & Experience

• Bachelor’s degree in Business, Marketing, Sports Management, or related field preferred.
• 5-10 years of experience in sales, partnerships, sponsorship, or business development.
• Experience in sports, motorsports, entertainment, or agency environments is a plus.
• Demonstrated success meeting or exceeding sales activity and revenue targets.

Skills & Competencies

• Strong prospecting and outreach skills; comfortable generating new leads.
• Effective communicator with strong presentation and proposal-writing abilities.
• Ability to create persuasive pitches and articulate partnership value.
• Solid understanding of marketing, brand objectives, and sponsorship strategy.
• CRM proficiency and strong organizational skills.
• Ability to collaborate cross-functionally and adapt in a fast-paced setting.
• Creative thinker with a proactive, self-starting drive.

Other Requirements

• Ability to travel, including weekends for race events.
• High energy, positive attitude, and a commitment to professionalism.