Manager of Inside Sales

Hornets Sports & Entertainment is in an exciting new phase, with new leadership in both basketball and business, and a renewed commitment to elevating our franchise. Building on a strong foundation, we are focused on becoming a premier NBA organization—one that sets the standard both on and off the court. The Hornets are about much more than just basketball. We are about the energy of live sports and entertainment—an experience that is truly unmatched. Beyond Hornets basketball, Spectrum Center serves as a premier destination for world-class concerts, family shows and marquee sporting events, bringing unforgettable experiences to Charlotte year-round.

We are deeply committed to our community, using our platform to create meaningful impact and drive positive change. We proudly represent the city of Charlotte, embracing its diversity, culture and unwavering spirit. As an organization, we strive to elevate our city by connecting people through the power of basketball and live entertainment, building something special for our fans, employees and community.

Position Overview

The Manager of Inside Sales is a key role within Hornets Sports & Entertainment (HSE) responsible for overseeing and managing the inside sales team. You will lead a group of inside sales representatives focused on generating revenue through ticket sales, suite rentals and other key business opportunities. The Manager of Inside Sales will play an essential role in driving organizational growth by executing sales strategies, managing lead generation and creating memorable fan experiences. The role involves recruiting, hiring and developing high-performing sales team members who are passionate about the organization and its goals.

Core Values

HSE embodies the following core values:

• Integrity
• Teamwork
• Competitiveness
• Candor
• Accountability
• Resilience

Essential Duties and Responsibilities

• Lead, mentor and motivate a team of inside sales consultants.
• Develop and implement sales training programs to improve skills, product knowledge and sales strategies.
• Collaborate with HR on the the recruitment of top talent as well as hiring and onboarding of new inside sales team members.
• Set clear goals and performance expectations for the inside sales team.
• Monitor daily and weekly team performance and provide regular feedback.
• Design and execute strategies to maximize revenue from new and existing clients, including group ticket sales, season ticket memberships and special promotions.
• Develop sales tactics to convert inbound inquiries and leads into ticket sales opportunities.
• Utilize CRM tools to track leads, opportunities and sales activity.
• Oversee the prospecting efforts of inside sales consultants to ensure they are meeting performance benchmarks.
• Identify and generate new business opportunities through cold calling, email outreach and networking.
• Build and maintain a pipeline of qualified sales leads for future business growth.
• Foster strong relationships with both existing and potential clients to enhance retention and renewals.
• Work closely with the fan experience and marketing teams to ensure customer satisfaction and engagement.
• Address client concerns and issues promptly, providing top-tier service and solutions.
• Track and report on sales metrics, team performance, and overall revenue progress.
• Analyze data to identify trends, areas for improvement, and new opportunities.
• Present sales performance reports to leadership and collaborate on refining strategies.
• Work closely across departments to align on campaigns, fan engagement and event planning.
• Support the execution of special sales initiatives such as game day promotions, events and group outings.
• Communicate regularly with the Director of Sales and senior leadership to ensure alignment on sales goals and strategies.
• Work nights, weekends and holidays as required to support events and maintain strong client relationships.
• Perform other duties and responsibilities as assigned to support the overall ticket sales and services strategy.

Required Skills, Experience and Abilities

To perform the job successfully, you will have or demonstrate the following skills and abilities:

• Bachelor’s degree in Business, Marketing, Sports Management, or related field, preferred.
• 3-5 years of experience in sales, with a focus on sales or sports sales.
• Proven experience in leading and managing a sales team, with a track record of achieving results.
• Experience in recruiting, hiring and onboarding sales talent.
• Innovative and strategic thinker, passionate about the entertainment industry.
• Proven relationship-building skills with a customer-first approach, capable of engaging with executives and affluent clientele.
• Detail-oriented with exceptional organizational and time-management skills to manage team and multiple projects and ensure timely follow-up.
• High-energy, self-motivated professional with a strong passion for driving revenue through ticket sales.
• Proven ability to negotiate effectively, highlighting the value of partnerships to secure long-term business.
• Excellent problem-solving skills, with the ability to remain calm and focused in fast-paced, high-pressure environments.
• Strong strategic thinking capabilities to identify opportunities, analyze data and implement successful sales tactics.
• Proficiency in CRM platforms, analytics tools, and presentation software to track performance and deliver impactful sales presentations.
• Strong closing and consensus-building skills, with a track record of successfully sealing deals.
• Commitment to delivering a white-glove service experience that ensures client satisfaction and fosters long-term retention.
• Exceptional verbal and written communication skills, with the ability to adapt communication style to diverse audiences.
• Flexible availability, with the willingness to work evenings, weekends, and select holidays as required.

Additional Information

This is a full-time, benefit-eligible position. HSE is dedicated to creating and upholding a welcoming environment that celebrates diversity.

HSE provides valuable benefits and competitive time off policies to help you and your family lead healthy, balanced lives.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. All requests for medical or religious accommodations to perform the stated job duties will be considered.