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About the Role

Dorsia is seeking a Director of Partnerships to manage the entire lifecycle of partnership and sponsorship deals, from initial contact to operationalization. This role requires end-to-end ownership, involving collaboration with various internal teams and ensuring successful deal closure and implementation.

Responsibilities

Own every partnership and sponsorship deal from first call through operationalization as the single point of accountability across the company.
Scope partner needs across member inventory, event technology, and sponsorship, maintaining a single qualification standard for all introductions.
Define what Dorsia will and will not sell against its inventory, declining deals that do not align with brand value.
Utilize AI research agents to qualify partners by assessing brand fit, audience overlap, and prior activation history.
Negotiate, draft, and close partner agreements covering trademark, IP licensing, member entitlements, co-marketing, exclusivity, and data sharing.
Design member entitlement mechanics for each deal, including benefit details, tier allocation, provisioning, caps, and expiration.
Partner with Finance on deal economics, margin, and financial modeling.
Collaborate with Marketing and Product teams to confirm deliverability of all promised capabilities before signing.
Own the operationalization plan post-deal signing, assigning owners, dates, and deliverables across departments.
Maintain senior point of contact status for partners while overseeing day-to-day execution by account managers.
Intervene when promised deliverables diverge from actual execution.
Define renewal and expansion strategies, entering renewal conversations with performance records.
Deploy AI agents to track live deliverables against signed terms, identifying slippage early.
Run weekly partnership reviews with clear agendas for required input from Finance, Marketing, and Product.
Present new partnership opportunities to the executive team with a strategic viewpoint.
Maintain a single source of truth for pipeline, stage, and economics, using AI agents for updates.
Build and manage a team of Partnership Account Managers, setting service standards.
Establish standardized partnership processes from intake through renewal.
Produce branded templates for decks, proposals, and one-pagers.
Implement AI agents for drafting proposals, structuring deal notes, and flagging at-risk deliverables.

Requirements

Bachelor's degree in Business, Marketing, Communications, or a related field.
7+ years in partnerships, business development, or commercial roles.
3+ years of experience owning deals end-to-end through close.
Direct experience in luxury, hospitality, live events, media, or premium consumer sectors.
Demonstrated record of personally negotiating and signing deals, with ability to detail terms and economics.
Fluency in commercial structures such as rate cards, revenue share, minimum spends, sponsorship packages, and in-kind value.
Experience building repeatable partnership processes and associated materials.
Proven people management skills, including hiring and developing junior commercial talent.
Experience deploying AI agents and automation for pipeline management, proposal generation, and partner reporting.
Fluency in CRM and pipeline tooling, contract and e-signature workflows, and BI reporting (e.g., HubSpot, Salesforce, Looker).
Judgment to manage cross-functional deals without direct authority over those functions.
Comfort with lifestyle hours, including evenings and weekends for partner events and activations.
Discipline to balance growth with exclusivity.
Experience with sponsorship sales or brand activations within a membership business is a plus.

Skills

Partnerships
Business Development
Commercial Negotiation
Deal Closing
Financial Modeling
Contract Drafting
AI Deployment
CRM Management
Pipeline Management
Team Management
Process Building
Brand Management
Sponsorship Sales
Event Technology
Member Inventory Management

Location

New York

Work Type

In-Person
Full-Time

Experience Level

7+ years experience
3+ years deal ownership

Education Level

Bachelor's degree

Salary/Compensations

$140,000—$180,000 USD

About the Company

Dorsia is a hospitality-tech innovator focused on providing access to exclusive restaurants, events, and experiences through technology.
The company has experienced significant growth, expanding revenue by 480% in 2025 and scaling to over 400 venues across 25 destinations.
Dorsia has secured $54M in funding from notable investors and strategic partners.
The company is committed to reshaping the global hospitality landscape and is seeking exceptional talent to drive future growth.
Dorsia prioritizes culture, believing it is essential for success, and operates as a people-first organization.
The company emphasizes the importance of in-person collaboration and culture for creating unique experiences.
Dorsia hires for merit and mindset, valuing a shared vision over demographic conformity.
The company operates with 'lifestyle hours,' reflecting the demands of the hospitality industry and its members.
Dorsia fosters a high-performance culture designed for builders who are driven and ambitious.
The company is building something significant that requires long hours and relentless effort, offering the opportunity to impact how culture is experienced.

Equal Opportunity

We hire for merit and mindset, which naturally creates a team with varied backgrounds.