Build the pipeline. Close the deals. Shape how fans travel to the world’s biggest events.
‘You. Smart. Thing.’ (YST) is a travel demand management and mobility-tech company that helps venues, teams, and destinations move fans and visitors more smoothly, sustainably, and cost‑effectively. YST has recently secured contracts with two Major League Baseball clubs and is now investing in a senior US-based commercial leader to accelerate growth across North America.
Shape the future of how millions of fans travel to the world’s biggest events.
The Vice President, Business Development – North America is a senior, quota-carrying role accountable for building and closing a high-value pipeline across US sports, entertainment, and destination partners. The focus is on new logo acquisition and expansion within leagues, clubs, venues, and destination marketing organizations that can benefit from YST’s travel demand and fan mobility solutions.
Location:
- Remote, US-based, with regular travel to MLB club cities and key prospects.
- Preference for Eastern or Central time zones for collaboration with UK-based leadership.
Key Responsibilities
Business development and sales
- Build, manage, and close a robust pipeline of net-new opportunities across MLB, NBA, NFL, NHL, MLS,college sports, live entertainment, and major event venues.
- Target and win complex, multi-stakeholder deals with C‑suite, VP, and Director-level buyers (e.g.,Ticketing, Operations, Fan Experience, Transportation, Sustainability).
- Lead the full sales cycle from prospecting, outbound campaigns, and first meetings through proposal, solution design, negotiation, and contract execution.
- Consistently meet and exceed quarterly and annual contract and revenue goals.
Go-to-market and strategy
- Localize and execute YST’s North American go‑to‑market plan, including target accounts, verticals, and partner channels.
- Use YST’s MLB club relationships as referenceable case studies to drive league-level and multi-club conversations.
- Provide structured feedback to UK product and leadership teams on US market needs, competitive landscape, and pricing expectations.
- Represent YST at key US conferences, league meetings, and industry events to raise brand visibility and generate high-quality leads.
Account and partner development
- Land and expand: grow contract value through cross-sell and upsell with clubs, venues, and destination partners after initial wins.
- Develop strategic partnerships (e.g., ticketing platforms, mobility providers, fan engagement and venue-tech vendors) to create integrated, “better together” solutions and co‑sell opportunities.
- Ensure a smooth handoff to YST’s Client Development team, while staying engaged as executive sponsor for key North American accounts.
Forecasting, process, and collaboration
- Maintain accurate, up-to-date forecasts and deal hygiene in CRM; communicate clearly on pipeline health, risks, and upside.
- Work closely with marketing to refine messaging, campaigns, and content for the US audience, with clear value propositions and ROI stories.
- Collaborate with product and operations to shape commercially viable solutions and proposals that meet US customer requirements.
Candidate Requirements
Essential Experience
- 5–10+ years in B2B enterprise or upper mid‑market sales, with at least 5 years selling into US sports, live entertainment, venues, or related tech ecosystems (ticketing, fan engagement, venue operations, mobility, or SaaS).
- Proven track record of “hunter” new business success, consistently overachieving quota on five‑ and six‑figure annual contract values.
- Experience selling solutions with multiple stakeholders and typically long sales cycles (6–18 months), ideally to leagues, clubs, venues, or public sector agencies.
- Strong network within North American sports, entertainment, and venue decision-makers is highly desirable.
Skills and attributes
- Highly commercial mindset with strong deal strategy, negotiation, and closing skills.
- Comfortable operating with autonomy in a scale-up environment; able to build structure where needed and roll up sleeves to execute.
- Strong communicator and presenter, able to articulate YST’s value proposition and ROI to executive audiences, both in‑person and virtually.
- Data-driven, using metrics and insight to prioritize accounts, qualify opportunities, and drive focus on the highest-impact prospects.
- Willing and able to travel frequently within the US and periodically to the UK.
Nice-to-Have
- Experience with ticketing platforms
(e.g. Tickets.com, Ticketmaster, SeatGeek). - Understanding of transport, mobility, or city infrastructure.
- Experience working on league-wide or multi-venue rollouts.
- Exposure to sponsorship or commercial rights partnerships.
What YST offers
- Opportunity to be the senior commercial lead for North America, building on early MLB traction and shaping the future growth of the region.
- Competitive base salary, uncapped commission plan, and meaningful upside tied to individual and company performance.
- Equity participation aligned with growth-stage value creation.
- Flexible, remote-first working model with direct access to the CEO and executive team.
Next Steps
Send your CV and a covering email to: hello@yousmartthing.com
Subject of your email ‘YST VP BD Application’.
