Account Executive, Premium Seating

Title: Account Executive, Premium Seating

Employee Status: Regular Full Time

Work From Home Option: Hybrid - 2 Days/Week (40% Remote)

FLSA Status: Non-Exempt

Job Overview:

The Account Executive, Premium Seating is responsible for generating new business revenue through the sale of premium seating products, hospitality experiences, memberships, suite rentals, and group entertainment opportunities across NYRA properties. This role focuses on proactive prospecting, relationship building, consultative selling, and exceptional client service to drive revenue growth and enhance the guest experience. The Account Executive independently manages a portfolio of prospects and customers while contributing to departmental sales goals and supporting premium hospitality initiatives.

Essential Functions:

• Generate new business revenue through outbound calls, email campaigns, networking, referrals, and other prospecting activities.
• Execute the full sales cycle, including prospecting, lead qualification, needs assessment, proposal development, presentations, venue tours, contract execution, and post-sale service.
• Sell premium seating products, hospitality packages, memberships, suite rentals, group experiences, and special event offerings.
• Develop and maintain a robust sales pipeline to consistently achieve individual sales goals and activity benchmarks.
• Utilize CRM platforms and sales tools to document activities, maintain accurate customer records, track opportunities, and forecast revenue production.
• Conduct consultative sales meetings and presentations to prospective clients, focusing on delivering customized hospitality solutions.
• Build and maintain strong relationships with existing clients to maximize retention, renewals, referrals, and upsell opportunities.
• Provide best-in-class customer service and account support through all client touchpoints.
• Collaborate with Marketing, Hospitality, Food & Beverage, Operations, and Facilities teams to ensure successful client experiences and event execution.
• Support premium seating and hospitality activations during racing events, special events, and key sales initiatives.
• Maintain thorough knowledge of NYRA facilities, premium inventory, pricing, racing schedules, and hospitality offerings.
• Assist in the development of sales collateral, presentations, promotional materials, and client proposals.
• Participate in sales meetings, training programs, and business development initiatives.
• Analyze customer feedback and market trends to identify new sales opportunities and improve the guest experience.
• Foster positive working relationships with internal stakeholders, vendors, and clients.
• Perform other duties as assigned.

Qualifications:

• Bachelor's Degree or equivalent combination of education and relevant experience.
• Minimum of 2-4 years of sales, business development, ticketing, hospitality, sports, entertainment, or related industry experience.
• Demonstrated success achieving sales goals and generating new business revenue.
• Experience utilizing CRM systems and sales prospecting tools preferred.
• Proficiency in Microsoft Word, Excel, PowerPoint, Outlook, and related business software applications.
• Strong interpersonal, communication, customer service, and problem-solving skills.
• Ability to work flexible hours, including evenings, weekends, holidays, and racing events as required.
• Valid driver's license and ability to travel between NYRA properties, including Saratoga Race Course during the summer racing season.
• Ability to perform responsibilities in a fast-paced, customer-focused environment with multiple competing priorities.


Preferred Skills:
• Prospecting and lead generation
• Relationship building and customer service
• Verbal, written, and presentation communication
• CRM and sales technology proficiency
• Organization and time management
• Problem-solving and adaptability
• Collaboration and teamwork
• Knowledge of sports, entertainment, hospitality, or ticket sales environments preferred

Skills Proficiency:
• Sales & Business Development - Develops new business opportunities and executes the sales process to achieve revenue goals.
• Customer Focus - Delivers exceptional service and builds lasting client relationships.
• Communication - Communicates clearly and professionally with clients and colleagues.
• Collaboration -Works effectively across departments to support business objectives.
• Accountability - Takes ownership of responsibilities and follows through on commitments.
• Adaptability - Adjusts effectively to changing priorities and business needs.
• Organization - Manages multiple priorities while maintaining accuracy and attention to detail.


Summary of Physical Requirements and Work Environment:

This role is primarily sedentary and performed in an office or office-like environment with no special physical demands required. The position involves extended periods of sitting with intermittent standing and walking, as well as occasional bending, reaching, and other routine movements typical of a professional workplace.

The role requires regular hand manipulation, including daily typing and repetitive hand movements while working on a computer. Occasional light lifting (generally up to 10 lbs., and infrequently up to 30 lbs.) may be required.

The work environment does not typically expose the employee to hazardous conditions. There is minimal exposure to environmental hazards such as moving mechanical parts, fumes, extreme weather, or high-risk work areas. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.

Pay Range / Salary: $23.88 - $29.00 per hour