Sales & Commercial Manager

A Napa Valley estate, part of a globally luxury hospitality and lifestyle brand, comprising a private members club, luxury hospitality venue, and limited fractional ownership offering, is seeking a Sales & Commercial Manager to drive membership, group, and experiential revenue across the property.This is a hands-on, commercially-driven role focused primarily on growing and managing:➢ Private club memberships➢ Meetings, retreats, and group business➢ Private events and hospitality experiencesThe role will also support the estate’s fractional ownership offering as a secondary component of theposition.The Sales & Commercial Manager is responsible for pipeline creation, lead conversion, strategicpartnerships, and revenue generation across the club and hospitality business. The position worksclosely with the on-site hospitality team to ensure a high-touch guest and member experiencewhile maintaining a strong focus on commercial performance.Core MandateDrive and convert revenue across three primary verticals:1. Fractional Ownership Sales2. Membership Sales (Calistoga Club)3. Meetings, Events & Group Business (Calistoga Farms)4. Legal rights to work in United States of AmericaKey Responsibilities1. Meetings, Events & Group Sales➢ Own revenue generation for private events, corporate retreats, and group bookings➢ Actively prospect new corporate, private, and agency-driven business➢ Develop relationships with Napa resorts and hotels to drive offsite events, cateringopportunities, overflow, and referral business➢ Manage the sales process through to contract, working with operations for execution2. Membership Sales (Calistoga Club)➢ Drive acquisition of new members at the $100K annual level➢ Build and manage a consistent pipeline of qualified prospects➢ Convert interest into membership through structured follow-up and engagement➢ Support member retention and upsell in coordination with the Hospitality Director3. Partnerships & Local Market Development➢ Build relationships with local luxury hotels & resorts, event planners & agencies, andconcierge networks➢ Position the estate as a preferred offsite venue within Napa➢ Generate consistent referral and partnership-driven revenue4. Pipeline Management & Commercial Execution➢ Maintain a structured and active sales pipeline across all verticals➢ Track performance against revenue targets➢ Drive outbound sales efforts rather than relying on inbound demand➢ Provide feedback on market response, pricing, and product positioning5. Fractional Ownership Sales➢ Proactively source and convert qualified buyers for fractional ownership➢ Build a pipeline through outbound efforts and targeted networks➢ Manage the full sales cycle from initial engagement to close➢ Work with leadership on positioning, pricing, and sales strategyProfileRequired➢ 5–10+ years in luxury hospitality sales, real estate sales, or high-end event/group sales➢ Proven ability to prospect, build pipeline, and close high-value deals➢ Experience in meetings & events sales (MICE) and/or luxury real estate or membership sales➢ Strong understanding of the Napa Valley or California luxury market➢ Highly self-directed with a clear focus on revenue outcomesValuable (but not essential)➢ Experience selling fractional ownership or private club memberships➢ Existing network within Napa hotels, event planners, or UHNW ecosystems➢ Exposure to working alongside founders or early-stage conceptsCompensation➢ Base salary + commission tied to:○ Ownership sales○ Membership sales○ Events and group revenue➢ Incentive structure weighted toward closed business, not activityWhy This RoleThis role offers the opportunity to operate across real estate, membership, and hospitality revenuestreams within a single, high-end Napa platform.Success in the role is defined by one thing: consistent revenue generation across all verticals.