Job Description

Institutional Sales Lead – North America

Location: United States – flexible on location, field-based with regular travel across North America 

Employment: Full-time 

About 2XU

2XU is an Australian performance sportswear brand with a passion for helping athletes prepare, perform and recover.

We’re looking for an experienced Institutional Sales Lead to rebuild and grow our institutional sales and partnerships channel across North America. From professional sports teams and collegiate athletics to military, healthcare and corporate wellness partners, you’ll reconnect with former accounts, open new doors and turn opportunities into lasting commercial relationships.

This is a hands-on opportunity to shape a significant growth channel. You’ll bring the strategy, relationships and drive to establish 2XU as a compression and recovery partner of choice for teams and institutions.

Key Responsibilities

Channel Strategy & Growth : Develop and deliver the North American institutional sales strategy, prioritizing opportunities across professional and collegiate sport, military, healthcare and corporate wellness. Reactivate dormant accounts and build a clear plan for sustainable revenue growth.

Sales & Account Management: Own the full sales cycle from prospecting and negotiation through onboarding and renewal. Build strong relationships with key decision-makers and position 2XU’s compression, recovery, performance and custom products to meet their needs.

Partnership Development: Secure and manage institutional partnerships that strengthen 2XU’s brand presence and deliver measurable commercial returns. Work with Marketing to activate partnerships through team and athlete content, product seeding and broader brand opportunities.

Commercial Performance & Reporting: Manage pricing, contracts and margins within agreed guidelines. Maintain accurate forecasts and a disciplined CRM pipeline, providing clear reporting on revenue, account performance and progress against targets.

Collaboration & Channel Development: Partner with Product, Marketing, Supply Chain and Operations to deliver a strong customer experience. Develop the right mix of direct sales, specialist representatives and agencies to support the channel as it grows.

What You’ll Bring

1. 10+ years of sales or business development experience in sporting goods, athletic apparel, institutional sales or team sales.
2. A track record of winning, rebuilding and growing relationships with professional teams, collegiate athletics, military or government buyers, or corporate wellness programs.
3. An understanding of institutional buying cycles, custom and teamwear programs, and specialist representative or agency models.
4. Strong commercial judgment across pricing, negotiation, contracts and margin management.
5. Experience developing partnerships with measurable commercial outcomes.
6. The ability to set a clear strategy and personally deliver it in a lean, ambitious environment.
7. Strong relationship-building skills, disciplined CRM practices and a passion for sport and performance.

An established North American professional, collegiate or military network, along with government or military procurement experience, will be highly regarded.

Why Join 2XU?

You’ll have the opportunity to make a visible impact, take ownership of a channel with significant potential and help shape how 2XU partners with teams and institutions across North America.

Our values guide how we work: Customer First, One Team, Heart Not Hype, Own It, Race Bred, and Move Fast, Finish Strong.

We’re open to candidates based anywhere within the United States, with regular travel across North America required.

Apply

If you’re passionate about performance and building lasting commercial partnerships, we’d love to hear from you. Apply with your resume and a brief introduction outlining your relevant experience and interest in the role.

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