THE ROLE The Area Sales Director, Event Strategy & Performance drives revenue across assigned venues by developing sellers, leading core sales routines, and elevating salesmanship on live opportunities. This role owns coaching, pipeline inspection, strategy execution, and cross-functional alignment to deliver consistent, predictable growth across the market. The role will require weekly travel amongst assigned venue locations.
WHAT YOU WILL DO Coach & Develop Sales Leaders Lead and develop Venue Sales leaders through consistent 1:1 coaching, call reviews, and live deal strategy
Drive performance through Power Hours, on-site tour coaching, and support on complex opportunities
Mentor sellers on objection handling, live call execution, and high-stakes client interactions
Build a culture of sales excellence and continuous improvement across all venues
Own Performance & Accountability Own revenue performance across venues by driving target achievement and improving conversion rates
Inspect pipeline health and ensure consistent execution of sales standards, tools, and behaviors
Identify performance gaps early and act decisively to course correct and protect revenue
Hold teams to a high bar - results, behaviors, and standards are non-negotiable
Drive Strategy & Market Alignment Lead weekly 1:1s with Event Sales Directors and Managers, daily market huddles, and weekly sales meetings
Develop and refine market-level business development strategies and top account plans
Partner with General Managers to align strategy, forecasts, priorities, and execution plans
Integrate execution with the Venue Support Center Sales Leadership to drive organizational alignment
Manage Operations & Reporting Maintain a data-driven approach through dashboard reviews, reporting analysis, and sales coordination
Identify data gaps and performance trends before they become problems
Oversee event closeouts to ensure accuracy, completion, and a strong post-event guest experience
Represent the Brand in Market Travel between venues (50%) to provide in-person coaching, support, and operational alignment
Build and maintain relationships with key accounts, community leaders, and business partners
Serve as a visible, energizing presence that reinforces Topgolf's culture and values in the market
CORE COMPETENCIES FOR SUCCESS Being Resilient | Rebounding from setbacks and adversity when facing difficult situations.
Shows persistence in the face of adversity or obstacles, encouraging the sales team to do the same
Helps the organization grow from hardships and difficult experiences across venues
Helps the sales organization recover momentum and confidence after missed targets or setbacks
Displays stability and resilience in the face of crisis, enabling teams to remain focused and productive
Communicates Effectively | Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
Creates venues for constructive dialogue within and across market sales teams
Demonstrates candor and openness when discussing strategy, performance, and organizational priorities
Communicates effectively to a wide variety of audiences - from Sales Admins to General Managers to senior leadership
Promotes a free flow of information throughout the market, ensuring alignment across all venues
Drives Results | Consistently achieving results, even under tough circumstances.
Eliminates obstacles that affect revenue performance across assigned venues
Gets results that have a clear, positive, and direct impact on sales and business performance
Drives the sales organization to achieve targets and push forward even in difficult circumstances
Creates an organization-wide sense of urgency around pipeline health, conversion, and revenue growth
Builds Effective Teams | Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
Builds a cohesive sales leadership team that drives goals and success across the market
Creates a culture with systems and processes that enable cross-functional teamwork between sales and operations
Instills a common mindset and team spirit across all venues and sales roles
Models' teamwork by working effectively with General Managers, Area Directors, and Venue Support Center leadership
Strategic Mindset | Seeing ahead to future possibilities and translating them into breakthrough strategies.
Clarifies the sales organization's vision and strategy and ensures the team's efforts are prioritized to support it
Creates market-level strategies that leverage competitive advantages, account trends, and emerging revenue opportunities
Thinks beyond the day-to-day, balancing long-term market growth with immediate pipeline and conversion execution
Leads the team to pursue possibilities that will create sustainable revenue and client retention across all venues
Ensures Accountability | Holding self and others accountable to meet commitments.
Accepts responsibility for market revenue outcomes and acts decisively when performance gaps emerge across venues
Holds sales leaders and their teams accountable for pipeline accuracy, conversion standards, and execution behaviors
Monitors metrics and milestones across the market to chart progress and redirects effort when results start to lag
Designs feedback processes into the work, so the sales organization continuously learns, improves, and delivers
QUALIFICATIONS 5+ years of progressive sales experience, including leadership of direct reports
Bachelor's degree in hospitality management, Business Administration, or a related field preferred; equivalent combination of education and relevant experience will be considered
Multi-unit sales leadership experience preferred
Proven success in high-volume events or hospitality sales environments
Progressive, relevant experience within the hospitality industry preferred
Strong proficiency in Salesforce or similar CRM; Excel and reporting tools
Must be 21 years of age or older as required by state or local law
PHYSICAL REQUIREMENTS - Ability to remain stationary for extended periods of time, including working at a desk, computer workstation, or within the venue
- Ability to regularly move throughout the venue to conduct site tours, support event setup walkthroughs, and engage with guests and operational teams
- Ability to travel amongst assigned venue locations weekly
- Ability to occasionally lift, carry, and/or move up to 25 pounds
- Ability to communicate clearly and effectively, both verbally and in writing, in person, by phone, and electronically; including high-volume client outreach and internal team communications
- Ability to hear and respond to verbal communication in a venue environment, including areas with moderate to high levels of background noise during events and peak service periods
- Visual acuity sufficient to read documents, computer screens, CRM dashboards, BEOs, and written correspondence
Sounds like a fit? We can't wait to meet you! BENEFITS
Free Play & 1/2 price food! Health, dental, vision, 401(k) team member match, free mental well-being platform - and that's just for starters for those who qualify. View team member benefits here.
