Business Manager

Luxer One®; Sacramento (CA); On-site; USD 110,000 - 150,000; Full time

Benefits offered by this job

401(k) with employer match

Competitive health benefits

Travel opportunities to industry shows

Job summary

Luxer One's Droplocker is a purpose-built locker platform for venues and attractions, expanding into stadiums, arenas, malls, water parks, and family entertainment centers. The Business Manager will be the tip of the spear: building pipeline, entering venues, and closing deals to shape how Droplocker appears in the market.

You will go to industry events, meet GMs and operators, and learn the market to turn opportunities into revenue.

Qualifications

• Experience building revenue from scratch in a market.
• Selling to entertainment venues, attractions, or events.
• Ability to prospect, cold-call, and close deals.
• Strong understanding of budget cycles and stakeholder dynamics.

Responsibilities

• Own full sales cycle from prospecting to close.
• Attend industry events and visit venues to develop pipeline.
• Develop and execute the go-to-market strategy for entertainment venues.
• Build relationships across operations, revenue, and ownership levels.
• Collaborate with Product and partners to gather market intelligence.

Skills

Self-motivation

Prospecting

Relationship-building

Negotiation

Strategic selling

Startup mindset

Tools

Zoho CRM

Job description

Droplocker is Luxer One's purpose-built personal storage locker platform for entertainment venues and attractions — from stadiums, arenas, and malls to water parks, trampoline parks, roller rinks, and family entertainment centers. Built on Luxer One's decades of smart locker and package management innovation, Droplocker delivers a seamless & secure guest experience, eliminates operational friction, and unlocks new revenue streams for venue operators.

The competition is largely a coin-operated locker from 1972. We’ve built something better, spent the last 2 years testing in various markets, and we now need the right person to blow the doors off.

Why This Role Matters

Locker solutions in the entertainment and venue space have been slow to change over the years. Venue operators deal with cash-only hardware, mechanical failures, frustrated guests, and zero visibility into what their locker operation is actually doing. Droplocker changes that — and the market is wide open.

The Business Manager is not an account management role. There is a limited warm book of business to inherit. Not much of an established playbook. This is the tip of the spear: you go find the venues, get in the door, build relationships with the GMs and operators who run these facilities, and close the deals. You shape how Droplocker shows up in the market because you will be the one putting it on the map.

If you have built something before — a territory, a business, a pipeline from nothing, and you are ready to do it at a larger scale in a wide-open market, this is that opportunity.

Who You Are

You are a builder who sells. You do not wait for marketing to generate your pipeline. You show up at venues, work the industry events, call the GMs, and find a way in. When a deal looks impossible you find the angle. When there is no playbook you write one.

You have probably built something already; a business, a market, a book of revenue that most people would not have bet on at the start. You know what it is to go get it with little brand recognition, limited warm leads, and no team beneath you. And you are ready to do that again with a real product, a real company behind you, and a market that is genuinely underserved.

You are:

• Scrappy and self-directed. You generate your own pipeline, run your own process, and do not wait to be pointed at an opportunity
• Boots on the ground. You will be at the IAAPA Expo working the floor, at a theme park on a Saturday watching how their current lockers frustrate guests, at a trampoline park talking to the GM before the weekend rush. That is how you learn the market and that is how you close it
• Relationship-first. You build trust with operators before you pitch them; you understand their operational constraints, their seasonal pressures, their guest experience goals, and you show up as a partner, not a vendor
• Entrepreneurial at your core. You have a track record of building revenue in a market, not just managing accounts someone else built; you measure yourself by what you created, not what you inherited
• Energized by the absence of a playbook. You see an undefined market as an opportunity, not a risk; you are not looking for structure, you are looking for upside
• A player-coach in the making — you close your own deals and, as the team grows, you bring the AEs with you; you raise the floor of the team because you know the market better than anyone

And you bring:

• A player-coach in the making — you close your own deals and, as the team grows, you bring the AEs with you; you raise the floor of the team because you know the market better than anyone
• A track record of building revenue from scratch — either independently or as the founding sales hire in an early-stage company or new market
• Experience selling into or operating inside entertainment venues, attractions, or events — or strong adjacent experience in venue technology, hospitality, experiential marketing, event production, or a related field
• Real knowledge of how venue operators make decisions — the budget cycles, the seasonal blackout windows, the multi-stakeholder dynamics, the difference between a single-venue operator and a multi-property management group
• The drive to work the way this market requires — event schedules, not business-day hours

What You'll Do

• Own the full sales cycle from prospecting to close — you build the pipeline, run the discovery, build the business case, and close the deal
• Get in the market physically — attend IAAPA, RSA, IAVM, and regional venue industry events; visit venues during operations; build the relationship network that makes Droplocker the first call when an operator is ready to upgrade
• Develop and execute the go-to-market strategy for the entertainment and venue segment — target account prioritization, channel development through industry associations, and portfolio-level selling into multi-property venue groups
• Build relationships at every level of the venue organization — Operations, F&B, Revenue Management, Facilities, General Management, and ownership
• Work directly with the Product team as the primary source of market intelligence — what operators need, what they are asking for, what the competition is doing, where we have gaps
• Bring existing channel partners along and identify new ones — venue management companies, industry associations, and technology integration partners
• Work alongside our Agentic BDR (AI-powered outreach) to convert warm prospects into live conversations and deals
• Manage pipeline and forecasting honestly in Zoho CRM — not just tracking activity, but giving leadership a real picture of where we are and what is coming
• As the team grows, develop Account Executives alongside you — bringing them into deals, coaching them through the sales cycle, and building a team that can carry the segment

What We're Looking For

• A track record of building revenue in a market — independently or as the founding sales hire somewhere; "built" and "launched" should appear in your background, not just "managed" and "supported"
• Experience in or adjacent to the entertainment venue and attractions market — or a genuinely transferable background in venue technology, hospitality tech, experiential marketing, event production/operations, or related fields where you have sold to the same buyers
• Demonstrated ability to generate your own pipeline without relying on marketing or inbound. You have gone cold and found a way in
• Real understanding of how venue operators make decisions. Budget cycles, seasonal dynamics, multi-stakeholder procurement, and the difference between how a single venue and a multi-property group operate
• Comfort working the way this market requires. Events, evenings, weekends when venues are actually running
• Strong communicator. Written, on the phone, and in person across all levels of a venue organization from GM to ownership

Strongly Preferred

• Relationships inside the entertainment and venue industry — stadium, arena, amphitheater, FEC, water park, trampoline park, or theme park operator networks
• Familiarity with venue technology & security/operations — ticketing, POS, cashless payments, access control, RFID, connected hardware sold into venues, security policies, lost & found, etc.
• Experience with revenue-share or equipment-as-a-service commercial models
• IAAPA, RSA, or IAVM association participation
• Experience building a market or territory from scratch and having the numbers to show for it
• Prior experience as a founder or early employee at a company where you were one of the first people generating revenue

Location & Travel

Candidates based in Sacramento or Las Vegas are preferred, with Charlotte as an acceptable third alternative. This role requires real travel — to venues, to industry events, to wherever the deals are.

• $110,000 – $150,000 OTE (base salary + variable) — with uncapped commission for top performers
• The upside is real: Droplocker is entering a wide-open market with limited competition. What you build in year one is the foundation for what you earn in year two and beyond.
• 401(k) with employer match
• Competitive health, dental, and vision benefits
• The pay range for this role is $110,000 - $150,000 per year (base salary + variable), depending on experience, skills, and location. This range reflects what we believe in good faith we'd pay for this position at the time of posting, and final offers may vary based on qualifications and business needs.