National Director of Sales

Drive Shack • Richmond, VA

10d

About The Position

ABOUT DRIVE SHACK Drive Shack is a modern entertainment destination that blends the energy of nightlife with the fun of tech-driven golf games. We’re all about creating spaces where guests can relax, connect, and make lasting memories. With interactive golf experiences, chef-inspired food, and craft cocktails, we offer something for everyone from casual nights out to birthdays and corporate events. At Drive Shack, great food, good vibes, and friendly competition come together for an unforgettable time. Job Purpose The National Director of Sales is responsible for driving, aligning, and scaling event and group revenue performance across Drive Shack’s national portfolio. This role serves as the connective thread between brand strategy, on-site sales execution, and operational delivery ensuring each location performs at a high level while presenting a consistent, differentiated market presence. This position leads through influence, systems, and standards. The National Director of Sales partners closely with the Director of Operations to elevate the brand, optimize revenue mix, and ensure that sales strategy translates into operationally executable, repeatable success across all locations. Success in this role is measured by national revenue growth, consistency across markets, pipeline health, team effectiveness, and sustained client retention, not just isolated wins.

Requirements

• 8+ years of experience in event sales, hospitality sales, or experiential entertainment venues
• Proven success leading revenue-generating teams across multiple locations or markets
• Strong strategic thinker with hands-on operational and sales acumen
• Demonstrated ability to scale systems, standards, and performance across diverse teams
• Exceptional communication, influence, and leadership skills
• Comfortable partnering with senior operations leadership and executive stakeholders
• High proficiency with CRM platforms, reporting, and sales performance analytics
• Ability to operate autonomously, travel as needed, and lead in fast-paced environments

Responsibilities

• Own national event and group revenue strategy across all Drive Shack locations
• Establish scalable sales frameworks that balance inbound lead conversion, outbound generation, and strategic account development
• Set and monitor national performance standards for response time, conversion rates, pipeline coverage, and forecasting accuracy
• Analyze cross-market performance to identify trends, risks, and growth opportunities
• Partner directly with the Director of Operations to align sales strategy with operational capacity, guest experience, and brand objectives
• Oversee inbound lead flow distribution and conversion standards across all locations
• Ensure CRM discipline, data integrity, and reporting consistency nationwide
• Review pipeline health and forecast accuracy at both location and national levels
• Support Directors of Sales and Event Sales Managers on complex, high-value, or multi-location opportunities
• Create visibility and accountability around revenue pacing and goal attainment
• Lead, mentor, and develop location-level Directors of Sales and Event Sales Managers
• Establish clear role expectations, performance benchmarks, and accountability frameworks
• Standardize onboarding, training, and sales enablement tools across locations
• Coach leaders on deal strategy, team development, and market execution
• Build a performance culture rooted in ownership, professionalism, and measurable outcomes
• Drive national and regional business development strategies to generate repeat and enterprise-level clients
• Cultivate relationships with key corporate planners, agencies, and strategic partners
• Support locations in building sustainable pipelines beyond one-off events
• Identify non-traditional and innovative approaches to market penetration and brand visibility
• Guide conversion of single-location clients into multi-location or recurring partners
• Establish national standards for sales-to-operations handoffs and execution readiness
• Ensure clarity and alignment between sales promises and on-site delivery
• Lead post-event review strategies focused on retention, referrals, and lifetime client value
• Use performance data and client feedback to refine sales strategy and improve outcomes

Benefits

• Competitive base salary plus performance-based incentive plan
• National leadership role with direct impact on brand growth and revenue strategy
• Close partnership with executive operations leadership
• Authority to shape national sales standards, structure, and strategy
• Access to premium venues for client engagement and relationship development
• Career growth opportunities within a scaling, multi-brand organization
• Employee discounts and venue perks (food, beverage, and experiences)
• Medical, dental, and vision benefits, plus paid time off and holidays (where applicable)

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees