Vice President - Premium Sales

Description

Position Title:

VP, Premium Sales, Service and Member Experience 

Function:

Revenue

Status (E/NE, FT/PT):

Exempt, Full-Time

Reports to:

EVP, Chief Revenue Officer

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Position Summary

Are you looking to join a team of go-getters dedicated to serving and uplifting the community? Join the Detroit Pistons team and our mission!

Here at the Detroit Pistons, we are focused on equality for all. We work collaboratively to foster a diverse and inclusive work environment that celebrates our differences while driving innovation and equity. Creating impactful experiences on and off the court is what we do—and ensuring that everyone has a voice is how we do it.

The Detroit Pistons are seeking a dynamic, strategic, and relationship-driven leader to serve as Vice President of Premium Sales, Service & Member Experience. This executive will oversee the strategy, sales, and service delivery for the organization’s premium business — including courtside seats, club seating, suite products, and membership programs — while setting the standard for a world-class member experience.

The ideal candidate will be a visionary leader with a proven track record of growing premium revenue, building high-performing teams, and cultivating long-term client relationships. They will bring an innovative approach to packaging, selling, and servicing premium products and deliver an elevated fan experience that reflects the Pistons’ core pillars: Fans, Brand, Careers, Community, and Revenue.

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Responsibilities

Key Responsibilities

Premium Sales Strategy & Revenue Growth

• Develop and execute a comprehensive premium sales strategy encompassing courtside seats, clubs, loge boxes, and suite inventory.
• Drive year-over-year revenue growth through innovative go-to-market plans, pricing strategies, prospecting, and client segmentation.
• Collaborate with Marketing and Business Intelligence to identify target audiences, leverage fan insights, and build integrated campaigns.
• Partner with Corporate Partnerships to strategically package premium assets with sponsorship inventory when beneficial.

Client Experience & Member Services

• Lead all aspects of the membership lifecycle, from acquisition and onboarding to renewal and retention, ensuring best-in-class service and engagement.
• Design and implement programs that enhance the premium member experience — including exclusive events, personalized communication, and curated benefits.
• Measure, analyze, and continuously improve member satisfaction, loyalty, and Net Promoter Scores (NPS).

Team Leadership & Culture

• Build, inspire, and mentor a team of sales and service professionals, fostering a culture of performance, collaboration, and accountability.
• Establish clear goals and KPIs, conduct regular coaching sessions, and champion career development initiatives.
• Recognize and celebrate team achievements while driving a high-standards environment that aligns with organizational values.

Cross-Functional Collaboration & Innovation

• Partner with Arena Operations, Game Presentation, and Marketing to deliver premium experiences that exceed expectations.
• Serve as the organization’s senior voice on premium strategy and client experience, representing the Pistons in league forums and industry events.
• Stay ahead of emerging trends in premium seating, hospitality, and fan engagement to keep the Pistons positioned as a market leader.

Budgeting, Forecasting & Reporting

• Manage departmental budgets and revenue forecasting processes.
• Develop and present performance reports, dashboards, and projections for executive leadership and ownership review.
• Maintain accountability for revenue goals in alignment with the organization's broader Revenue objectives.

Industry Engagement & Innovation

• Represent the organization at NBA league meetings, ticketing summits, and industry conferences.
• Act as a senior ambassador for the Pistons at the league and national level, shaping industry standard processes and influencing policy across NBA business units. Lead thought leadership initiatives and participate in speaking engagements to elevate the franchise’s profile.
• Monitor emerging trends in ticketing, pricing, and fan experience to position the Pistons as a forward-thinking leader.
• Seek out partnerships and pilot programs that advance our competitive edge and community footprint.

Qualifications

• Bachelor’s degree required; advanced degree preferred.
• 10+ years of progressive experience in premium sales, membership services, or high-end hospitality, including 5+ in a leadership role.
• Proven track record of exceeding revenue goals and delivering exceptional client experiences.
• Deep understanding of premium sales, pricing strategy, and CRM platforms (Salesforce, Dynamics).
• Inspirational leader with strong interpersonal, negotiation, and communication skills.
• Creative, data-driven, and highly collaborative, with the ability to build lasting relationships with C-suite executives and high-net-worth individuals.

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, disability, gender identity, marital or veteran status, or any other protected class.