Bay Yield & Occupancy Optimization

The foundation of this role is treating each bay as what it is: perishable, time-limited inventory. This leader will own RevPAB as the enterprise performance standard - building the reporting, forecasting, and incentive structures that hold venues accountable to yield performance.

• Own Revenue Per Available Bay Hour (RevPAB) as the primary enterprise performance metric and build the organizational discipline around it
• Establish occupancy targets by venue, daypart, day of week, and season - and create visibility into performance against those targets
• Develop booking controls, minimum duration rules, and real-time availability tools to minimize empty bay-hours during peak demand
• Build waitlist and cancellation management capabilities to recover revenue from late cancellations and no-shows
• Set Average Daily Rate (ADR) benchmarks and yield performance standards across the portfolio

Dynamic Pricing Engine

Topgolf has the opportunity to move from static national pricing to a true dynamic pricing model - one that adjusts bay rates in response to real-time demand signals the way leading hotel and airline systems do. This is the most consequential technical build this role will lead.

• Lead the design, procurement, and implementation of a Revenue Management System (RMS) suited to Topgolf's bay-inventory model
• Build pricing logic that responds to booking pace, current occupancy, historical patterns, booking window, and local market conditions
• Develop differentiated rate curves by day of week and daypart that reflect actual guest willingness to pay
• Partner with Technology and Data to automate pricing recommendations and reduce manual intervention over time
• Establish a testing and optimization framework for pricing changes - moving from intuition-based to data-driven pricing decisions

Venue-Level Pricing Frameworks

• Establish venue-level frameworks that reflect local competitive sets, real estate costs, and guest demographics
• Build market segmentation models that differentiate pricing across Topgolf's diverse venue footprint
• Work closely with Finance and FP&A to develop and validate venue-specific pricing tiers
• Set and manage rate fences - advance purchase, non-refundable, group minimums - to protect rate integrity while maximizing fill
• Benchmark venue-level RevPAB performance against comparable venues and external hospitality benchmarks on an ongoing basis

Seasonality & Demand Forecasting

• Build robust forecasting models that project demand by venue, daypart, day of week, and season
• Develop seasonal rate calendars published well in advance, with dynamic adjustment capability as actual booking pace materializes
• Integrate external data sources - local events, school calendars, sporting schedules, weather - into demand models to improve accuracy
• Identify and capitalize on shoulder-period opportunities through targeted pricing and promotional strategies developed in partnership with CRM
• Produce rolling demand forecasts that the CRM team uses to activate targeted campaigns and fill yield gaps proactively

My Bay My Way: Guest Customization & Experience Monetization

"My Bay My Way" is one of the most promising revenue management levers Topgolf has introduced - and one that has not yet been fully priced and packaged for maximum yield impact. This leader will bring commercial discipline to the program.

• Develop pricing and packaging strategy for customization options - premium F&B packages, technology upgrades, branded experiences, private bay configurations
• Design tiered experience bundles that allow guests to self-select into higher-value offerings at the point of booking and during the visit
• Use customization add-ons to increase total revenue per visit without necessarily changing the base bay rate
• Partner with CRM to surface the right upsell offers to the right guests at the right moment in the booking flow
• Track and optimize attach rates, average incremental spend, and guest satisfaction across all customization offerings

Group, Event & Corporate Yield

Groups represent a significant portion of Topgolf's revenue -this leader will bring hotel-style group yield discipline to how the company evaluates and prices these bookings.

• Apply group displacement analysis to evaluate when accepting group bookings maximizes total revenue versus displacing higher-margin walk-in and reserved guests
• Set group rate floors, minimum spend thresholds, and blackout periods that protect peak inventory
• Develop pricing strategy for private events, corporate buyouts, and holiday parties that reflects true demand and opportunity cost
• Partner with the Sales team to ensure group contracts include revenue management guardrails - attrition clauses, cancellation terms, F&B minimums

Membership, Loyalty & Ancillary Revenue

Revenue management does not end with bay pricing. This leader will take a holistic view of total guest spend - across bays, F&B, membership, merchandise, and coaching - and optimize for the entire visit, not just the booking.

• Partner with the VP of CRM to model the yield economics of the revamped tiered membership program - pricing each tier, modeling the impact of member traffic on transient availability, and setting yield guardrails for Summer Fun Pass
• Develop membership and loyalty program economics that drive repeat visits, advance bookings, and increased share of wallet
• Partner with F&B on menu pricing, minimum spend policies, and package attachment to ensure food and beverage strategy supports overall yield goals
• Identify and size new ancillary revenue opportunities across the guest journey - from pre-arrival through post-visit

Analytics, Technology & Performance Reporting

This leader will introduce new commercial vocabulary to the organization - and make sure it is understood and owned at every level, from the CCO to the venue General Manager.

• Establish RevPAB and supporting KPIs - ADR, occupancy rate, booking conversion, ancillary attach rate, cancellation rate - as the standard performance language across the organization
• Build executive-level and venue-level dashboards that make revenue performance visible, actionable, and accountable
• Lead evaluation, selection, and implementation of a Revenue Management System suited to Topgolf's inventory model - with a preference for established hospitality RMS providers adapted for the entertainment context
• Partner with Data teams to develop machine learning-enhanced pricing and demand models over time
• Drive alignment between revenue management and field operations, ensuring venue GMs understand and own yield metrics

QUALIFICATIONS & EXPERIENCE

What We're Looking For

The ideal candidate brings the technical rigor of a seasoned revenue management professional and the leadership presence to drive organizational change in a company that is building this capability for the first time. This is not a role for someone who wants to run an existing revenue management operation. It is a role for someone who wants to build one - and who has done something analogous before.

Required Experience

• 12 or more years of progressive revenue management experience, with at least five years in a senior leadership role
• Deep, hands-on expertise in dynamic pricing, yield management, and demand forecasting - ideally from hospitality (hotel or airline), entertainment, or a high-volume multi-unit consumer business
• Demonstrated experience building or implementing a Revenue Management System or dynamic pricing engine, including vendor selection, integration, and organizational change management
• Advanced proficiency with data analytics and visualization tools; comfort working with large, complex datasets and translating findings into commercial recommendations
• Strong executive presence - able to explain pricing science and yield concepts to venue operators, finance leaders, and board audiences with equal clarity
• Proven track record building and developing high-performance teams
• Bachelor's degree in Business, Finance, Economics, Hospitality Management, or a related quantitative field

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.