Business Manager

Luxer One•Sacramento, CA

41d•$110,000 - $150,000•Hybrid

About The Position

Droplocker is Luxer One's purpose-built personal storage locker platform for entertainment venues and attractions — from stadiums, arenas, and malls to water parks, trampoline parks, roller rinks, and family entertainment centers. Built on Luxer One's decades of smart locker and package management innovation, Droplocker delivers a seamless & secure guest experience, eliminates operational friction, and unlocks new revenue streams for venue operators. The competition is largely a coin-operated locker from 1972. We’ve built something better, spent the last 2 years testing in various markets, and we now need the right person to blow the doors off. Locker solutions in the entertainment and venue space have been slow to change over the years. Venue operators deal with cash-only hardware, mechanical failures, frustrated guests, and zero visibility into what their locker operation is actually doing. Droplocker changes that — and the market is wide open. This is not an account management role. There is a limited warm book of business to inherit. Not much of an established playbook. This is the tip of the spear: you go find the venues, get in the door, build relationships with the GMs and operators who run these facilities, and close the deals. You shape how Droplocker shows up in the market because you will be the one putting it on the map. If you have built something before — a territory, a business, a pipeline from nothing — and you are ready to do it at a larger scale in a wide-open market, this is that opportunity.

Requirements

A track record of building revenue in a market — independently or as the founding sales hire somewhere; "built" and "launched" should appear in your background, not just "managed" and "supported"
Experience in or adjacent to the entertainment venue and attractions market — or a genuinely transferable background in venue technology, hospitality tech, experiential marketing, event production/operations, or related fields where you have sold to the same buyers
Demonstrated ability to generate your own pipeline without relying on marketing or inbound — you have gone cold and found a way in
Real understanding of how venue operators make decisions — budget cycles, seasonal dynamics, multi-stakeholder procurement, and the difference between how a single venue and a multi-property group operate
Comfort working the way this market requires — events, evenings, weekends when venues are actually running
Strong communicator — written, on the phone, and in person across all levels of a venue organization from GM to ownership

Nice To Haves

Relationships inside the entertainment and venue industry — stadium, arena, amphitheater, FEC, water park, trampoline park, or theme park operator networks
Familiarity with venue technology & security/operations — ticketing, POS, cashless payments, access control, RFID, connected hardware sold into venues, security policies, lost & found, etc.
Experience with revenue-share or equipment-as-a-service commercial models
IAAPA, RSA, or IAVM association participation
Experience building a market or territory from scratch and having the numbers to show for it
Prior experience as a founder or early employee at a company where you were one of the first people generating revenue

Responsibilities

Own the full sales cycle from prospecting to close — you build the pipeline, run the discovery, build the business case, and close the deal
Get in the market physically — attend IAAPA, RSA, IAVM, and regional venue industry events; visit venues during operations; build the relationship network that makes Droplocker the first call when an operator is ready to upgrade
Develop and execute the go-to-market strategy for the entertainment and venue segment — target account prioritization, channel development through industry associations, and portfolio-level selling into multi-property venue groups
Build relationships at every level of the venue organization — Operations, F&B, Revenue Management, Facilities, General Management, and ownership
Work directly with the Product team as the primary source of market intelligence — what operators need, what they are asking for, what the competition is doing, where we have gaps
Bring existing channel partners along and identify new ones — venue management companies, industry associations, and technology integration partners
Work alongside our Agentic BDR (AI-powered outreach) to convert warm prospects into live conversations and deals
Manage pipeline and forecasting honestly in Zoho CRM — not just tracking activity, but giving leadership a real picture of where we are and what is coming
As the team grows, develop Account Executives alongside you — bringing them into deals, coaching them through the sales cycle, and building a team that can carry the segment