Vice President, Sales

Position Details

Why This Position Exists

This position leads the B2B revenue strategy and execution at EchoPark Speedway, overseeing sponsorship, premium hospitality, corporate event rentals, and facility rental revenue streams. This teammate builds and manages the sales pipeline, leads and develops the local sales team, and represents the property to brand decision-makers, agency partners, and corporate clients.

B2B revenue at the property level is not self-sustaining. It requires senior-level sales leadership to reach its full commercial potential. Without this position, corporate relationships go unmaintained, new opportunities in the market are missed, and facility utilization outside of major race weekends declines. This position ensures that the speedway’s largest and most complex revenue categories have dedicated strategic leadership.

Key Responsibilities

This teammate is responsible for the following accountability areas. Other duties may be assigned.

1. Revenue Leadership and Strategy

Lead the sales organization to generate sponsorship, premium hospitality, and facility rental revenue that meets or exceeds departmental and fiscal year targets.

• Meet or exceed departmental revenue goals across sponsorship, premium hospitality, and facility rentals for each major event and fiscal year.

• Develop and maintain a consistent, qualified sales pipeline across all speedway events and revenue categories.

• Grow new business, facility rental revenue, and renewal revenue year over year.

In this area, this position:

• Decides Revenue strategy, event-based sales goals, and pipeline priorities for the property

• Decides Resource allocation across sponsorship, premium, and facility rental revenue streams

• Escalates Revenue targets, pricing strategy changes, and major partnership terms requiring Chief Commercial Officer alignment

2. Sales Process and Performance Management

Implement and continuously improve the Speedway Motorsports sales process at the property level, driving CRM adoption, performance coaching, and metrics-driven accountability.

• Achieve full CRM (Salesforce) adoption, accuracy, and reporting integrity across pipeline management, financial data, and activity tracking.

• Deliver measurable improvement in Business Development Executive performance through structured coaching and feedback.

• Maintain accurate commission reporting, activity tracking, and expense management.

In this area, this position:

• Decides Sales process implementation, coaching cadence, and performance standards for the property team

• Decides CRM usage requirements and reporting standards

• Escalates Sales process changes requiring alignment with the Speedway Motorsports national sales team

3. Client Development and Retention

Cultivate long-term relationships with corporate partners and key stakeholders, driving renewal revenue and expanding existing partnerships.

• Achieve renewal revenue targets and expand revenue within existing accounts year over year.

• Ensure 100% fulfillment of contractually obligated sponsorship assets and hospitality elements at the highest standard.

• Develop custom sponsorship concepts, proposals, and presentations that align with client business objectives.

In this area, this position:

• Decides Client relationship strategy, renewal approach, and partnership expansion opportunities

• Decides Custom sponsorship concepts and proposal development within approved frameworks

• Escalates Contract terms, pricing exceptions, and multi-year partnership commitments requiring executive approval

4. Operational Leadership

Manage the daily operations of the EchoPark Speedway sales department, including departmental budgets, client services, and corporate events staff.

• Develop and maintain departmental budgets with disciplined expense management.

• Ensure premium execution and client satisfaction from Client Services and Corporate Events staff.

• Foster effective collaboration among speedway sales leaders and cross-functional departments.

In this area, this position:

• Decides Departmental budget allocation, operational priorities, and day-to-day team management

• Decides Client services standards and corporate events execution approach

• Escalates Budget variances, headcount changes, and cross-departmental conflicts requiring General Manager involvement

5. Team Leadership and Culture

Build, develop, and retain a high-performing sales organization with clear accountability standards, performance expectations, and a culture of data-driven decision-making.

• Achieve sales staff revenue targets through effective hiring, development, and performance management.

• Complete annual performance reviews for all Client Services and Corporate Events staff.

• Build a team culture of collaboration, process discipline, and alignment with broader Speedway Motorsports revenue strategy.

In this area, this position:

• Decides Hiring recommendations, team structure, performance expectations, and development plans

• Decides Team culture standards and accountability frameworks

• Escalates Termination decisions, compensation changes, and organizational structure changes

Our Traits in This Position

Humble: Approaches every client conversation as a listener first, recognizing that sponsors, hospitality buyers, and event partners have unique goals. Builds trust by giving credit to the team, staying coachable, and treating long-term partners with the same attention as new prospects.

Driven: Relentlessly pursues revenue targets across sponsorship, premium hospitality, and event rentals, consistently prospecting new B2B opportunities while deepening existing partner investments. Holds the team to a high standard of accountability and performance.

Connected: Brings an established network of brand marketers, agency contacts, corporate decision-makers, and event planners that accelerates deal flow. Leverages relationships across industries to position the speedway as a premier platform for B2B partnerships and corporate entertainment.

How This Position Supports Our Mission

Our mission is to Exceed Expectations.

Be Remarkable: Sets the standard for elite B2B sales at the property level. By closing meaningful partnerships and delivering exceptional client experiences, this position elevates the organization’s reputation in the market.

Care for Teammates: Directly leads, mentors, and develops the local sales team, creating a culture of accountability, collaboration, and growth. Sets the tone for how teammates treat each other and their clients.

Impact Community: Drives local corporate engagement through sponsorships, event rentals, and premium experiences that bring businesses into the speedway ecosystem, strengthening the track’s role as a hub for the broader community.

Continuously Improve: Operates in a competitive, evolving B2B landscape where client expectations and market conditions are constantly shifting. Continuously refines sales strategy, team development, and partnership offerings to drive growth year over year.

Growth from This Position

This position develops:

• Senior B2B sales leadership across sponsorship, premium hospitality, and facility rental revenue streams

• Sales team development including hiring, coaching, and performance management at scale

• Corporate partnership strategy and complex, multi-stakeholder deal management

• Departmental P&L ownership and budget management

• Cross-functional leadership within a network organizational structure

These capabilities may support growth into:

• Senior Vice President or enterprise-level sales leadership within Speedway Motorsports

• General Manager or multi-function leadership roles

• Chief Commercial Officer or equivalent executive positions across the sports and entertainment industry

Requirements

Equal Employment Opportunity

Speedway Motorsports is an equal opportunity employer. All qualified applicants receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.

Disclaimer: This description covers the general nature and level of work performed. It is not exhaustive. Other duties may be assigned. Management may modify duties as needs change. This is not an employment agreement.