Sales & Commercial Manager

A Napa Valley estate, part of a globally luxury hospitality and lifestyle brand, comprising a private members club, luxury hospitality venue, and limited fractional ownership offering, is seeking a Sales & Commercial Manager to drive membership, group, and experiential revenue across the property.

This is a hands-on, commercially-driven role focused primarily on growing and managing:

➢ Private club memberships

➢ Meetings, retreats, and group business

➢ Private events and hospitality experiences

The role will also support the estate’s fractional ownership offering as a secondary component of the

position.

The Sales & Commercial Manager is responsible for pipeline creation, lead conversion, strategic

partnerships, and revenue generation across the club and hospitality business. The position works

closely with the on-site hospitality team to ensure a high-touch guest and member experience

while maintaining a strong focus on commercial performance.

Core Mandate

Drive and convert revenue across three primary verticals:

1. Fractional Ownership Sales

2. Membership Sales (Calistoga Club)

3. Meetings, Events & Group Business (Calistoga Farms)

4. Legal rights to work in United States of America

Key Responsibilities

1. Meetings, Events & Group Sales

➢ Own revenue generation for private events, corporate retreats, and group bookings

➢ Actively prospect new corporate, private, and agency-driven business

➢ Develop relationships with Napa resorts and hotels to drive offsite events, catering

opportunities, overflow, and referral business

➢ Manage the sales process through to contract, working with operations for execution

2. Membership Sales (Calistoga Club)

➢ Drive acquisition of new members at the $100K annual level

➢ Build and manage a consistent pipeline of qualified prospects

➢ Convert interest into membership through structured follow-up and engagement

➢ Support member retention and upsell in coordination with the Hospitality Director

3. Partnerships & Local Market Development

➢ Build relationships with local luxury hotels & resorts, event planners & agencies, and

concierge networks

➢ Position the estate as a preferred offsite venue within Napa

➢ Generate consistent referral and partnership-driven revenue

4. Pipeline Management & Commercial Execution

➢ Maintain a structured and active sales pipeline across all verticals

➢ Track performance against revenue targets

➢ Drive outbound sales efforts rather than relying on inbound demand

➢ Provide feedback on market response, pricing, and product positioning

5. Fractional Ownership Sales

➢ Proactively source and convert qualified buyers for fractional ownership

➢ Build a pipeline through outbound efforts and targeted networks

➢ Manage the full sales cycle from initial engagement to close

➢ Work with leadership on positioning, pricing, and sales strategy

Profile

Required

➢ 5–10 years in luxury hospitality sales, real estate sales, or high-end event/group sales

➢ Proven ability to prospect, build pipeline, and close high-value deals

➢ Experience in meetings & events sales (MICE) and/or luxury real estate or membership sales

➢ Strong understanding of the Napa Valley or California luxury market

➢ Highly self-directed with a clear focus on revenue outcomes

Valuable (but not essential)

➢ Experience selling fractional ownership or private club memberships

➢ Existing network within Napa hotels, event planners, or UHNW ecosystems

➢ Exposure to working alongside founders or early-stage concepts

Compensation

➢ Base salary commission tied to:

○ Ownership sales

○ Membership sales

○ Events and group revenue

➢ Incentive structure weighted toward closed business, not activity

Why This Role

This role offers the opportunity to operate across real estate, membership, and hospitality revenue

streams within a single, high-end Napa platform.

• Success in the role is defined by one thing: consistent revenue generation across all verticals.