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

Health, dental, vision benefits

Job summary

Luxer One's Droplocker is hiring a go-to-market leader to seek out venues, win expansion, and close deals in a wide-open market. You will build your own pipeline, attend IAAPA and other industry events, and shape market presence with operators and owners.

You will work directly with venue operators, write the go-to-market strategy, and partner with Product to address market needs while growing a team around you in time.

Qualifications

• Must have a track record of building revenue in a new market or as a founding sales hire.
• Experience selling into entertainment venues, attractions, or related fields.
• Ability to generate pipeline independently without relying on marketing or inbound.

Responsibilities

• Own the full sales cycle from prospecting to close.
• Attend industry events and visit venues to build the relationship network.
• Develop and execute go-to-market strategy for the entertainment/venue segment.
• Build relationships across venue organizations (Operations, F&B, Revenue Management, Facilities, GM, ownership).
• Provide market intelligence to Product and identify new channel partners.
• Collaborate with BDR to convert warm prospects and manage pipeline in Zoho CRM.
• Mentor Account Executives as the team grows.

Skills

Revenue building

Pipeline generation

Venue sales

Strong communicator

Founder/early sales experience

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.

This 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 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

Requirements

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.

Luxer One is an Equal Opportunity Employer and does not discriminate on the basis of race or ethnicity, religion, sex, national origin, age, veteran disability or genetic information or any other reason prohibited by law in employment.