Senior Manager, Group Revenue & Sales Operations

About the role

Museum of Ice Cream is entering its next phase of growth. As we expand into new markets and welcome millions of guests each year, we are building the commercial infrastructure required to convert demand into booked experiences and recurring revenue.

The Senior Manager, Group Revenue & Sales Operations will lead B2B sales growth, focusing on corporate events, team-building experiences, client entertainment, offsites, convention business, and private museum buyouts. This hands-on leader will personally develop and close high-value accounts while improving inbound conversion, building repeat business, and leading sales support.

With direct accountability for booked revenue, this role will develop scalable sales processes, strengthen pipeline management and forecasting, and leverage technology and automation to improve sales productivity. Working closely with Marketing, Operations, Brand Partnerships, Finance, and General Managers, this leader will build a repeatable revenue engine that supports growth across existing and future markets.

What you’ll own

Group Revenue Growth & Commercial Strategy

• Develop and execute the B2B sales strategy across five museums, prioritizing corporate events, private buyouts, conventions, meetings, and group business.
• Own booked-revenue goals, identify new business opportunities, and develop strategic corporate accounts and repeat business.
• Personally prospect, negotiate, and close high-value corporate and convention opportunities.
• Establish customer segments, sales strategies, packages, and pricing recommendations to improve revenue and conversion.
• Translate market and customer insights into opportunities for new products, packages, and revenue streams.

Sales Systems and Technology

• Evaluate existing sales processes, technology, lead flow, and team structure to identify opportunities for improvement.
• Develop scalable sales workflows, including lead capture, qualification, routing, follow-up, and pipeline management.
• Partner with Marketing Operations & Digital to improve CRM integration, automation, reporting, and self-service booking capabilities.
• Evaluate and optimize sales platforms, including Tripleseat, Ticketure, and related CRM tools.
• Establish CRM standards and processes to support consistent adoption and accurate sales data.

Revenue Operations & Performance

• Own pipeline management, forecasting, dashboards, and revenue reporting across all locations.
• Establish performance metrics and service-level expectations for lead response, follow-up, proposals, and booking conversion.
• Monitor pipeline health, conversion rates, average booking value, sales velocity, and revenue performance.
• Identify opportunities to improve sales productivity, conversion, and forecasting accuracy.
• Develop repeatable sales processes and playbooks that can scale across existing and future markets.

Business Development & Team Leadership

• Build and execute targeted outbound sales strategies to generate new corporate and group business.
• Develop relationships with corporate event buyers, executive assistants, HR teams, event agencies, meeting planners, convention organizers, hotels, and destination partners.
• Establish a convention and meetings sales strategy, beginning in Las Vegas, while developing additional group-sales channels.
• Manage contracted sales support responsible for routine inquiries, qualification, proposals, booking administration, payment follow-up, and CRM accuracy.
• Establish team expectations, performance goals, training, and workflows while maintaining personal ownership of high-value sales opportunities.
• Evaluate future sales capacity needs based on revenue opportunities, lead volume, and market expansion.

Cross-Functional Partnership

• Partner with Marketing, Brand Partnerships, and New Museum Openings & Market Growth to convert demand-generation efforts into qualified sales opportunities.
• Collaborate with Site Operations and General Managers to align availability, capacity, pricing, and event execution.
• Work with Finance and Operations on revenue planning, forecasting, and commercial performance.
• Share sales insights to inform marketing investment, product development, pricing, and future revenue opportunities.

How We’ll Measure Success

• Achievement of corporate event, B2B buyout, convention, and group booked-revenue targets.
• Growth in outbound-generated revenue, new corporate accounts, and repeat business.
• Improved inbound lead conversion and faster response times.
• Stronger pipeline visibility and forecasting accuracy.
• Increased sales productivity through automation and standardized processes.
• Consistent CRM adoption and data integrity.
• Improved Sales-to-Operations handoffs and customer experience.
• A scalable group-revenue model that supports future museum expansion.

What you bring

• 8+ years of experience in group and event sales, business development, or commercial leadership.
• Proven track record personally prospecting, negotiating, and closing high-value corporate events, private buyouts, and complex venue sales.
• Experience developing B2B sales strategies, strategic accounts, and repeat business.
• Demonstrated success building or improving sales operations, processes, workflows, and technology.
• Strong understanding of CRM platforms, sales automation, AI-enabled tools, and revenue reporting.
• Experience managing pipelines, forecasting, lead conversion, and sales performance.
• Strong analytical, negotiation, communication, and cross-functional leadership skills.
• Ability to balance strategic planning with hands-on execution.
• Travel requirements: occasional on-site meetings and travel to be expected 25-35%

Nice to Have

• Experience scaling sales operations across multiple locations or markets.
• Background in attractions, experiential hospitality, travel, destination entertainment, or location-based businesses.
• Experience implementing Salesforce, HubSpot, Tripleseat, or comparable platforms.
• Experience launching new revenue channels or transforming existing sales operations.
• Experience leveraging AI and automation to improve sales productivity.

The salary range for this role is between $140,000 - $180,000 USD, dependent on experience, as well as an annual bonus and options. The posted salary range reflects compensation across multiple U.S. geographic markets. Actual compensation will vary based on the candidate’s primary work location, relevant experience, skills, and competencies, in alignment with our market-based compensation framework.

*Please note: While multiple job postings may appear, this is for one open hire need. Candidates must be located in Los Angeles, Las Vegas, or Orlando.

The Good Stuff:

• Competitive pay
• Annual bonus
• Stock options
• 401k, with match
• PTO and sick time
• Medical, dental, vision
• Perks including Classpass, commuter discounts, employee assistance program, and, of course, unlimited ice cream
• Employee development opportunities
• 16 free museum tickets per year for friends and family, with free entry for self
• 50% off retail products
• Ability to advance within the organization

Museum of Ice Cream is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran status, or any other status protected by applicable federal, state, or local law