What are the responsibilities and job description for the Senior Director, Revenue position at Carolina Core FC?
Position Summary
The Senior Director, Revenue is responsible for leading Carolina Core FC’s commercial revenue strategy across Ticket Sales and Corporate Partnerships. This role oversees the teams responsible for generating new business, renewals and retention while developing the strategies, systems and accountability necessary to achieve annual revenue and profitability goals.
The Senior Director will work closely with Marketing, Finance, Operations and organizational leadership to identify revenue opportunities, strengthen sales performance and ensure commercial priorities are aligned with the organization’s strategic plan.
Duties and Responsibilities
- Lead the organization’s revenue strategy across Ticket Sales and Corporate Partnerships, with accountability for achieving annual revenue and profitability goals.
- Develop and execute sales strategies that drive new business, renewals and retention across both revenue functions.
- Lead, coach and develop Ticket Sales and Corporate Partnerships staff, establishing clear performance expectations and accountability.
- Maintain strong oversight of sales activity, pipelines, proposals, renewals and close rates to ensure progress toward revenue goals.
- Establish consistent forecasting practices and provide leadership with accurate monthly, quarterly and annual revenue projections.
- Develop pricing, packaging and inventory strategies designed to maximize revenue and increase sell-through across tickets and partnership assets.
- Identify new revenue opportunities, customer segments and partnership categories based on market trends, business intelligence and organizational priorities.
- Ensure teams have the tools, data, collateral and resources necessary to effectively generate leads, develop opportunities and close business.
- Maintain and strengthen relationships with key corporate partners, season ticket members, prospects and other strategic stakeholders.
- Lead and assist with complex sales presentations, proposals, contract negotiations and high-value opportunities.
- Work closely with Marketing to develop campaigns and programs that support lead generation, ticket sales, partner value and overall revenue growth.
- Collaborate with Finance on annual budgets, revenue forecasting and ongoing performance against financial goals.
- Partner across departments to ensure revenue initiatives are effectively executed and deliver a strong experience for customers and corporate partners.
- Use CRM, ticketing and other sales systems to maintain visibility into performance, inventory, pipeline and customer activity.
- Serve as a member of the organization’s leadership team, identifying commercial challenges and opportunities and contributing to broader business strategy.
Qualifications, Skills and Education
- Bachelor’s degree in business, sports management, sales, marketing or a related field preferred.
- 7 years of progressively responsible experience in sales, revenue generation or commercial leadership, preferably within sports, entertainment, hospitality or a related industry.
- Demonstrated track record of achieving or exceeding revenue goals and leading high-performing sales teams.
- Experience developing sales strategies, managing pipelines and producing accurate revenue forecasts.
- Strong understanding of both B2B and B2C sales environments, with experience in ticket sales and/or corporate partnerships strongly preferred.
- Strong leadership, coaching and performance management skills.
- Excellent communication, presentation, negotiation and relationship-building skills.
- Strategic thinker with the ability to translate business goals into clear priorities and executable sales plans.
- Strong financial and analytical acumen, including experience working with budgets, forecasts, pricing and profitability.
- Ability to thrive in a fast-paced, collaborative environment and manage multiple priorities with a high degree of accountability.