Director Revenue Management

Bay Yield & Occupancy OptimizationThe foundation of this role is treating each bay as what it is: perishable, time-limited inventory. This leader will own RevPAB as the enterprise performance standard — building the reporting, forecasting, and incentive structures that hold venues accountable to yield performance.Own Revenue Per Available Bay Hour (RevPAB) as the primary enterprise performance metric and build the organizational discipline around itEstablish occupancy targets by venue, daypart, day of week, and season — and create visibility into performance against those targetsDevelop booking controls, minimum duration rules, and real-time availability tools to minimize empty bay-hours during peak demandBuild waitlist and cancellation management capabilities to recover revenue from late cancellations and no-showsSet Average Daily Rate (ADR) benchmarks and yield performance standards across the portfolioDynamic Pricing EngineTopgolf has the opportunity to move from static national pricing to a true dynamic pricing model — one that adjusts bay rates in response to real-time demand signals the way leading hotel and airline systems do. This is the most consequential technical build this role will lead.Lead the design, procurement, and implementation of a Revenue Management System (RMS) suited to Topgolf's bay-inventory modelBuild pricing logic that responds to booking pace, current occupancy, historical patterns, booking window, and local market conditionsDevelop differentiated rate curves by day of week and daypart that reflect actual guest willingness to payPartner with Technology and Data to automate pricing recommendations and reduce manual intervention over timeEstablish a testing and optimization framework for pricing changes — moving from intuition-based to data-driven pricing decisionsVenue-Level Pricing FrameworksEstablish venue-level frameworks that reflect local competitive sets, real estate costs, and guest demographicsBuild market segmentation models that differentiate pricing across Topgolf's diverse venue footprintWork closely with Finance and FP&A to develop and validate venue-specific pricing tiersSet and manage rate fences — advance purchase, non-refundable, group minimums — to protect rate integrity while maximizing fillBenchmark venue-level RevPAB performance against comparable venues and external hospitality benchmarks on an ongoing basisSeasonality & Demand ForecastingBuild robust forecasting models that project demand by venue, daypart, day of week, and seasonDevelop seasonal rate calendars published well in advance, with dynamic adjustment capability as actual booking pace materializesIntegrate external data sources — local events, school calendars, sporting schedules, weather — into demand models to improve accuracyIdentify and capitalize on shoulder-period opportunities through targeted pricing and promotional strategies developed in partnership with CRMProduce rolling demand forecasts that the CRM team uses to activate targeted campaigns and fill yield gaps proactivelyMy Bay My Way: Guest Customization & Experience Monetization"My Bay My Way" is one of the most promising revenue management levers Topgolf has introduced — and one that has not yet been fully priced and packaged for maximum yield impact. This leader will bring commercial discipline to the program.Develop pricing and packaging strategy for customization options — premium F&B packages, technology upgrades, branded experiences, private bay configurationsDesign tiered experience bundles that allow guests to self-select into higher-value offerings at the point of booking and during the visitUse customization add-ons to increase total revenue per visit without necessarily changing the base bay ratePartner with CRM to surface the right upsell offers to the right guests at the right moment in the booking flowTrack and optimize attach rates, average incremental spend, and guest satisfaction across all customization offeringsGroup, Event & Corporate YieldGroups represent a significant portion of Topgolf's revenue —this leader will bring hotel-style group yield discipline to how the company evaluates and prices these bookings.Apply group displacement analysis to evaluate when accepting group bookings maximizes total revenue versus displacing higher-margin walk-in and reserved guestsSet group rate floors, minimum spend thresholds, and blackout periods that protect peak inventoryDevelop pricing strategy for private events, corporate buyouts, and holiday parties that reflects true demand and opportunity costPartner with the Sales team to ensure group contracts include revenue management guardrails — attrition clauses, cancellation terms, F&B minimumsMembership, Loyalty & Ancillary RevenueRevenue management does not end with bay pricing. This leader will take a holistic view of total guest spend — across bays, F&B, membership, merchandise, and coaching — and optimize for the entire visit, not just the booking.Partner