The Long Center is seeking a dynamic and experienced Director of Sales to drive the organization’s sales efforts. This individual will lead a talented team responsible for managing partnerships, venue rentals, and activations, while ensuring alignment with the Long Center’s strategic goals.
This role will work cross-functionally with marketing, event services, operations, and development to ensure the sales team’s processes are in alignment with all stakeholders. This position plays a key role in ensuring the Long Center’s long-term success by managing sales inventory, revenue projections, and overall sponsorship strategy from start to finish; creating processes to identify prospects, create proposals, negotiate contracts, and ensure account fulfillment is executed to the highest standard of excellence.
The Director of Sales will work closely with the Chief Revenue Officer to cultivate new revenue streams, nurture relationships with corporate partners, and maximize the utilization of the Long Center’s spaces for events and strategic activations.
Key Responsibilities:
Sales Leadership:
- Lead, mentor, and manage the sales team to achieve annual revenue goals across rentals and partnerships, providing ongoing coaching and development to enhance their performance and meet organizational goals.
- Develop and implement strategic sales plans to grow rental business, increase corporate partnership opportunities, and optimize partner retention.
- Manage the sales process from start to end including pipeline and proposal development, contract negotiation, activation, account fulfillment and stewardship.
- Use of data and market research to help develop strategies for long-term success and engagement.
Revenue Generation:
- Identify new business opportunities and revenue streams for the Long Center, including corporate partnerships, sponsorships, memberships, and strategic alliances.
- Drive rental sales efforts by fostering relationships with event planners, promoters, and organizations looking to host events at the Long Center.
- Collaborate with marketing and programming teams to create sales packages, events and campaigns that align with the Long Center’s brand and mission.
Partnership Management:
- Build and maintain strong relationships with corporate partners and sponsors, ensuring their needs are met through tailored activation strategies.
- Lead the sales team in developing proposals and closing partnership deals that provide value to both partners, while ensuring all sponsor activations are executed seamlessly, meeting or exceeding partner expectations.
Reporting & Budgeting:
- Provide regular reporting on key sales metrics, including revenue growth, sales pipeline, and client satisfaction.
- Develop and manage the sales department’s budget, ensuring all financial targets are met.
- Monitor market trends and competitive activity, using insights to adjust sales strategies as needed.
Collaboration & Cross-Departmental Support:
- Partner with marketing, programming, and operations teams to ensure cohesive messaging and a seamless customer experience from initial sales pitch through entirety of partnership or event execution.
- Collaborate with leadership on long-term business development strategies to enhance the Long Center’s presence in Austin and beyond.
- Represent the Long Center at community events and networking opportunities to increase visibility and promote the organization’s mission.
Qualifications:
- Bachelor’s degree in Business, Marketing, Sales, or related field required.
- Minimum of 7 years of experience in sales, business development, or related roles, with at least 3 years in a leadership capacity.
- Proven track record of developing successful sales strategies and achieving revenue targets.
- Experience working in large venues (stadiums, venues, arenas, festivals, theme parks, etc.) within the areas of performing arts, entertainment, hospitality, sporting or event management industries is a plus.
- Strong leadership, communication, and interpersonal skills, with the ability to inspire and guide a team toward achieving ambitious goals.
- A deep connection with, and understanding of, the Austin market and the ability to bring current relationships within the community while cultivating new ones.
- Excellent organizational and project management skills, with the ability to juggle multiple priorities and meet deadlines.
Compensation:
Competitive salary and commission structure, commensurate with experience. In addition to salary, The Long Center offers robust benefits to all full-time employees including:
- 9 paid company holidays + 2 floating holidays.
- 4 weeks of accrued PTO, which increases to 5 weeks after 4 years of service.
- Fully covered medical benefits with options for dental, vision, disability, life, critical illness, and a buy up plan with a lower deductible.
- Traditional and Roth 401k options with employer match after 6 full months of service.
- Access to world class arts & entertainment, free parking, discounted food & beverages, and the best view in town!
Physical Demands & Work Environment:
This is an onsite role with a physical office in the heart of Austin with opportunities for local travel and flexible, hybrid work as appropriate. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- The employee may occasionally lift and/or move up to 25 pounds.
- The noise level in this work environment is typically low to moderate.
The Long Center is proud to be an Equal Opportunity Employer and we strive for a team that reflects Austin’s diverse culture. All applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, sexual orientation, gender identity, disability, sex or age.
