VP, Sales, Live Entertainment

Cast & Crew•Burbank, CA

5d•$239,000 - $273,000•Hybrid

About The Position

The VP, Sales develops and executes a 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 business opportunities, working cross-functionally to develop and execute strategic sales plans that drive engagement, awareness, and client satisfaction. The VP oversees day-to-day sales team operations, aligns the team on strategic objectives, and ensures individual, team, and company goals are met. Demonstrated success driving pipeline growth within the entertainment industry is required. This position leads the sales cycle from prospecting through closure and post-sales support, manages sales operations, develops key client relationships, and implements strategies to expand the customer base. The VP sets sales quotas, coaches and scales the sales organization, and ensures revenue targets are achieved. The role also monitors market trends and competition, participates in industry events, and requires periodic travel, including travel to conferences, client meetings, and events.

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, with the ability to influence C-suite stakeholders and align cross-functional teams.
Strategic and commercially minded, able to translate market intelligence into go-to-market priorities, differentiated value propositions, and measurable sales outcomes.
Ability to build and manage relationships 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 work effectively in a fast-paced, relationship-driven industry.
Willingness and ability to travel periodically for industry conferences, client meetings, events, and other business-development activities.
Hands-on experience using AI tools within the discipline, including ability to discuss specific tools, workflow integration, and measurable business impact, and willingness to experiment with and apply emerging AI capabilities.

Nice To Haves

An established network of relationships across the entertainment industry is strongly preferred.

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 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 future growth opportunities.
Lead and motivate the sales organization to achieve monthly, quarterly, and annual revenue targets by setting quotas and holding the team accountable.
Scale the sales team through coaching, mentoring, and experience.
Build and develop the sales team to achieve individual and collective targets.
Engage internal teams to align strategies and identify, evolve, and create sales opportunities.
Assess the competitive landscape and market trends to influence positioning and identify growth opportunities.
Participate in industry events and conferences.
Travel periodically for industry conferences, client meetings, events, and other business-development activities.