Director Revenue Management

Bay Yield & Occupancy Optimization

The 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 it
• Establish occupancy targets by venue, daypart, day of week, and season — and create visibility into performance against those targets
• Develop booking controls, minimum duration rules, and real-time availability tools to minimize empty bay-hours during peak demand
• Build waitlist and cancellation management capabilities to recover revenue from late cancellations and no-shows
• Set Average Daily Rate (ADR) benchmarks and yield performance standards across the portfolio

Dynamic Pricing Engine

Topgolf 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 model
• Build pricing logic that responds to booking pace, current occupancy, historical patterns, booking window, and local market conditions
• Develop differentiated rate curves by day of week and daypart that reflect actual guest willingness to pay
• Partner with Technology and Data to automate pricing recommendations and reduce manual intervention over time
• Establish a testing and optimization framework for pricing changes — moving from intuition-based to data-driven pricing decisions

Venue-Level Pricing Frameworks

• Establish venue-level frameworks that reflect local competitive sets, real estate costs, and guest demographics
• Build market segmentation models that differentiate pricing across Topgolf's diverse venue footprint
• Work closely with Finance and FP&A to develop and validate venue-specific pricing tiers
• Set and manage rate fences — advance purchase, non-refundable, group minimums — to protect rate integrity while maximizing fill
• Benchmark venue-level RevPAB performance against comparable venues and external hospitality benchmarks on an ongoing basis

Seasonality & Demand Forecasting

• Build robust forecasting models that project demand by venue, daypart, day of week, and season
• Develop seasonal rate calendars published well in advance, with dynamic adjustment capability as actual booking pace materializes
• Integrate external data sources — local events, school calendars, sporting schedules, weather — into demand models to improve accuracy
• Identify and capitalize on shoulder-period opportunities through targeted pricing and promotional strategies developed in partnership with CRM
• Produce rolling demand forecasts that the CRM team uses to activate targeted campaigns and fill yield gaps proactively

My 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 configurations
• Design tiered experience bundles that allow guests to self-select into higher-value offerings at the point of booking and during the visit
• Use customization add-ons to increase total revenue per visit without necessarily changing the base bay rate
• Partner with CRM to surface the right upsell offers to the right guests at the right moment in the booking flow
• Track and optimize attach rates, average incremental spend, and guest satisfaction across all customization offerings

Group, Event & Corporate Yield

Groups 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 guests
• Set group rate floors, minimum spend thresholds, and blackout periods that protect peak inventory
• Develop pricing strategy for private events, corporate buyouts, and holiday parties that reflects true demand and opportunity cost
• Partner with the Sales team to ensure group contracts include revenue management guardrails — attrition clauses, cancellation terms, F&B minimums

Membership, Loyalty & Ancillary Revenue

Revenue management does not end with bay pricing. This executive 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 Pass
• Develop membership and loyalty program economics that drive repeat visits, advance bookings, and increased share of wallet
• Partner with F&B on menu pricing, minimum spend policies, and package attachment to ensure food and beverage strategy supports overall yield goals
• Identify and size new ancillary revenue opportunities across the guest journey — from pre-arrival through post-visit

Analytics, Technology & Performance Reporting

This executive 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 organization
• Build executive-level and venue-level dashboards that make revenue performance visible, actionable, and accountable
• Lead 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 context
• Partner with Data teams to develop machine learning-enhanced pricing and demand models over time
• Drive alignment between revenue management and field operations, ensuring venue GMs understand and own yield metrics

QUALIFICATIONS & EXPERIENCE

The 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 Experience

• 12 or more years of progressive revenue management experience, with at least five years in a senior leadership role
• Deep, 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 business
• Demonstrated experience building or implementing a Revenue Management System or dynamic pricing engine, including vendor selection, integration, and organizational change management
• Advanced proficiency with data analytics and visualization tools; comfort working with large, complex datasets and translating findings into commercial recommendations
• Strong executive presence — able to explain pricing science and yield concepts to venue operators, finance leaders, and board audiences with equal clarity
• Proven track record building and developing high-performance teams
• Bachelor's degree in Business, Finance, Economics, Hospitality Management, or a related quantitative field

BENEFITS

Free 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.

ADA
The 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 Statement
Topgolf 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.
 
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