Director of Sales Operations & Business Intelligence Full Time NEW

We are a competitive NASCAR team seeking a strategic, data-driven leader to serve as Director of Sales Operations and Business Intelligence. In the fast-paced world of NASCAR, where sponsorship activations, multi-year partnerships, hospitality packages, and track-side revenue are critical to team success, this role will optimize our sales processes, leverage business intelligence to drive informed decisions, and maximize revenue generation.

You will bridge sales strategy with operational excellence and analytics, ensuring the team and greater marketing and commercial operations departments have the tools, insights, and processes needed to secure and grow high-value sponsorships while delivering measurable ROI to partners. This is a high-impact position that directly influences our ability to fund performance on the track.

Key Responsibilities

Sales Operations Management

• Develop, implement, and continuously improve sales processes, workflows, and best practices tailored to NASCAR sponsorship sales (primary, associate, and activation-focused deals).
• Manage the end-to-end sales pipeline, including forecasting, territory planning (by industry vertical or geography), and CRM optimization (e.g., SponsorCX or equivalent).
• Develop and enforce sales SOPs, proposal templates, and contract management processes specific to motorsports partnerships.
• Support sales team enablement, including training on tools, processes, and NASCAR-specific value propositions (branding on cars, driver appearances, hospitality, digital assets, etc.).
• Collaborate with the sales leadership team to set quotas, track performance, and implement incentive compensation plans.

Business Intelligence & Analytics

• Build and maintain comprehensive dashboards and reporting systems to track key sales metrics, sponsorship ROI, pipeline patterns, win rates, and revenue forecasting.
• Analyze sales data, market trends, competitor sponsorship activity, and fan engagement metrics to identify opportunities and risks providing monthly reporting to the VP of Strategic Partnerships.  
• Leverage BI tools (e.g., Claude, Tableau, Power BI, or similar) to provide actionable insights on sponsorship valuation, activation effectiveness, and partner performance.
• Conduct market research and competitive intelligence on potential sponsors in automotive, consumer goods, technology, and other relevant verticals.
• Develop predictive models for revenue forecasting and scenario planning, incorporating NASCAR-specific factors like race schedule, on-track performance, and media exposure.

Strategic & Cross-Functional Collaboration

Partner closely with Marketing, Partnership Activation, Finance, and Race Operations teams to align sales efforts with overall team strategy and deliver seamless partner experiences.

• Work with the sales team to qualify leads, prepare data-backed proposals, and present compelling ROI stories to prospective sponsors.
• Support senior leadership with regular performance reviews, board-level reporting, and strategic recommendations based on BI insights.
• Identify and implement new technologies or tools to enhance sales efficiency and data accuracy in a dynamic racing environment.

Team & Performance Management

• Lead, mentor, and develop a team of sales operations and BI professionals.
• Foster a culture of data-driven decision-making and continuous improvement across the revenue organization.
• Monitor and report on departmental KPIs, ensuring alignment with team-wide revenue goals.
• Uphold CLUB mission, vision, and values throughout decision making and hiring.

Qualifications & Requirements

Required

• Bachelor’s degree in Business, Marketing, Data Analytics, Sports Management, or a related field (MBA or advanced degree preferred).
• 7+ years of progressive experience in sales operations, revenue operations, or business intelligence.
• Proven experience in sports, entertainment, motorsports, or high-value B2B partnership sales (NASCAR, IndyCar, or similar preferred).
• Strong expertise in CRM systems (SponsorCx highly desired), BI/analytics platforms (Tableau, Power BI, etc.), and data visualization tools.
• Deep understanding of sales processes, pipeline management, forecasting, and performance metrics.
• Excellent analytical skills with the ability to translate complex data into strategic insights and clear presentations.
• Outstanding communication and interpersonal skills, with experience presenting to C-level executives and sponsors.

Preferred

• Direct experience in NASCAR or motorsports sponsorship sales/activation.
• Familiarity with NASCAR-specific revenue streams (car sponsorships, hospitality, licensing, merchandise, digital/media rights).
• Experience implementing or optimizing sales technology stacks in a fast-paced, seasonal industry.
• Passion for racing and deep knowledge of the NASCAR ecosystem.

LEGACY MOTOR CLUB is an equal opportunity employer and welcomes applications from individuals of all backgrounds. We are committed to creating a diverse and inclusive workplace where all employees can thrive.

No Recruiters, phone calls or in-person applicants.