Vice President, Sales & Service | TB Rays

Legends Global • Frisco, TX

10d • Onsite

About The Position

The Vice President, Sales & Service owns revenue execution for the Tampa Bay Rays premium seating program — full accountability for 11,500 premium seats across a multi-year pre-opening cycle. Reporting to the Senior Vice President and leading the Directors of Ticket Sales, Suites, and Service, you will build the team, the process, and the pipeline that turn a ballpark under construction into committed premium inventory well before first pitch. This role aligns Rays ownership and Legends Global leadership around a single revenue plan, scales sales practices proven across our network of 450+ venues, and earns wins measured in signed contracts rather than activity. The standards you set in the next four years will define how this venue performs commercially 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. The public-private partnership anchors the Champions Quarter mixed-use district and brings 11,500 premium seats to market — an inventory designed to set new MLB benchmarks. Legends Global leads premium sales strategy and execution for the project, from the premium experience center through opening day. This is a build-from-zero program: no existing book of business, no seats to walk a client through, and a fixed date on the calendar. It is one of the most visible premium sales assignments in professional sports.

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.

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.

Benefits

• Competitive total rewards package

What This Job Offers

• Job Type: Full-time
• Career Level: Senior