Director, Premium Sales

About the Role

San Diego Wave Fútbol Club is on a mission to build a world-class home for players and fans. We are seeking a dynamic, forward-thinking individual to generate profitable premium and hospitality revenue by building long-term relationships that create exceptional experiences for clients and sustainable growth for the Club. This role will develop a winning sales playbook and mentor staff toward successful deals.

Key success metrics for this role include individual revenue quota, new corporate premium clients, client satisfaction score, forecasting accuracy, team premium revenue, and CRM discipline.

Responsibilities

• Build a High-Value Premium Portfolio:
  • Develop and execute a strategic business development plan targeting corporations, family offices, high-net-worth individuals, and community leaders throughout Southern California.
  • Identify, cultivate, and close new premium hospitality partnerships that generate meaningful long-term revenue for the Club.
  • Structure, negotiate, and close multi-year premium hospitality agreements that maximize lifetime customer value while protecting pricing integrity.
  • Consistently exceed assigned annual revenue targets through disciplined prospecting, consultative selling, strategic account planning, and effective opportunity management.
• Develop Executive-Level Client Relationships:
  • Establish trusted relationships with C-suite executives, business owners, and influential community leaders by understanding their business objectives and delivering hospitality solutions that create measurable value.
  • Serve as the primary strategic advisor for premium members, identifying opportunities to expand relationships through renewals, upgrades, referrals, and additional commercial opportunities.
  • Represent the Club at business, networking, community, and match-day events, strengthening the Club's reputation and expanding its commercial reach.
• Drive Commercial Excellence and Premium Strategy:
  • Own the health of the sales pipeline by maintaining accurate forecasts, disciplined opportunity management, and actionable account strategies.
  • Analyze customer insights, buying trends, and competitive market activity to identify new revenue opportunities and improve sales effectiveness.
  • Partner with executive leadership to align premium sales strategy with broader commercial objectives, inventory planning, pricing, and market opportunities.
  • Develop, implement, and continuously refine the Club's premium sales playbook, sales methodology, and operating rhythm.
  • Coach, mentor, and develop Premium Account Executives through regular pipeline reviews, deal strategy sessions, role-playing, and performance coaching.
  • Partner with Marketing, Partnerships, Finance, Ticket Operations, and Game Operations to deliver a premium experience that consistently exceeds client expectations and drives long-term retention.

Requirements

• Demonstrated success building new business through strategic prospecting, executive relationship development, and consultative selling.
• Proven track record of consistently exceeding quota in a business development environment with responsibility for a complex sales cycle.
• Experience negotiating and closing five- and six-figure commercial agreements, including multi-year contracts whenever possible.
• Experience developing sales strategies, inspecting pipelines, forecasting revenue, and driving sales accountability.
• Ability to coach and develop sales professionals through structured performance management and opportunity coaching.
• Strong commercial acumen with the ability to align customer objectives with hospitality solutions that create long-term business value.
• Experience managing pipeline, forecasting, and account strategy through a CRM platform.
• Ability to communicate effectively with senior executives, business owners, and high-net-worth clients.
• Passion for sports, live entertainment, and delivering world-class customer experiences.

Preferred Qualifications

• Premium hospitality, sponsorship, luxury hospitality, enterprise sales, or commercial partnerships experience within professional sports, entertainment, or live events.
• Established network within the Southern California business community.
• Experience selling recurring or multi-year revenue agreements.
• Leadership experience within professional sports, entertainment, hospitality, or another relationship-driven commercial organization.
• Experience building or scaling a premium hospitality, sponsorship, or enterprise sales function.

Pay

Salary: $100,000–$135,000 + commission

Reports to: VP Ticketing