Senior Manager, Group Revenue & Sales Operations

Museum of Ice Cream•Los Angeles, CA

4d•$155,000 - $180,000

About The Position

Museum of Ice Cream is seeking a hands-on commercial leader to grow B2B sales across its museums, including corporate events, team-building experiences, client entertainment, offsites, convention business, group bookings, and private museum buyouts. The Senior Manager will personally prospect, negotiate, and close high-value accounts while improving inbound conversion, repeat business, and sales support. The role has direct accountability for booked revenue and will develop scalable sales processes, strengthen pipeline management and forecasting, and use technology and automation to improve sales productivity. The Senior Manager will collaborate with Marketing, Operations, Brand Partnerships, Finance, Site Operations, General Managers, and teams responsible for new museum openings and market growth to build a repeatable revenue engine for existing and future markets. The position covers sales strategy and business development across five museums, including developing corporate accounts, customer segments, packages, pricing recommendations, and new revenue opportunities. It also owns sales workflows and systems, CRM standards, pipeline reporting, performance metrics, and forecasting. The role manages contracted sales support and establishes expectations, training, and workflows while retaining personal ownership of high-value sales opportunities. Occasional on-site meetings and travel are expected, approximately 25–35%. Candidates must be located in Los Angeles, Las Vegas, or Orlando.

Requirements

At least 8 years of experience in group and event sales, business development, or commercial leadership.
Proven track record personally prospecting, negotiating, and closing high-value corporate events, private buyouts, and complex venue sales.
Experience developing B2B sales strategies, strategic accounts, and repeat business.
Demonstrated success building or improving sales operations, processes, workflows, and technology.
Strong understanding of CRM platforms, sales automation, AI-enabled tools, and revenue reporting.
Experience managing pipelines, forecasting, lead conversion, and sales performance.
Strong analytical, negotiation, communication, and cross-functional leadership skills.
Ability to balance strategic planning with hands-on execution.
Must be located in Los Angeles, Las Vegas, or Orlando.

Nice To Haves

Experience scaling sales operations across multiple locations or markets.
Background in attractions, experiential hospitality, travel, destination entertainment, or location-based businesses.
Experience implementing Salesforce, HubSpot, Tripleseat, or comparable platforms.
Experience launching new revenue channels or transforming existing sales operations.
Experience leveraging AI and automation to improve sales productivity.

Responsibilities

Develop and execute B2B sales strategy across five museums, prioritizing corporate events, private buyouts, conventions, meetings, and group business.
Own booked-revenue goals, identify new business opportunities, and develop strategic corporate accounts and repeat business.
Personally prospect, negotiate, and close high-value corporate and convention opportunities.
Establish customer segments, sales strategies, packages, and pricing recommendations to improve revenue and conversion.
Use market and customer insights to identify new products, packages, and revenue streams.
Evaluate sales processes, technology, lead flow, and team structure to identify improvement opportunities.
Develop scalable workflows for lead capture, qualification, routing, follow-up, and pipeline management.
Partner with Marketing Operations & Digital to improve CRM integration, automation, reporting, and self-service booking capabilities.
Evaluate and optimize sales platforms, including Tripleseat, Ticketure, and related CRM tools.
Establish CRM standards and processes to support consistent adoption and accurate sales data.
Own pipeline management, forecasting, dashboards, and revenue reporting across all locations.
Establish performance metrics and service-level expectations for lead response, follow-up, proposals, and booking conversion.
Monitor pipeline health, conversion rates, average booking value, sales velocity, and revenue performance.
Identify ways to improve sales productivity, conversion, and forecasting accuracy.
Develop repeatable sales processes and playbooks that can scale across existing and future markets.
Build and execute targeted outbound sales strategies to generate new corporate and group business.
Develop relationships with corporate event buyers, executive assistants, HR teams, event agencies, meeting planners, convention organizers, hotels, and destination partners.
Establish a convention and meetings sales strategy, beginning in Las Vegas, and develop additional group-sales channels.
Manage contracted sales support responsible for routine inquiries, qualification, proposals, booking administration, payment follow-up, and CRM accuracy.
Establish team expectations, performance goals, training, and workflows while personally owning high-value sales opportunities.
Evaluate future sales capacity needs based on revenue opportunities, lead volume, and market expansion.
Partner with Marketing, Brand Partnerships, and New Museum Openings & Market Growth to convert demand-generation efforts into qualified sales opportunities.
Collaborate with Site Operations and General Managers to align availability, capacity, pricing, and event execution.
Work with Finance and Operations on revenue planning, forecasting, and commercial performance.
Share sales insights to inform marketing investment, product development, pricing, and future revenue opportunities.
Travel occasionally for on-site meetings and other business needs, with travel expected at 25–35%.

Benefits

Annual bonus
Stock options
401(k) with match
PTO and sick time
Medical, dental, and vision coverage
Classpass
Commuter discounts
Employee assistance program
Unlimited ice cream
Employee development opportunities
16 free museum tickets per year for friends and family, with free entry for the employee
50% off retail products
Opportunities to advance within the organization