Director, Ticket Sales | TB Rays

ASM Global•Tampa, FL

1d•Onsite

About The Position

The Director of Ticket Sales serves as the day-to-day sales operations’ leader for premium seating sales and sales team performance management, reporting to the VP of Sales & Service. This role focuses intensely on frontline sales management, team coaching, activity tracking, and conversion optimization throughout the multi-year construction phase and 2029 opening. The Director combines tactical sales leadership with meticulous performance monitoring, creating a high-activity, results-driven sales culture. The Tampa Bay Rays are developing a state-of-the-art ballpark at Hillsborough College in Tampa’s Westshore district, targeting a 2029 opening. This public-private partnership anchors the Champions Quarter mixed-use district. With 11,500 premium seats designed to set new MLB benchmarks, Legends Global seeks exceptional leaders to drive this transformational project.

Requirements

Bachelor’s degree from accredited university
6-8 years proven experience in high-volume B2B or B2C sales, with 3-4 years in frontline sales management
Previous experience in sports ticketing, entertainment, or hospitality is required
Track record meeting/exceeding team sales goals while maintaining high activity standards
Experience managing sales teams of 5-15 people
A Deep understanding of CRM platforms (Salesforce), ticketing systems (Ticketmaster/Archtics) and sales performance analytics

Responsibilities

Lead, coach, and develop team of Premium Sales Managers, Account Executives and Sales Coordinator responsible for premium sales
Conduct daily team meetings to review priorities, share best practices, and maintain high energy and momentum
Provide hands-on coaching including ride-alongs, presentation reviews, and personalized development plans
Monitor individual behaviors and activities daily ensuring adequate prospecting and pipeline development
Hold team accountable to activity standards: calls, appointments, presentations, proposals, contracts closed
Create competitive, supportive environment recognizing top performers while developing emerging talent
Establish and monitor comprehensive KPIs: calls per day, appointments per week, close rate, average deal size, pipeline velocity, forecast accuracy
Review CRM data daily to assess pipeline health, identify at-risk opportunities, and address performance gaps
Generate weekly activity reports, conversion analysis, and performance dashboards for leadership review
Conduct weekly one-on-one pipeline reviews with each sales team member
Implement performance improvement plans for underperforming members with clear expectations
Drive consistent, high-volume prospecting and lead generation maintaining robust pipeline throughout construction
Develop and refine sales scripts and objection responses addressing pre-opening sales challenges
Optimize lead qualification processes focusing effort on highest-probability opportunities
Improve conversion rates through systematic win/loss analysis and presentation effectiveness review
Leverage experience center tours as closing tool with seamless handoffs and follow-up protocols
Ensure accurate, timely CRM (Salesforce) data entry maintaining pipeline visibility and forecasting integrity
Develop standardized sales processes, workflows, and stage progression criteria
Create and maintain sales playbooks and knowledge bases enabling team success
Audit CRM usage weekly, providing coaching to maintain data quality standards
Generate accurate revenue forecasts based on pipeline analysis and historical conversion rates
Manage sales department budget including compensation, incentives, tools, and technology
Optimize resource allocation to maximize ROI on sales investments and team productivity
Track and report on department expenses ensuring budget alignment
Deliver weekly performance reports to VP and SVP including activity metrics, conversion analysis, pipeline status
Present weekly and monthly results, forecasts, and strategic recommendations
Communicate proactively about risks, challenges, and opportunities requiring leadership attention