Vice President, Sales & Service | TB Rays

ASM Global•Tampa, FL

11d•Onsite

About The Position

The Vice President, Sales & Service owns revenue execution for the Tampa Bay Rays premium seating program, with full accountability for 11,500 premium seats across a multi-year pre-opening cycle. This role involves building the team, process, and pipeline to transition a ballpark under construction into committed premium inventory before the first game. The position aligns Rays ownership and Legends Global leadership around a single revenue plan, scales proven sales practices, and focuses on signed contracts. The standards set in this role will define the venue's commercial performance for decades. The Tampa Bay Rays are developing a state-of-the-art ballpark at Hillsborough College in Tampa’s Westshore district, targeting a 2029 opening. Legends Global leads premium sales strategy and execution for this project, which involves selling 11,500 premium seats in a build-from-zero program with no existing book of business and a fixed opening date.

Requirements

10+ years of sales leadership in premium seating and ticketing, including direct accountability for multi-million dollar revenue targets.
A track record of hiring, developing, and retaining sales teams that hit their numbers — with specific evidence of what those teams produced.
Demonstrated success selling complex, high-value products on extended cycles to corporations and high-net-worth individuals.
Command of consultative, solution-selling methodology paired with the CRM discipline — Salesforce preferred — to make a pipeline genuinely forecastable.
Financial acumen across forecasting, deal structuring, pricing strategy, and revenue modeling.
The ability to sell a vision: closing business on a venue that does not physically exist yet, and answering timing objections with credibility.
Bachelor’s degree from an accredited university.
Relocation to the Tampa Bay area is required for candidates not currently in market.

Nice To Haves

5+ years in professional sports or major entertainment venues
MLB experience
Prior involvement in a new venue opening or major renovation pre-opening cycle.

Responsibilities

Own the strategic business plan for premium seating revenue across all product categories, carrying direct accountability for annual and multi-year targets through construction and pre-opening.
Lead the conversion strategy that turns premium experience center visits into committed seat holders, equipping the team to sell the venue vision before there is a venue to walk.
Manage the full multi-year cycle from lead generation through contract execution, and report revenue position on a set cadence to the SVP, Rays leadership, and project stakeholders.
Hire, train, and develop a premium sales team capable of holding its standards through an extended, high-stakes MLB sales cycle.
Coach sales executives on consultative selling, presentation, objection handling, and relationship development with C-suite and high-net-worth buyers.
Run pipeline reviews and forecasting with the Directors of Ticket Sales, Suites, and Service, and hold the team accountable to individual and collective goals.
Build the sales processes, qualification criteria, lead routing, and territory management purpose-built for selling a venue under construction.
Implement Salesforce workflows and sales methodologies that produce accurate forecasting, real pipeline visibility, and data-driven decisions.
Partner with the Directors of Analytics and Marketing on prospect scoring, segmentation, and lead quality so demand generation matches sales capacity.
Recommend pricing strategy, product mix, and inventory allocation grounded in pipeline evidence and market data.
Monitor conversion rates, deal velocity, pipeline health, and forecast accuracy — and intervene early when the numbers move.
Prepare executive reporting for Rays ownership and Legends Global leadership so both partners work from the same clear picture.