Sales Manager

Event Sales Manager

Position Overview

The Event Sales Manager is responsible for driving event revenue from initial prospecting and booking through successful event execution. This role is pivotal in managing inbound leads, proactively generating new business, converting opportunities into booked events, building strong client relationships, and contributing to the overall sales goals of the venue.

This is a hands-on, venue-based sales leadership role that combines proactive selling, independent management of client opportunities, and an active presence during events and key business periods. Event Sales Managers are expected to exercise sound judgment in managing their pipeline, developing client solutions, prioritizing opportunities, and partnering closely with Venue Leadership to ensure the events they sell are successfully brought to life.

At PopStroke, the sale does not end when the contract is signed. Our Event Sales Managers maintain ownership of the client relationship from prospecting through execution, using their judgment to navigate client needs, solve problems, and coordinate with our Operations teams to help deliver the experience promised to our guests.

Reports to: Operating Partner Position Status: Exempt Compensation: Salary + Sales Commission

Key Responsibilities

• Efficiently manage inbound sales inquiries, providing timely and accurate information to prospective clients.
• Convert inbound leads into confirmed sales by understanding client needs and developing solutions that create memorable PopStroke experiences.
• Proactively generate new business through outbound prospecting, cold calls, email outreach, social media, networking, referrals, community relationships, and other sales channels.
• Develop and maintain a strong pipeline of prospective clients aligned with PopStroke's target markets and sales objectives.
• Independently qualify and prioritize prospective leads by assessing client needs, budget, decision-making process, timing, business potential, and likelihood to convert.
• Develop and deliver customized sales presentations, proposals, site tours, and pitches, exercising judgment in recommending event solutions that meet client needs while supporting PopStroke's business objectives.
• Manage client negotiations and follow-up throughout the sales process, escalating non-standard contractual or business matters when appropriate.
• Utilize the Company's CRM and sales systems to accurately track leads, client interactions, event details, pipeline activity, and sales progress.
• Build lasting client relationships that drive repeat business, referrals, and future event opportunities.
• Meet or exceed individual and venue event sales targets.

Event Execution & Operational Support

• Maintain ownership of the client experience beyond the booking. Event Sales Managers are expected to understand how the events they sell are executed, anticipate client and operational needs, and use sound judgment to help ensure the experience delivered reflects what was promised during the sales process.
• Maintain an active presence during booked events to oversee the client relationship, support event setup and execution, coordinate with the Operations team, and independently address client issues and opportunities within the scope of the role.
• Partner alongside Venue Operations during events and key business periods, demonstrating PopStroke's Roll Up Your Sleeves mentality. Event support is intended to complement the Event Sales Manager's primary sales and client-management responsibilities and may include coordinating, problem-solving, communicating client expectations, and assisting the venue team where needed to help deliver an exceptional event and guest experience.
• Build strong working relationships with venue leaders and team members responsible for executing events, ensuring clear communication of client expectations and event details.
• Gather client feedback and operational learnings following events and use those insights to improve future selling, planning, and execution.
• Identify opportunities during events to build relationships, generate future leads, capture repeat business, and expand PopStroke's presence within the local market.

Schedule & Business Support Expectations

• The Event Sales Manager is an exempt position whose schedule is driven by the responsibilities of the role, the event calendar, client needs, and the needs of the business. Significant dedicated time is expected for prospecting, client communication, follow-up, proposals, relationship development, and booking future events, while regular presence during booked events is also an essential component of successfully managing the business sold.
• Event Sales Managers are expected to independently manage their time and priorities to ensure sufficient focus on proactive sales activity, including prospecting, lead generation, client communication, site visits, proposals, follow-up, networking, and booking future events.
• In addition to dedicated sales activity, Event Sales Managers are expected to maintain a regular presence during booked events and support successful event execution. The amount and timing of event support will vary based on the event calendar, client needs, venue priorities, and the needs of the business.
• Depending on the venue and event calendar, event support will frequently occur Tuesday through Sunday and during evenings, weekends, holidays, and other peak business periods when many of our events and guests are in the venue.
• The Event Sales Manager and Operating Partner will meet regularly to review the upcoming event calendar, sales priorities, client commitments, and needs of the venue and align on event-support priorities for the week.
• Event Sales Managers are responsible for exercising sound judgment in managing their schedules and priorities so that both sales responsibilities and client/event commitments are successfully fulfilled.
• Work schedules and planned in-venue event coverage will be posted and maintained in HotSchedules to support alignment and visibility across the venue leadership team. Schedule visibility is intended for business coordination and does not alter the exempt status or responsibilities of the role.
• Flexibility is an essential expectation of this position. This is not a traditional Monday-Friday role, and Event Sales Managers are expected to work the time and schedule reasonably necessary to fulfill the responsibilities of the position, with schedules varying based on sales activity, client commitments, the event calendar, and business needs.

Operational Training & Partnership

• Event Sales Managers are expected to have a working understanding of venue operations, event execution, service standards, and the responsibilities of the teams responsible for delivering booked events.
• Event Sales Managers who have not previously completed operational training will be expected to complete appropriate in-venue Operations training as part of their onboarding and development.
• Partner closely with the Operating Partner and Venue Leadership to understand venue capabilities, operational opportunities, peak business periods, and guest experience expectations, and use that knowledge to make informed recommendations to clients and guide event planning.
• Maintain clear communication between Sales and Operations before, during, and following events to ensure successful execution.
• Approach the role with an owner's mindset, recognizing that generating revenue and successfully delivering the business are shared responsibilities.

Market Development & Collaboration

• Stay informed about local market trends, competitor activity, community events, and changes within the hospitality and entertainment industries.
• Analyze market insights, sales activity, and pipeline performance to identify opportunities and independently refine prospecting and business-development strategies.
• Work closely with Venue Leadership, Local Marketing, and other venue team members to align sales efforts and identify opportunities to drive event revenue.
• Recommend and contribute to marketing materials, sales tactics, promotions, and local strategies that support outbound sales efforts and event revenue growth.
• Develop relationships within the local business community that strengthen PopStroke's presence and generate new event opportunities.

Qualifications

• At least 2 years of sales experience, ideally within the hospitality, entertainment, restaurant, or events industry.
• Demonstrated ability to generate leads, convert opportunities, and achieve sales targets.
• Strong persuasive, presentation, and negotiation abilities.
• Self-motivated with a strong drive to achieve sales goals and grow the business.
• Strong communication and interpersonal skills with the ability to build relationships with clients and internal partners.
• Highly organized with excellent time-management and follow-through skills.
• Proficiency in Tripleseat and Microsoft Office Suite.
• Ability to work independently, exercise sound judgment, prioritize competing business needs, and make decisions within the scope of the role while operating as an active member of the broader venue team.
• Ability and willingness to maintain a flexible schedule that includes regular evenings, weekends, holidays, and peak business periods based on client commitments, the event calendar, and the needs of the business.

How Success Is Measured

Success in this role is measured not only by the ability to generate new business, convert leads, build a strong pipeline, and achieve sales targets, but also by the quality and execution of the events sold.

Successful Event Sales Managers maintain ownership from prospecting through execution, build strong partnerships with Venue Operations, develop lasting client relationships, and ensure the experience delivered to our clients and guests reflects