Account Executive, Club & Youth Sports

About the role

You are being hired to spearhead the expansion of PlayOn into the fast-growing club and youth sports vertical, owning the end-to-end development of this new business line from the ground up. You will be responsible for discovering and converting high-value partnerships that directly drive significant new revenue growth for the company. In this role, you will build a repeatable outbound sales playbook specifically designed for the youth sports ecosystem, shaping early strategic direction through direct market feedback. You will establish trust and communicate value propositions quickly with key decision-makers at the highest levels of tournament organizations and club operations. Your work will involve conducting discovery sessions and delivering tailored product demos that highlight industry-leading event management solutions. You will collaborate closely with internal stakeholders to ensure seamless onboarding and long-term partner satisfaction. Finally, you will rigorously track all sales activities and pipeline data to maintain clean reporting and refine the overall go-to-market strategy.

Key facts

What you'll do

Own the full sales cycle for new business opportunities within the club and youth sports market, from initial outreach to final onboarding and expansion.

Generate a consistent stream of qualified leads through proactive outbound calling, targeted email campaigns, and in-person prospecting at industry events.

Conduct in-depth discovery sessions to uncover unique event needs and pain points, translating them into tailored product demonstrations.

Negotiate and close high-value contracts with tournament organizers, club directors, and venue operators, clearly articulating return on investment.

Collaborate with the Customer Success team to ensure smooth implementation, ongoing support, and long-term retention of new partnerships.

Maintain meticulous records of all sales activities, pipeline progression, and performance metrics within Salesforce to ensure accurate forecasting.

Develop and refine a repeatable outbound sales playbook and best practices specific to the youth sports vertical.

Provide actionable feedback on market trends, pricing strategies, and feature requirements to influence internal product and operational decisions.

Qualify and segment prospects to prioritize efforts on the highest-value opportunities and emerging market segments.

Build strong, consultative relationships with key stakeholders, positioning PlayOn as a strategic partner rather than just a vendor.

Analyze competitive landscape data to identify advantages and refine positioning for key target accounts.

Support the creation of sales materials, case studies, and proof points that resonate with event-based organizations.

Manage multiple concurrent deals of varying complexity, ensuring timely progression through each stage of the pipeline.

Identify and pursue expansion opportunities with existing customers to drive account growth and increase lifetime value.

Represent PlayOn at relevant industry conferences, networking events, and local meetups to build brand awareness and generate interest.

Maintain a high level of organization and discipline to manage a large volume of leads and opportunities without dropping the ball.

Communicate progress and roadblocks clearly to leadership to align on goals and secure necessary resources.

Continuously seek feedback from partners to iterate on the sales approach and improve conversion rates over time.

Embrace a data-driven mindset, using performance metrics to guide daily activities and long-term strategy development.

Champion the mission of connecting every participant in youth sports to the tools and experiences they need to succeed.

Requirements

You possess 2-5 years of proven B2B sales or business development experience in a relevant field such as SaaS, events, or sports.

You have a documented history of successful outbound sales and the ability to consistently close new business in competitive environments.

You demonstrate an entrepreneurial mindset and thrive in ambiguous, fast-moving situations where processes are still being defined.

Your communication skills are exceptional, allowing you to build trust and convey complex value propositions to executive-level stakeholders.

You are highly organized and disciplined, with the capacity to manage a large volume of leads and opportunities with accuracy.

You have a strong work ethic and the determination to pursue difficult conversations and overcome objections.

You are comfortable leveraging data and feedback to challenge your own assumptions and refine your sales methodology.

You understand the importance of fairness and objectivity in decision-making, balancing short-term wins with long-term strategic value.

You are a proactive self-starter who requires minimal supervision and takes full ownership of assigned territories and targets.

You are willing to travel regionally within the United States to meet partners, attend events, and conduct in-person demonstrations.

You have the legal right to work in the United States and are eligible for employment without sponsorship at this time.

You are comfortable using CRM tools like Salesforce to manage pipelines and report on performance metrics accurately.

You have a deep passion for sports, events, or technology, and you understand the nuances of serving organizations in these industries.

You are resilient in the face of rejection and maintain a positive, growth-oriented attitude throughout the sales cycle.

You are committed to maintaining the confidentiality of all partner information and sensitive business data.

You are able to adapt your communication style to suit different audiences, from technical operators to executive decision-makers.

You have a track record of building repeatable processes that can be scaled as the business grows.

Nice to have

Prior experience working within the sports, events, or SaaS industries is preferred.

Experience with event management or tournament operations is a significant advantage.

Familiarity with fundraising or sponsorship models in youth sports is beneficial.

An understanding of how technology can enhance participant experience in club sports is ideal.

Practical notes

This role may require regional travel within the United States.

Employment eligibility to work in the United States is required.

The position reports to the leadership team overseeing product and go-to-market strategy.