Director of Sales

Access Your Potential

Join us to create and deliver experiences that inspire people, spark connection, and bring imagination to life—while having a lot of fun doing it.

We’re seeking a hospitality-focused, relationship-driven Director of Sales to drive growth across California and the broader West Coast. This high-impact leadership role is ideal for a sales executive who thrives in complex markets, excels at building elite hotel and client partnerships, and knows how to lead high-performing teams in competitive, experience-driven destinations.

• Location:
  
  San Diego or Los Angeles preferred
• Territory:
  California & West Coast markets

The Director of Sales (DOS) is responsible for setting the strategic direction and leading the Sales team to meet and exceed revenue goals across the West Coast. This is achieved through thoughtful sales strategy, strong leadership, and hands‑on coaching to ensure consistent execution.

The DOS serves as the undisputed destination and market expert, deeply immersed in California and West Coast hospitality landscapes, with strong knowledge of hotel partners, venues, and industry relationships. This role works closely with Managing Directors and cross‑functional partners to ensure alignment, performance, and long‑term growth.

• Own and drive the West Coast relationship management strategy, building executive‑level partnerships with key clients, hotels, and industry partners aligned to long‑term growth.
• Advise the sales team on complex client needs, translating insights into customized solutions and best‑in‑class discovery practices.
• Set the standard for client communication across the territory, stepping into high‑stakes or critical conversations as needed.

• Set and refine the overarching sales strategy for California and the West Coast, aligning with national objectives and market‑specific opportunities.
• Develop and oversee lead generation, qualification, and pipeline strategy, ensuring efficiency and accountability across the team.
• Define proposal development standards and personally engage in enterprise‑level or strategic opportunities to secure key wins.
• Collaborate closely with Managing Directors, Events, Creative, and cross‑territory DOS and ADOS partners to ensure consistency and best practices.
• Represent Access at high‑profile industry events, client activations, and conferences to strengthen market presence and uncover growth opportunities.

• Serve as the top destination ambassador for California and West Coast markets, ensuring the sales team is equipped with strong destination knowledge and positioning.
• Champion best practices for communicating destination offerings, experiences, and vendor partnerships.
• Build and maintain senior‑level relationships with key partners to secure preferred access, insights, and competitive advantages.

• Set the overall strategy for prospecting, pipeline development, and account growth across the West Coast.
• Drive closing strategy by coaching the team on win‑rate improvement and personally leading strategic or enterprise deals.
• Establish strategic direction for FAMs and hotel partner events, ensuring alignment with Access priorities and senior‑level relationships.
• Define and monitor pipeline KPIs, adjusting strategy and coaching as needed to ensure sustainable growth.

• Define negotiation standards and frameworks to ensure consistency, profitability, and risk mitigation.
• Lead or support negotiations for enterprise‑level and strategically critical opportunities.
• Partner with National, Events, and Creative teams to ensure smooth execution and client satisfaction.

• Oversee Salesforce data quality, pipeline health, forecasting, and reporting across the territory.
• Leverage dashboards and analytics to identify trends, risks, and opportunities and inform strategic decisions.
• Own the West Coast sales forecast and partner with other Territory Directors and executive leadership to assess national performance and revenue outlook.

• Mentor,…