Director, Ticket Sales | TB Rays

About the Role

The Director of Ticket Sales serves as the day-to-day sales operations’ leader for premium seating sales and sales team performance management, reporting to the VP of Sales & Service. This role focuses intensely on frontline sales management, team coaching, activity tracking, and conversion optimization throughout the multi-year construction phase and 2029 opening. The Director combines tactical sales leadership with meticulous performance monitoring, creating a high-activity, results-driven sales culture.

What You’ll Do (Key Responsibilities & Outcomes)

Daily Sales Team Management & Coaching

• Lead, coach, and develop team of Premium Sales Managers, Account Executives and Sales Coordinator responsible for premium sales
• Conduct daily team meetings to review priorities, share best practices, and maintain high energy and momentum
• Provide hands-on coaching including ride-alongs, presentation reviews, and personalized development plans
• Monitor individual behaviors and activities daily ensuring adequate prospecting and pipeline development
• Hold team accountable to activity standards: calls, appointments, presentations, proposals, contracts closed
• Create competitive, supportive environment recognizing top performers while developing emerging talent

Performance Tracking & KPI Management

• Establish and monitor comprehensive KPIs: calls per day, appointments per week, close rate, average deal size, pipeline velocity, forecast accuracy
• Review CRM data daily to assess pipeline health, identify at-risk opportunities, and address performance gaps
• Generate weekly activity reports, conversion analysis, and performance dashboards for leadership review
• Conduct weekly one-on-one pipeline reviews with each sales team member
• Implement performance improvement plans for underperforming members with clear expectations

Sales Activity & Conversion Optimization

• Drive consistent, high-volume prospecting and lead generation maintaining robust pipeline throughout construction
• Develop and refine sales scripts and objection responses addressing pre-opening sales challenges
• Optimize lead qualification processes focusing effort on highest-probability opportunities
• Improve conversion rates through systematic win/loss analysis and presentation effectiveness review
• Leverage experience center tours as closing tool with seamless handoffs and follow-up protocols

Process Implementation & CRM Management

• Ensure accurate, timely CRM (Salesforce) data entry maintaining pipeline visibility and forecasting integrity
• Develop standardized sales processes, workflows, and stage progression criteria
• Create and maintain sales playbooks and knowledge bases enabling team success
• Audit CRM usage weekly, providing coaching to maintain data quality standards
• Generate accurate revenue forecasts based on pipeline analysis and historical conversion rates

Budget & Resource Management

• Manage sales department budget including compensation, incentives, tools, and technology
• Optimize resource allocation to maximize ROI on sales investments and team productivity
• Track and report on department expenses ensuring budget alignment

Reporting & Communication

• Deliver weekly performance reports to VP and SVP including activity metrics, conversion analysis, pipeline status
• Present weekly and monthly results, forecasts, and strategic recommendations
• Communicate proactively about risks, challenges, and opportunities requiring leadership attention

What You Bring (Qualifications & Experience)

• Bachelor’s degree from accredited university
• 6-8 years proven experience in high-volume B2B or B2C sales, with 3-4 years in frontline sales management
• Previous experience in sports ticketing, entertainment, or hospitality is required
• Track record meeting/exceeding team sales goals while maintaining high activity standards
• Experience managing sales teams of 5-15 people
• A Deep understanding of CRM platforms (Salesforce), ticketing systems (Ticketmaster/Archtics) and sales performance analytics

Personal Attributes

• Passionate about sales excellence and building high-performing teams
• Hands-on, roll-up-your-sleeves leadership style
• Competitive mindset balanced with collaborative, team-first mentality
• Detail-oriented with strong follow-through
• Resilient and positive in face of rejection and setbacks
• Enthusiastic about MLB and creating exceptional fan experiences

Work Environment & Travel

• Role requires regular on-site presence to support project launch, client partnership, team leadership, and venue-related activity.
• Ability to work both traditional and non-traditional hours, including nights, weekends, holidays, and event-based schedules as business needs require.
• Travel may be required for meetings, training, client engagement, industry events, and Legends Global business needs.

Additional information

Legends Global has assembled the most powerful network in sports, live entertainment, and venues — not just the collection of venues and partners, but the people behind them. You’ll work alongside exceptional talent, collaborate with experienced leaders and subject matter experts, and contribute to projects that set the standard for excellence across sports, entertainment, hospitality, and live experiences. Every win here is earned, not assumed — if you’re driven by growth and delivering innovative solutions, you’ll thrive here at Legends Global.

Compensation

Competitive pay, commensurate with experience, skills, and qualifications. This role may also be eligible for an incentive. Legends Global offers a competitive total rewards package, including medical, dental, vision, life and disability insurance, paid vacation, and 401k plan.

• DEPARTMENT
• Legends Global Sales
• REPORTS TO
• VP, Sales & Service