Senior Manager, Event Sales

Job description

How You’ll Contribute The Campus and Experiences division creates and supports inspirational experiences for live audiences and delivers excellent service and operations at National Geographic Society facilities. The division is responsible for our Base Camp headquarters, including all aspects of the Museum of Exploration. This division also produces and generates revenue through National Geographic Live, Speakers Bureau and National Geographic’s Traveling Exhibitions programs. The Senior Manager, Event Sales. plays a critical role in the sales strategy and its implementation as well as communications, project management, market research, and production of all Museum of Exploration event rentals and associated catering coordination. The Event Sales Manager will also manage all internal team coordination as it relates to event rentals. Coordination with the museum marketing team to develop a national marketing campaign to drive financial and attendance goals as well as all KPIs and reporting of marketing performance. The Events Sales Manager will be responsible for all sales, marketing and attendance projections and reports. This position requires meticulous attention to detail, collaboration with colleagues at all levels of the organization and external vendors and partners, and a proactive approach to work with a positive mindset. Your Impact Responsibilities Include: Sales Strategy and Pipeline Growth: (40%) Design, implement, and lead a comprehensive B2B sales strategy targeting corporate clients, associations, individuals, and community partners to exceed annual rental revenue targets. Proactively identify, prospect, and pitch high-value client opportunities, driving full lifecycle sales from initial outreach to contract closing. Leverage enterprise CRM systems to rigorously manage the sales pipeline, track lead conversion, analyze deal velocity, and ensure accurate revenue forecasting. Collaborate with the Senior Director Hospitality & Retail and the VP of Strategy & Performance to establish tiered pricing models, high-margin package offerings, and contract terms that maximize yield while protecting brand integrity. Marketing Analysis & Insights (20%) Evaluate the performance and return on investment (ROI) of national and regional marketing campaigns designed to generate event leads, delivering strategic recommendations to optimize ad spend and messaging. Analyze industry trends, competitor pricing, and venue usage data to identify emerging market opportunities and maintain the Museum’s competitive edge in the luxury event space. Monitor and report on marketing-to-sales conversion metrics, customer acquisition costs (CAC), and customer lifetime value (LTV) to refine target audience profiling. Client Relationship Management: (20%) Serve as the strategic sales contact for enterprise-level clients, key decision-makers, and event planners, establishing long-term, repeatable revenue partnerships. Conduct high-level consultations and site tours for prospective high-yield clients, translating the Museum's unique assets into compelling event concepts. Collaborate with internal operations and service teams to ensure contract specifications are relayed for seamless event execution. Cross-Functional Collaboration & Reporting: (15%) Partner with marketing and communications teams to develop sales collateral and promotional campaigns targeting event clients. Collaborate with internal teams (Programming, Advancement, NG Live) to identify co-branded opportunities, corporate sponsorships, and strategic alignment across venue spaces. Prepare and present regular sales performance dashboards, market trend analyses, and revenue projections to divisional leadership. Define high-level sales workflows, contracting protocols, and yield-management strategies to streamline the client onboarding experience. Educational Background Bachelor’s degree in Business Administration or Arts Management preferred. Minimum Years and Type of Experience 7+ years of proven sales experience with a track record of driving revenue in luxury event sales, visitor attractions, hospitality, cultural institutions, or premium venue rentals. Demonstrated experience using market data and marketing performance metrics to adjust sales tactics. Necessary Knowledge and Skills Expertise in B2B sales, high-value contract negotiation, and proactive lead generation. Ability to analyze marketing analytics, sales conversion funnels, and revenue metrics to extract actionable insights. Advanced proficiency with CRM platforms (e.g., Salesforce, Hubspot, etc.) for pipeline management and forecasting. Effective written and oral communications skills Experience in cross departmental project management Proficiency in both the Microsoft Office suite and Google Workspace tools. Ability to work independently and as part of a team, with a proactive and adaptable approach. Desired Qualifications Prior experience in premium venue sales or revenue generation within a landmark museum or cultural attraction setting. Experience navigating fast-paced environments during major venue launches or campus expansions. Attention to detail and ability to understand and prioritize multiple requests and projects while meeting deadlines Supervision No direct report Salary Information The National Geographic Society offers a competitive and holistic total rewards package. Our compensation structure and transparent pay philosophy are based on industry-specific market data for similar-sized nonprofit organizations. The salary range for this position accounts for a wide range of factors including but not limited to organizational need; specific skill sets; experience and training; certifications; and more. At the National Geographic Society, individuals are typically hired at or near the starting point of the salary range for their role, and compensation decisions are dependent on the facts and circumstances of each case. The salary range for this position is $99,750.00 - $105,000.00. In addition, the National Geographic Society offers a competitive and comprehensive benefits package that includes, but is not limited to, medical, dental, and vision insurance; engaging and comprehensive wellness program; 401(k) retirement savings plan with matching contributions after 6 months of employment; flexible paid time off benefits with up to 22 days of paid annual leave per calendar year (15 days for new hires in their first year, prorated based on the number of pay periods remaining in the year) and 10 days of sick leave; 12 paid holidays and a paid winter break between December 25 and 31 (May not apply to all roles that are required to work during high volume seasons or essential workers. Please check with the hiring manager for confirmation.); paid parental leave, adoption and surrogacy expense reimbursement, fertility benefits; learning and development opportunities; Lifestyle Spending Account; pet adoption assistance and insurance; pre-tax transportation benefits with a generous employer subsidy; employer-paid life insurance and disability benefit; and a variety of National Geographic discounts and perks. Job Designation On-Site Flex - Staff members who must be physically present at Base Camp to do the vast majority of their work supporting overall building and museum operations. On-Site Flex staff hours are determined in consultation with supervisors, and are responsive to the needs of the MOE and other building operations, often including nontraditional (M-F, 9 a.m. - 5 p.m.) work hours. Candidates must be legally authorized to work in the United States. This position is not eligible for visa sponsorship. W e encourage you to apply even if your experience is not a 100% match with the position. We are looking for someone with relevant skills and experience, not a checklist that exactly matches the job description. We want to help you grow and in return, you help us grow into a stronger, more inclusive organization.