Vice President of Premium Sales & Services

The Vice President of Premium Sales & Service is responsible for leading all premium revenue streams and service strategy for Charlotte Hornets including luxury suites, club seats, and elite hospitality experiences. You will oversee sales and service for both Hornets home games and non-basketball events such as concerts, family shows and special events at Spectrum Center.

Reporting directly to the Chief Business & Revenue Officer, the VP will work collaboratively across Ticket Sales & Services, Marketing, Partnerships and Game Day Operations to ensure an integrated and elevated experience for premium clients. The ideal candidate is a strategic leader with a proven track record in high-end sales, a passion for the NBA fan experience, and a commitment to building strong, lasting relationships with corporate and high-net-worth clientele. This is a high-impact leadership role focused on revenue growth, client retention and delivering unmatched hospitality.

Core Values

HSE embodies the following core values:

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

Essential Duties and Responsibilities

Strategic Leadership

• Lead the premium strategy across Hornets home games and Spectrum Center events ensuring year-round revenue generation and inventory optimization.
• Develop strategic plans for suite leasing, nightly suite rentals and club seat sales for concerts, family shows and other Spectrum Center events.
• Partner with Ticket Sales & Services and Partnerships to align sales strategies and maximize total venue revenue.

Revenue Generation

• Drive new business and renewals for full-season, partial-season and single-event premium products.
• Own the pricing, packaging and sales strategies for premium spaces across all ticketed events, including concerts and special events.
• Identify and close B2B opportunities with corporations, hospitality buyers and event planners.

Premium Service & Hospitality

• Oversee premium service delivery across all events to ensure consistent, high-touch guest experience.
• Develop pre-event, in-event, and post-event service strategies tailored to premium clients.
• Coordinate with Arena Operations and Guest Services for flawless execution of premium benefits.

Team Leadership & Development

• Recruit, lead and coach a team of premium sales and service professionals.
• Set clear performance expectations and KPIs; provide tools, training and support for team success.
• Foster a culture of accountability, collaboration and client-first thinking.

Cross-Functional Collaboration

• Work closely with Marketing to promote premium inventory for Hornets home games and Spectrum Center events.
• Align with the Event Booking team on calendar optimization and premium sales forecasts.
• Collaborate with Corporate Partnerships on integrated premium offerings for sponsors.

Client Relationship Management

• Serve as a senior relationship manager for VIP clients, suite holders and corporate partners.
• Use CRM data to identify upsell opportunities and drive lifetime client value.
• Host key accounts at NBA games, concerts, and exclusive team or arena events.

Required Skills, Experience, and Abilities

To perform the job successfully, you should demonstrate the following competencies associated with the essential functions of this job.

• 10 years of experience in premium ticket sales, with at least 5 years in a leadership role.
• Proven track record of meeting and exceeding revenue targets in a competitive environment.
• Expertise in selling and servicing luxury suites, club seats and premium hospitality products.
• Strong business acumen, negotiation skills and a network of high-end clients or corporate decision-makers.
• Ability to think creatively and strategically to drive revenue and develop innovative ticketing solutions.
• Strong leadership, management, communication and cross-functional collaboration skills.
• Expertise in ticketing platforms, CRM systems and data analytics tools.
• Strong customer focus with the ability to understand and anticipate client needs, ensuring a high level of satisfaction and long-term relationships.
• Professional demeanor with the ability to engage effectively with all organizational levels and external stakeholders.
• Excellent verbal and written communication skills, adaptable to different audiences.
• Passionate about the entertainment industry with innovative, strategic thinking.
• Ability to thrive in a fast-paced, dynamic environment.
• Flexibility to work evenings, weekends and select holidays, as well as occasional travel for events, meetings and conferences.

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.

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