Director of Sales & Venue at Spotlight Events Inc

Description

Who We Are

Spotlight Events, Inc. is an employee-owned (ESOP), a purpose-driven organization headquartered in Eagle, Idaho. For nearly three decades, our brands—Spotlight Dance Cup and LEAP National Dance Competition—have stood at the forefront of the competitive dance industry, producing approximately 90 events in 30 states and 50+ cities annually.

Our Mission is simple: Inspire and Celebrate Young Adults through the Arts. Powered by the Entrepreneurial Operating System (EOS) and grounded in accountability, excellence, and growth, we are rapidly expanding our national footprint and seeking dynamic leaders who can grow with us.

Our Company Core Values define who we are:

• Break A Leg – Enthusiasm & Passion
• The Show Must Go On – Resilience & Mindset
• Support Your Friends – Attitude of Service
• A Cut Above – Quality & Excellence
• Pride of Ownership – Accountability & Action

Benefits & Culture

• Employee-Owned (ESOP): Build long-term wealth and ownership in a rapidly growing company.
• Annual Bonus based on % of EBITDA (30% – no max cap, based on plan terms)
• Mission-Driven Work: Inspire and celebrate the next generation of artists across the country.
• Career Pathway: Be part of the leadership team shaping the future of a category-leading brand.
• 401(k) with 3% Company Contribution
• Paid Time Off (PTO), Flex Time, Paid Holidays
• Pre-Tax “Cafeteria” Plan (FSA/HSA eligible)
• Medical, Dental, Vision Coverage
• AFLAC Supplemental Insurance

Who We Are Looking For

You’re a strategic and results-driven leader with expertise in sales, venue partnerships, and client relations. You thrive in dynamic, high-growth environments, inspiring teams to achieve ambitious goals while building strong relationships with clients and partners. You balance big-picture strategy with hands-on execution, always keeping accountability and excellence at the forefront.

If this is you, consider joining us as we expand our reach and continue to set the standard in the performing arts industry!

Position Overview

The Director of Sales & Venue is a senior leadership position responsible for driving revenue growth, securing and managing venue partnerships, and cultivating client relationships that uphold the Shine Standard of our events. This role combines strategic sales leadership, market analysis, and operational oversight to ensure Spotlight and LEAP achieve revenue and growth objectives while delivering exceptional client and partner experiences.

Key Responsibilities

Leadership, Management & Accountability (LMA)

• Lead and inspire the Sales & Venue team, setting clear goals, expectations, and accountability standards.
• Oversee sales training and continuous leadership development for Sales and Client Relations Specialists, in partnership with Event Operations to ensure alignment across teams.
• Foster a culture of ownership, discipline, and alignment with company Core Values.

Market Research & Analysis

• Conduct ongoing market analysis to identify new opportunities, emerging strategies, and competitive positioning.
• Monitor and report on client attrition, retention, complaints, and top-tier client relationships.
• Provide data-driven insights to inform event strategy, growth planning, and long-term business development.

Venue Procurement & Contract Management

• Oversee the full venue lifecycle from sourcing and negotiation to contract execution.
• Secure favorable terms and mitigate risks while ensuring venue capabilities meet technical, financial, and client experience standards.
• Collaborate cross-functionally with Event Operations to align venue selection with production and client experience requirements.

Strategic Planning & Execution

• Partner with leadership to develop and implement growth strategies aligned with company objectives.
• Identify target markets, high-value clients, and craft tailored outreach strategies.
• Translate strategy into measurable actions that achieve financial and operational goals.

Client Acquisition & Relationship Management

• Build and nurture relationships with clients, studios, partners, and stakeholders.
• Obtain regular, post-event client feedback (surveys, email, telephone calls) with an emphasis on immediate post-event action and follow-up.
• Ensure consistent engagement, proactive communication, and resolution of client concerns.
• Serve as a trusted partner to clients, driving loyalty and satisfaction.

Growth Leadership

• Own event revenue goal attainment and collaborate with Finance to forecast and track contributions.
• Create compelling proposals, presentations, and pitches that drive business and reinforce brand positioning.
• Inspire the team to exceed revenue and business development targets.

Networking & Industry Engagement

• Represent the company at industry events, tradeshows, conferences, and networking opportunities to promote Spotlight and LEAP brands.
• Build strategic partnerships to expand market reach and strengthen brand positioning.
• Proactively seek growth opportunities through acquisitions, new brands, and market expansion.
• Collaborate internally with cross-functional teams to align with company-wide business development initiatives.

Performance Tracking & Evaluation

• Actively track revenue growth, market penetration, and client acquisition metrics.
• Provide detailed statistical reporting and insights to the leadership team to assess the effectiveness of sales strategies, initiatives and performance.

Key Qualifications & Competencies

• Must have proven Director of Sales (DOS) experience with a strong record of achieving revenue goals
• Demonstrated venue contract negotiation and management experience
• Experience in the dance events or performing arts industry strongly preferred
• 7+ years of experience in sales leadership, business development, or venue/partnership management
• Proven track record of revenue growth and client relationship success
• Strong contract negotiation and vendor management skills
• Ability to lead, mentor, and inspire high-performing teams
• Exceptional communication and presentation skills
• Strategic thinker with strong analytical and problem-solving ability
• Comfort with travel, client-facing engagement, and public representation of the company

Work Environment & Physical Demands

This position requires travel to approximately 8–12 regional events annually, each lasting 3–5 days, with the possibility of extension to 1–2 national events lasting 6–8 days. During the off-season, the role may also involve supporting warehouse or inventory tasks and occasional industry events. The position includes physical activity such as lifting up to 40 pounds, setting up equipment, and working in varied environments, including venues, hotels, and stages. Team members must also be comfortable sharing hotel accommodations with same-gender colleagues during event assignments.

Mock Training: All new/first year event staff are required to attend an audition and training session in Eagle, Idaho (Typically hosted January 4–8). Spotlight provides flights, transport, lodging, and meals. Travel may occur one day before or after the scheduled dates.

Equal Employment Opportunity Statement

Spotlight Events, Inc. is an Equal Opportunity Employer. We are committed to creating an inclusive environment for all team members and applicants. All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by applicable law.

Requirements

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