Account Manager, Premium Sales & Hospitality

Hornets Sports & Entertainment is in an exciting new phase, with new leadership in both basketball and business, and a renewed commitment to elevating our franchise. Building on a strong foundation, we are focused on becoming a premier NBA organization—one that sets the standard both on and off the court. The Hornets are about much more than just basketball. We are about the energy of live sports and entertainment—an experience that is truly unmatched. Beyond Hornets basketball, Spectrum Center serves as a premier destination for world-class concerts, family shows and marquee sporting events, bringing unforgettable experiences to Charlotte year-round.

We are deeply committed to our community, using our platform to create meaningful impact and drive positive change. We proudly represent the city of Charlotte, embracing its diversity, culture and unwavering spirit. As an organization, we strive to elevate our city by connecting people through the power of basketball and live entertainment, building something special for our fans, employees and community.

Position Overview

The Account Manager, Premium Sales & Hospitality is responsible for generating revenue through the sale of premium seating products, including luxury suites, club seats, and VIP hospitality packages for Hornets home basketball games and Spectrum Center events and concerts. This position is ideal for high-performing sales professionals with a proven track record of selling to high-net-worth individuals and corporate decision-makers. This role is responsible for selling new premium seat accounts and suite leases through face-to-face meetings, networking and outbound prospecting efforts.

This role requires a strong sales mindset, exceptional relationship-building skills and the ability to close high-value deals in a competitive marketplace. You will work closely with the premium sales leadership team to execute strategic sales initiatives and maximize revenue opportunities.

Core Values

HSE embodies the following core values:

• Integrity
• Teamwork
• Competitiveness
• Candor
• Accountability
• Resilience

Essential Duties and Responsibilities

• Develop and implement a proactive sales strategy to generate new revenue from premium seating products, including suites, club seats and VIP experiences.
• Identify and cultivate new business opportunities through cold calling, prospecting, networking, referrals and in-person meetings.
• Build and maintain strong relationships with C-level executives, corporate partners and high-net-worth individuals to drive premium sales.
• Conduct face-to-face and virtual sales presentations, tailoring premium seating options to meet the specific needs of each prospect.
• Manage the entire sales process from lead generation to contract execution, ensuring a seamless and professional customer experience.
• Consistently meet or exceed individual and team sales goals, including new business revenue targets and retention benchmarks.
• Maintain an updated pipeline of potential buyers in the CRM system, accurately tracking interactions, follow-ups and deal progress.
• Collaborate with the premium service team to ensure a high level of customer satisfaction and long-term client retention.
• Attend networking events, client meetings and industry functions to build brand awareness and generate leads.
• Work game days and special events to engage with premium clients, host prospects and provide top-tier service.
• Perform other duties and responsibilities as assigned to support the overall sales strategy.

Required Skills, Experience and Abilities

To perform the job successfully, you will have or demonstrate the following skills and abilities:

• Bachelor’s degree from an accredited college or university, preferred.
• Minimum of 2-3 years of premium sales experience in professional sports, entertainment or hospitality industries.
• Proven ability to sell high-end hospitality packages, luxury suites or premium seating products with a strong closing record.
• Exceptional interpersonal and relationship-building skills with the ability to engage high-level executives and business leaders.
• High-energy, competitive and self-motivated sales professional with a passion for driving revenue.
• Strong negotiation skills and the ability to articulate the value of premium experiences.
• Ability to work independently while also collaborating with the sales and service teams to maximize revenue potential.
• Excellent verbal and written communication skills with the ability to deliver dynamic sales presentations.
• Professional demeanor with the ability to engage with all levels of the organization and external stakeholders.
• Detail-oriented with strong organizational and time-management skills.
• Proficiency in CRM software (Salesforce, Archtics or similar) for managing client information and tracking interactions.
• Ability to work non-traditional hours, including nights, weekends and holidays, as required by the game and event schedule.

Additional Information

This is a full time benefit eligible position. HSE is dedicated to creating and upholding a welcoming environment that celebrates diversity.

HSE provides valuable benefits and competitive time off policies to help you and your family lead healthy, balanced lives.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. All requests for medical or religious accommodations to perform the stated job duties will be considered.

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.