Senior Manager, Group Revenue & Sales Operations

Museum of Ice Cream • Orlando, FL

4d • $155,000 - $180,000

About The Position

Museum of Ice Cream is expanding into new markets and building commercial infrastructure to convert demand into booked experiences and recurring revenue. The Senior Manager, Group Revenue & Sales Operations leads B2B sales growth across corporate events, team-building experiences, client entertainment, offsites, convention business, and private museum buyouts. This hands-on role personally develops and closes high-value accounts while improving inbound conversion, repeat business, and sales support.

The role has direct accountability for booked revenue and develops scalable sales processes, strengthens pipeline management and forecasting, and uses technology and automation to improve sales productivity. Working with Marketing, Operations, Brand Partnerships, Finance, and General Managers, this leader builds a repeatable revenue engine for existing and future markets. The position covers five museums and requires occasional on-site meetings and travel, estimated at 25–35%. Candidates must be located in Los Angeles, Las Vegas, or Orlando.

Requirements

• 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.
• Occasional on-site meetings and travel are expected, estimated at 25–35%.
• Candidates 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 the 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.
• Translate market and customer insights into opportunities for new products, packages, and revenue streams.
• Evaluate existing sales processes, technology, lead flow, and team structure to identify opportunities for improvement.
• Develop scalable sales 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 opportunities 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, while developing 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 maintaining personal ownership of 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.

Benefits

• Annual bonus
• Stock options
• 401k 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
• Ability to advance within the organization

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed