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SUMMARY
The Vice President of Arena Sales is responsible for the strategic development, execution, and oversight of all revenue-generating sales functions for the newly opening Reno Arena. This executive leadership role will be accountable for driving premium seating (suites, loge boxes, club seating), founding memberships, and corporate sponsorship revenue, while establishing the long-term commercial foundation of the arena from pre-opening through stabilized operations.
The Vice President will architect and execute the go-to-market strategy; recruit, develop, and lead a high-performing sales organization; and build lasting relationships with regional, national, and global corporate partners. This leader will be responsible for revenue forecasting, pipeline management, pricing strategy, and inventory optimization, ensuring that the arena achieves aggressive pre-opening sales targets and sustains long-term revenue growth.
This role works closely with arena ownership, Reno Arena executive leadership, marketing, finance, operations, external consultants, and key community stakeholders to maximize revenue opportunities and align sales strategy with broader property and destination objectives.
ESSENTIAL DUTIES AND RESPONSIBILITIES
• Provide executive leadership for all arena sales and revenue streams, including:
- Premium seating (founding suites, annual suites, loge boxes, club seating)
- Corporate sponsorships and naming rights (arena, founding partners, category exclusives)
- Premium hospitality products and ancillary commercial assets
- Founding member and corporate partnership programs
• Design and execute a comprehensive go-to-market strategy for a new arena, including pricing architecture, inventory segmentation, prospecting strategy, enterprise account development, and channel strategy.
• Lead all aspects of premium sales launch planning, including sales center strategy, collateral development, CRM buildout, prospect prioritization, and corporate outreach campaigns.
• Develop and oversee a disciplined outbound sales culture focused on pipeline growth, consultative selling, and enterprise-level relationship development.
• Hire, develop, and manage a best-in-class sales organization, including Directors and Managers across Sponsorship Sales and Premium Sales.
• Establish clear performance metrics, KPIs, compensation plans, and accountability structures for all sales staff.
• Personally lead negotiations and close high-value corporate partnerships, founding sponsorship agreements, and premium suite commitments.
• Collaborate with Marketing to align brand positioning, creative assets, and partnership storytelling with commercial objectives.
• Partner with Finance to develop annual revenue budgets, long-range forecasts, pricing strategies, and scenario modeling.
• Implement best-in-class CRM utilization, data analytics, and reporting dashboards to ensure accurate forecasting and visibility into pipeline health.
• Oversee renewal, retention, and upsell strategies to maximize lifetime customer value and recurring revenue.
• Work cross-functionally with Operations and Guest Experience teams to ensure premium product delivery matches or exceeds sales commitments.
• Represent Reno Arena in the community and with key business leaders, strengthening the arena's corporate footprint and long-term partnerships.
• Ensure compliance with company policies, contractual obligations, and internal financial controls.
QUALIFICATIONS
• 10-15+ years of progressive leadership experience in sports, live entertainment, hospitality, or large-scale venue environments.
• Demonstrated success launching and monetizing new venues or leading major premium and sponsorship sales campaigns.
• Proven track record closing high-value, multi-year corporate sponsorship agreements and premium suite inventory.
• Deep understanding of sponsorship asset valuation, premium seating strategy, and revenue optimization.
• Experience building and scaling sales teams, including recruiting, training, performance management, and incentive structure design.
• Strong executive presence and ability to influence ownership groups, C-suite leaders, and major corporate decision-makers.
• Advanced financial acumen, including budgeting, forecasting, pipeline management, and pricing strategy.
• Proficiency with CRM systems (e.g., Salesforce, Microsoft Dynamics, or similar) and data-driven sales management.
• Exceptional negotiation, presentation, and relationship-building skills.
• Experience in a new venue opening or major renovation environment strongly preferred.
EDUCATION
• Bachelor's Degree in Business, Marketing, Sports Management, Hospitality, or related field required.
• MBA or advanced degree preferred.
OTHER REQUIREMENTS
• Must be a minimum of 21 years of age.
• Ability to work extended hours, including nights, weekends, and holidays as required by event schedules.
• Willingness to travel as needed for industry meetings, prospect engagement, and partnership development.
• Relocation to the Reno, NV area required (if applicable).
PHYSICAL DEMANDS
• While performing the duties of this job, the team member is constantly standing, walking, frequently sitting, and occasionally reaching overhead, bending over, crouching, kneeling, crawling, climbing, and balancing during the duration of their shift.
• Must be able to occasionally lift/carry up to 10lbs or less.
• The team member will occasionally have repetitive use of both feet, frequently have repetitive use of both hands and require frequent light and firm/strong grasping motions. Finger dexterity of both hands will be constantly required.
• Constant use of vision abilities is required including distance, depth perception, field of vision, and color vision.
• The physical demands described here are representative of those that must be met by a Team Member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
COMPENSATION & BENEFITS
• Competitive Executive Base Salary
• Performance-based incentive compensation tied to premium and sponsorship revenue targets
• Long-term incentive opportunity (as applicable)
• Comprehensive benefits package
• Relocation assistance (if applicable)