Reports to: Team President
Location: Long Beach, CA
FLSA Status: Exempt
Type: Full-Time
Position Summary
Long Beach Coast, owned and operated by Innovation Baseball, is seeking a dynamic Director, Revenue & Business Operations to lead revenue generation & operations efforts for our inaugural season. The Director of Revenue & Business Operations is responsible for developing and executing comprehensive strategies to grow and diversify the team’s revenue streams. This role oversees certain revenue-generating departments—including ticket sales, hospitality, concessions, and retail/merchandising—and plays a central role in shaping the operational structure and processes associated with each. The role is accountable for driving revenue growth across tickets, concessions, and merchandise while delivering a best-in-class fan experience.
This is a senior leadership position requiring strategic vision, hands-on execution, cross-department collaboration, and a deep understanding of the local market.
Key Responsibilities
1. Revenue Strategy & Leadership
- Lead the development and execution of annual and multi-year revenue plans.
- Identify and pursue new business opportunities across tickets, suites, concessions, and merchandise.
- Collaborate with marketing, operations, and baseball departments to create integrated revenue-driving campaigns.
2. Ticketing & Hospitality
- Own ticket revenue targets and drive attendance growth across all sales channels.
- Develop and track funnel metrics to improve lead conversion across group, season, and single-game sales
- Drive premium seating and hospitality product development (e.g., suites, party decks/areas, etc).
- Implement dynamic pricing strategies and fan segmentation approaches to optimize yield.
- Partner with local businesses on ticket packages & cross-promotions.
3. Merchandise & Retail
- Collaborate with the merch partner and Head of Marketing to align merchandise strategy with brand, promotions, and fan behavior.
- Build and scale ecommerce revenue and limited-edition drops to boost online sales.
- Manage merch operations with merch partners including inventory management, logistics to support on-site sales, and in-stadium team store in partnership with Director, Stadium Operations.
- Set and track per-cap merchandise targets on a per-game basis.
4. Concessions
- Oversee all aspects of concessions strategy & operations, in partnership with concessionaire and Director of Stadium Operations.
- Collaborate on menu development, pricing strategy, and product mix to maximize per-cap revenue and fan satisfaction.
- Establish service standards to ensure fast, high-quality, and consistent fan experience (including staffing levels and wait times).
- Monitor sales performance, inventory practices, and operational efficiency; hold partners accountable to KPIs.
- Engage with local business to develop pop-up vendor pipeline for in-stadium offerings.
- Identify opportunities to grow alcohol and premium beverage revenue as a key per-cap driver.
5. Budgeting & Reporting
- Establish performance KPIs, sales forecasts, and revenue reporting protocols.
- Monitor progress against goals and adjust strategies as needed.
- Present updates to executive leadership and ownership.
Qualifications
- 7+ years of experience in roles focused on strategy & operations, preferably in professional sports, entertainment, or venue management.
- Proven track record of meeting or exceeding sales targets across multiple verticals.
- Strong leadership and management skills, with experience building and mentoring teams.
- Strategic thinker with ability to execute and adapt in a fast-paced, seasonal business.
- Excellent communication, negotiation, and presentation skills.
- Familiarity with CRM and ticketing platforms (e.g., vivenu, Tickets.com, SeatGeek, etc.).
Preferred Attributes
- Deep understanding of the minor league baseball landscape and fan base.
- Demonstrated history of growing per-cap revenue and attendance in a live entertainment or sports environment.
- Experience using fan data and purchase behavior to drive upsell and repeat attendance strategies.
- Passion for community engagement and building local partnerships.
- Entrepreneurial mindset with a data-informed approach.
Compensation
- Competitive salary commensurate with experience
- Performance-based bonuses
- Health, dental, and vision insurance
- Paid time off and holidays
- Game day perks and team merchandise discounts
About Innovation Baseball Partners (IBP)
Innovation Baseball Partners (IBP) is an ownership group and operating company focused on building a portfolio of independent minor league baseball teams. We believe in the magic of baseball as a force for good, fostering high-quality baseball and strong community contributions through innovation, entertainment, and civic pride.
IBP provides resources, scale, and expertise to help each standalone team in our portfolio thrive. Our teams play in the Pioneer Baseball League, an independent league founded in 1939 that partners with Major League Baseball. ⚾️
This is a unique opportunity to drive sales for Long Beach's new independent professional baseball team. We're looking for someone who lives and breathes Long Beach—a leader who will ensure our team is deeply connected in the community and champions the culture that makes Long Beach so special.
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.
