Director, Tourism Group Sales & Strategy

Brooklyn Sports & Entertainment•New York, NY

4d•$130,000 - $155,000•Hybrid

About The Position

Brooklyn Sports & Entertainment is seeking a Director, Tourism Group Sales & Strategy to build and lead the overarching Tourism Group Sales strategy while overseeing a team of 2–5 Account Executives. You will drive revenue across the Brooklyn Nets, New York Liberty, Barclays Center events, and other entertainment properties through travel-trade group sales, partnerships, OTA/API distribution, and direct sales. This role will report to the Senior Director, Group Sales & Tourism.

Requirements

7+ years in sales, including 2+ years in a leadership role and 5+ years managing a team
Experience in group sales or travel-trade
A track record of identifying strategic partnerships that benefit representatives and cultivating those accounts.
Working familiarity with CRM and sales-ops tools (Salesforce preferred)
Willingness to travel to industry trade shows and work Nets, Liberty, and special events as needed, including evenings and weekends
Highly driven, accountable, and entrepreneurial, with strong pipeline discipline, forecasting expertise, and a relentless focus on exceeding revenue goals
Strong analytical instincts — able to read the data and act on it, not just report it
A confident communicator with the ability to build credibility and influence with C-suite executives, business owners, and senior decision-makers
Accountability-driven people leader — leads by example through demonstrating our Core Values, developing high-performing sales talent

Nice To Haves

hospitality, travel, or tourism experience preferred
NYC tourism market knowledge is a plus, not a requirement

Responsibilities

Design the team's structure and operating model, scaling from 2 to as many as 5 representatives as the business grows.
Recruit, onboard, train, and manage tourism sales representatives.
Decide where to focus: which markets, which channels (direct, travel-trade, OTA, API), which partners are worth the investment.
Coach on pipeline development, forecasting, and account growth; conduct regular reviews.
Define staffing needs and timing for team expansion as new properties and markets are added.
Build and execute an annual tourism sales plan aligned to revenue goals.
Identify high-potential domestic, international, and travel-trade markets.
Develop a scalable, multi-property sales approach (sports/entertainment as part of the NYC visitor itinerary).
Oversee group sales reservations and ensure prompt response to inquiries via website, email, phone, and chatbot.
Build the department's sales process from prospecting through fulfillment, reporting, and renewal.
Review, negotiate, execute, and manage partnership and distribution contracts in collaboration with Legal, Finance, and relevant business stakeholders.
Maintain and update the department's SOP manual for consistency across the team.
Ensure accurate account, opportunity, and forecast data in Salesforce.
Drive in person lead generation strategy including hosting familiarization tours, coordinate trade shows, sales missions, and client events.
Oversee team adoption of Salesforce, ticketing, and work-management platforms, including system updates.
Serve as primary liaison between Tourism Sales and Ticket Sales, International Marketing, Partnerships, Finance, Legal, Event Ops, Guest Experience, and Attractions teams.
Align pricing/inventory strategy and ensure partner commitments are operationally deliverable.
Report on revenue, pipeline, conversion, partner production, and forecast accuracy to senior leadership.
Evaluate and recommend growth toward a 3–5 rep structure based on revenue growth, market demand, partner volume, coverage gaps, and rep capacity.