with the VP of CRM to model the yield economics of the revamped tiered membership program — pricing each tier, modeling the impact of member traffic on transient availability, and setting yield guardrails for Summer Fun PassDevelop membership and loyalty program economics that drive repeat visits, advance bookings, and increased share of walletPartner with F&B on menu pricing, minimum spend policies, and package attachment to ensure food and beverage strategy supports overall yield goalsIdentify and size new ancillary revenue opportunities across the guest journey — from pre-arrival through post-visitAnalytics, Technology & Performance ReportingThis leader will introduce new commercial vocabulary to the organization — and make sure it is understood and owned at every level, from the CCO to the venue General Manager.Establish RevPAB and supporting KPIs — ADR, occupancy rate, booking conversion, ancillary attach rate, cancellation rate — as the standard performance language across the organizationBuild executive-level and venue-level dashboards that make revenue performance visible, actionable, and accountableLead evaluation, selection, and implementation of a Revenue Management System suited to Topgolf's inventory model — with a preference for established hospitality RMS providers adapted for the entertainment contextPartner with Data teams to develop machine learning-enhanced pricing and demand models over timeDrive alignment between revenue management and field operations, ensuring venue GMs understand and own yield metricsQUALIFICATIONS & EXPERIENCEWhat We're Looking ForThe ideal candidate brings the technical rigor of a seasoned revenue management professional and the leadership presence to drive organizational change in a company that is building this capability for the first time. This is not a role for someone who wants to run an existing revenue management operation. It is a role for someone who wants to build one — and who has done something analogous before.Required Experience12 or more years of progressive revenue management experience, with at least five years in a senior leadership roleDeep, hands-on expertise in dynamic pricing, yield management, and demand forecasting — ideally from hospitality (hotel or airline), entertainment, or a high-volume multi-unit consumer businessDemonstrated experience building or implementing a Revenue Management System or dynamic pricing engine, including vendor selection, integration, and organizational change managementAdvanced proficiency with data analytics and visualization tools; comfort working with large, complex datasets and translating findings into commercial recommendationsStrong executive presence — able to explain pricing science and yield concepts to venue operators, finance leaders, and board audiences with equal clarityProven track record building and developing high-performance teamsBachelor's degree in Business, Finance, Economics, Hospitality Management, or a related quantitative fieldBENEFITSFree Play & 1/2 price food! Health, dental, vision, 401(k) team member match, free mental well-being platform – and that’s just for starters for those who qualify. View team member benefits here.ADAThe above statements cover what are generally believed to be principal and essential functions of the job. Specific circumstances may allow or require some incumbents assigned to the job to perform a different combination of duties.EEO StatementTopgolf is a global sports and entertainment community and is committed to equal opportunity and is firmly committed to preventing discrimination and harassment, including sexual misconduct, based on legally protected diversity characteristics (such as race, color, religion, national origin, sex, age, disability, sexual orientation, gender identity or expression, family status, citizenship, genetic information and veteran status) in its application and hiring processes and in its employment decisions. As an affirmative action employer, Topgolf also takes steps to prevent retaliation and to create a respectful, equitable and inclusive environment for our Guests, Associates, business partners, vendors, and the communities we serve.Topgolf is an equal opportunity affirmative action employer and administers all personnel practices without regard to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity or expression, marital status, veteran status, genetics or any other category protected under applicable law.Topgolf Entertainment Group does not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website, employees or Human Resources. Topgolf will not pay fees for unsolicited agency resumes and will not be responsible for any agency fees associated with unsolicited resumes. Unsolicited resumes received will be considered property of Topgolf Entertainment Group and will be processed accordingly without fee.Topgolf participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.SummaryLocation: TG - HQ - Dallas OfficeType: Full time