VP, Sales, Live Entertainment

Cast & Crew•Burbank, CA

4d•Hybrid

About The Position

The VP, Sales develops and executes sales strategy to cultivate new business and drive revenue and growth across existing and new market segments. The role identifies, secures, and cultivates partnerships and new business, working cross-functionally to execute strategic sales plans that support engagement, awareness, and client satisfaction. The VP oversees day-to-day sales team operations, aligning the team on strategic objectives and ensuring individual, team, and company goals are met. The position requires demonstrated success growing sales pipelines within the entertainment industry, with particular expertise in entertainment payroll and the live entertainment ecosystem. The VP leads the sales cycle from prospecting through closure and post-sales support, builds client relationships, and develops strategies to expand the customer base. The role also leads, coaches, and scales the sales organization, establishes quotas, holds the team accountable for revenue targets, and works with internal teams to identify and develop sales opportunities. Periodic travel is required for industry conferences, client meetings, events, and business-development activities; travel is specified as 25% of the time. The position is sedentary, involving mostly sitting, with occasional brief walking or standing and potentially occasional exertion of up to 15 pounds of force.

Requirements

12–15 years of progressive sales and business development experience, with deep expertise in entertainment payroll and the live entertainment ecosystem.
At least 7 years of experience leading, developing, and scaling high-performing sales teams, including setting strategy, managing performance, and building leadership talent.
Demonstrated success as a senior sales leader selling complex, consultative services solutions to live entertainment spaces.
Proven record of exceeding revenue targets, building a sustainable pipeline, expanding strategic accounts, and driving long-term customer growth.
Strong understanding of the live entertainment marketplace, including key players, business models, buying centers, competitive dynamics, and emerging trends.
Executive-level presence and outstanding negotiation, presentation, storytelling, and communication skills; ability to influence C-suite stakeholders and align cross-functional teams.
Strategic and commercially minded, with the ability to turn market intelligence into go-to-market priorities, differentiated value propositions, and measurable sales outcomes.
Exceptional relationship-building and management skills across organizational levels, from operational users and production teams to finance leaders and executive decision-makers.
Self-directed, ambitious, and accountable, with the judgment and resilience to operate in a fast-paced, relationship-driven industry.
Willingness and ability to travel periodically for industry conferences, client meetings, events, and business-development activities; travel is 25% of the time.
Hands-on experience using AI tools in the discipline, including the ability to discuss specific tools, workflow integration, and measurable business impact, and willingness to experiment with emerging AI capabilities.

Nice To Haves

An established network of relationships across the entertainment industry.

Responsibilities

Define and execute the sales strategy and manage the sales cycle from prospecting to closure.
Oversee sales operations and the end-to-end sales process, including lead generation, proposal development, negotiation, closing, and post-sales support.
Develop and maintain key client relationships and implement strategies to expand the customer base.
Implement sales strategies to meet or exceed revenue targets, maximize ROI, and achieve individual and team revenue goals.
Serve as a subject matter expert in the assigned market, providing consultative support and recommendations and fostering long-term partnerships.
Oversee campaign execution to support client success and drive future growth opportunities.
Lead and motivate the sales organization toward monthly, quarterly, and annual revenue growth targets by establishing quotas and holding the team accountable.
Coach, mentor, and scale the sales team; develop the team to achieve individual and collective targets.
Engage internal teams to align strategies and identify, evolve, and create sales opportunities.
Monitor the competitive landscape and market trends to inform positioning and identify growth opportunities.
Participate in industry events and conferences.