Director, Ticket Sales | TB Rays

Legends Global; Tampa (FL); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Life insurance

Disability insurance

Paid vacation

401k plan

Job summary

Legends Global seeks a Director of Ticket Sales in Tampa to lead premium seating sales for a multi-year stadium project opening in 2029. You will manage Premium Sales Managers, drive pipeline and conversion, and oversee KPI tracking and CRM processes.

You'll work on a high-velocity team, shaping a sales culture focused on results, coaching, and customer experience with on-site presence and travel as needed.

Qualifications

• Bachelor’s degree from an accredited university.
• 6–8 years of high-volume sales experience.
• 3–4 years frontline sales management experience.
• Experience in sports ticketing, entertainment, or hospitality is required.
• Proficiency with Salesforce and CRM analytics.

Responsibilities

• Lead, coach, and develop Premium Sales Managers, Account Executives and Sales Coordinator.
• Monitor KPIs: calls per day, appointments, close rate, deal size, pipeline velocity, forecast accuracy.
• Audit CRM data for pipeline health and provide leadership with dashboards.
• Conduct weekly one-on-one pipeline reviews and performance improvement plans.
• Develop and refine sales scripts, qualification processes, and playbooks.

Skills

Sales leadership

CRM analytics

Pipeline management

Team coaching

Education

Bachelor's degree

Tools

Salesforce

Ticketmaster

Archtics

Job description

ABOUT LEGENDS GLOBALLegends Global is the premier partner to the world’s greatest live events, venues, and brands. We power unforgettable experiences through a fully integrated suite of premium services—delivered seamlessly through our white-label model to keep our partners front and center.With a global network of more than 450 venues, hosting 20,000 events and welcoming 165 million guests annually, Legends Global brings unmatched scale and expertise across every touchpoint—from feasibility and consulting to sales, partnerships, hospitality, merchandise, venue management, and world-class content and booking.At Legends Global, you’ll help shape the future of sports and live entertainment, working on projects that leave a lasting legacy alongside people who play to win. Our core values—Align, Scale, Connect, Team, Win—guide how we show up every day and at every level. We surround our people with experts to learn from, build a culture rooted in collaboration, and recognize real impact. If you’re driven to work on the biggest stages in sports and entertainment and want to be part of the unstoppable team behind the world’s greatest live events, venues, and brands—this is where you belong.ABOUT THE ROLEThe 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.ABOUT THE PROJECT/VENUEThe Tampa Bay Rays are developing a state-of-the-art ballpark at Hillsborough College in Tampa’s Westshore district, targeting a 2029 opening. This public-private partnership anchors the Champions Quarter mixed-use district. With 11,500 premium seats designed to set new MLB benchmarks, Legends Global seeks exceptional leaders to drive this transformational project.WHAT YOU’LL DO (KEY RESPONSIBILITIES & OUTCOMES)Daily Sales Team Management & CoachingLead, coach, and develop team of Premium Sales Managers, Account Executives and Sales Coordinator responsible for premium salesConduct daily team meetings to review priorities, share best practices, and maintain high energy and momentumProvide hands-on coaching including ride-alongs, presentation reviews, and personalized development plansMonitor individual behaviors and activities daily ensuring adequate prospecting and pipeline developmentHold team accountable to activity standards: calls, appointments, presentations, proposals, contracts closedCreate competitive, supportive environment recognizing top performers while developing emerging talentPerformance Tracking & KPI ManagementEstablish and monitor comprehensive KPIs: calls per day, appointments per week, close rate, average deal size, pipeline velocity, forecast accuracyReview CRM data daily to assess pipeline health, identify at-risk opportunities, and address performance gapsGenerate weekly activity reports, conversion analysis, and performance dashboards for leadership reviewConduct weekly one-on-one pipeline reviews with each sales team memberImplement performance improvement plans for underperforming members with clear expectationsSales Activity & Conversion OptimizationDrive consistent, high-volume prospecting and lead generation maintaining robust pipeline throughout constructionDevelop and refine sales scripts and objection responses addressing pre-opening sales challengesOptimize lead qualification processes focusing effort on highest-probability opportunitiesImprove conversion rates through systematic win/loss analysis and presentation effectiveness reviewLeverage experience center tours as closing tool with seamless handoffs and follow-up protocolsProcess Implementation & CRM ManagementEnsure accurate, timely CRM (Salesforce) data entry maintaining pipeline visibility and forecasting integrityDevelop standardized sales processes, workflows, and stage progression criteriaCreate and maintain sales playbooks and knowledge bases enabling team successAudit CRM usage weekly, providing coaching to maintain data quality standardsGenerate accurate revenue forecasts based on pipeline analysis and historical conversion ratesBudget & Resource ManagementManage sales department budget including compensation, incentives, tools, and technologyOptimize resource allocation to maximize ROI on sales investments and team productivityTrack and report on department expenses ensuring budget alignmentReporting & CommunicationDeliver weekly performance reports to VP and SVP including activity metrics, conversion analysis, pipeline statusPresent weekly and monthly results, forecasts, and strategic recommendationsCommunicate proactively about risks, challenges, and opportunities requiring leadership attentionWHAT YOU BRING (QUALIFICATIONS & EXPERIENCE)Bachelor’s degree from accredited university6-8 years proven experience in high-volume B2B or B2C sales, with 3-4 years in frontline sales managementPrevious experience in sports ticketing, entertainment, or hospitality is requiredTrack record meeting/exceeding team sales goals while maintaining high activity standardsExperience managing sales teams of 5-15 peopleA Deep understanding of CRM platforms (Salesforce), ticketing systems (Ticketmaster/Archtics) and sales performance analyticsPERSONAL ATTRIBUTESPassionate about sales excellence and building high-performing teamsHands-on, roll-up-your-sleeves leadership styleCompetitive mindset balanced with collaborative, team-first mentalityDetail-oriented with strong follow-throughResilient and positive in face of rejection and setbacksEnthusiastic about MLB and creating exceptional fan experiencesWORK ENVIRONMENT & TRAVELRole 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.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.COMPENSATIONCompetitive 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.DEPARTMENTLegends Global SalesREPORTS TOVP, Sales & Service