Title:  Senior Director, International Sales & Business Development

JOB SUMMARY

The Senior Director, International Sales & Business Development is responsible for developing and executing international sales and business development strategies that expand the Churchill Downs and Kentucky Derby brand across targeted global markets. This role drives international revenue growth through strategic partnerships, market expansion, and relationship management with global clients, agencies, and high-net-worth individuals.

Working closely with the SVP, Sales & Strategy and executive leadership at Churchill Downs Racetrack and Churchill Downs Incorporated, this position identifies new business opportunities, develops market-specific growth strategies, and represents Churchill Downs internationally to strengthen brand awareness and deliver long-term international ticket sales growth as well as commercial / partnership revenue expansion.

ESSENTIAL DUTIES AND RESPONSIBILITIES

International Business Development & Market Expansion

• Lead international business development initiatives to drive revenue growth in ticketing and partnerships, and expand the Churchill Downs and Kentucky Derby brand.
• Identify and evaluate new international market opportunities through market research and competitive analysis.
• Develop and execute market expansion plans, including market entry strategies, product positioning, and growth objectives.
• Identify opportunities to increase international market presence and long-term business growth.

International Sales & Revenue Growth

• Develop and execute international sales strategies that achieve revenue and pipeline objectives.
• Build and manage relationships with international clients, agencies, and high-net-worth individuals.
• Drive lead generation, sales campaigns, and business development initiatives across target markets.
• Provide accurate sales forecasting, pipeline reporting, and performance analysis

Strategic Partnerships & Market Representation

• Cultivate strategic partnerships with international agencies, distributors, and key stakeholders.
• Represent Churchill Downs at international trade shows, conferences, and industry events.
• Foster cross-cultural relationships that strengthen the Churchill Downs brand and support market expansion.

Business Operations & Market Execution

• Execute international sales and business development initiatives that expand the Kentucky Derby and Churchill Downs brand while driving international ticket sales and commercial revenue growth.
• Adapt sales strategies and business approaches to meet the cultural, regulatory, and logistical needs of each market.
• Ensure compliance with international trade regulations, corporate policies, and risk management practices.
• Monitor performance and recommend opportunities to improve operational effectiveness and market growth.
• Perform other duties as assigned.

REGULATORY

Ability to obtain and maintain a Kentucky racing license and successfully complete all applicable background check requirements.

EDUCATION AND EXPERIENCE

• Bachelor's degree in Business, International Business, Sports Management, Hospitality Management, or a related field required; Master's degree preferred.
• 8–10 years of progressive experience in international sales, business development, strategic partnerships, or a related commercial leadership role.
• Demonstrated success developing new markets, driving revenue growth, and managing complex international sales pipelines.
• Experience negotiating and managing strategic partnerships with global clients, agencies, or distributors.
• Experience working with premium clientele, luxury hospitality, sports, entertainment, or destination marketing organizations preferred.
• Strong understanding of international business practices, market expansion strategies, and cross-cultural relationship management.
• Experience utilizing CRM platforms, sales analytics, and forecasting tools to drive business performance.
• Ability to travel internationally and work evenings, weekends, and major events as business needs require.

REQUIRED SKILLS AND ABILITIES

• Strategic business development and relationship management
• International sales and market expansion expertise
• Executive presence with exceptional communication and negotiation skills
• Strong analytical, financial, and business acumen
• Cross-cultural communication and relationship-building skills
• Ability to influence, collaborate, and build partnerships across diverse stakeholders
• Strong organizational and project management skills with the ability to manage multiple priorities
• Proficiency with Microsoft Office, CRM platforms, and sales reporting tools

PHYSICAL REQUIREMENTS & WORKING CONDITIONS

• Extended periods of sitting at a desk and working on a computer.
• Regular use of a keyboard and mouse for typing and navigating software.
• Viewing a computer screen for prolonged periods.
• Ability to manipulate paperwork, including filing, sorting, and organizing.
• Moving within the office environment to attend meetings, use office equipment, or interact with colleagues.
• Occasional lifting of office supplies or paperwork (up to 20 pounds).
• Speaking and listening to colleagues and clients in person, over the phone, or via video conferencing.
• Working in a climate-controlled office environment with moderate noise levels.
• Performing repetitive tasks such as data entry or document preparation.
• Working under artificial lighting conditions typical of an office environment, which may include fluorescent or LED lighting.
• Role is onsite five days a week at the Louisville, KY Churchill Downs Racetrack
• Evening, weekend, and holiday work may be required during racing meets, Derby season, and international travel.