Washington Nationals · 1 week ago
Director, Group Sales
Washington, DC
Full-time
Onsite
Director/Executive
$100K/yr - $115K/yr
6+ years expThe Washington Nationals are seeking a strategic and results-driven Director of Group Sales to lead all aspects of the club’s group ticketing and hospitality business. This individual will oversee a team responsible for achieving and surpassing the organization’s annual Group Sales and Hospitality revenue goals.
Sports
Responsibilities
Develop and implement the department’s annual business plan, including revenue goals, sales strategies, and alignment with the Nationals’ overall ticket sales vision and culture
Lead, coach, and mentor the Manager of Group Sales, Hospitality & Logistics, as well as a team of Group Sales Account Executives, fostering a culture of accountability, professional growth, and consistent achievement of sales targets
Maintain full accountability for revenue performance, sales pacing, and key departmental metrics while cultivating a positive, high-performance environment
Partner with senior leadership to forecast revenue, manage expense budgets, and ensure operational alignment with broader organizational objectives
Conceptualize, develop, and execute innovative group products, experiences, theme nights, and community-driven initiatives that generate new revenue streams and enhance retention among existing clients
Oversee the creation, pricing, and fulfillment of group ticket offerings, including traditional group sales (13+ tickets), hospitality areas, Special Ticket Events, and Fan Experience Packages (FEPs)
Manage and refine dynamic pricing strategies to maximize yield and respond effectively to market demand
Identify and cultivate new business opportunities through targeted outreach, partnerships, and creative marketing collaborations
Build strong cross-departmental partnerships with Marketing, Operations, Guest Experience, and Ballpark Events to ensure seamless event execution and exceptional client experiences
Collaborate with CRM and Analytics teams to optimize lead generation, targeting, and campaign performance
Partner closely with Ticket Operations and Service teams to ensure accuracy, efficiency, and excellence throughout the sales and fulfillment process
Develop and maintain relationships with key clients, community organizations, schools, youth leagues, and local businesses to expand the Nationals’ group base and community footprint
Represent the Washington Nationals at internal, client-facing, and community events to promote group offerings and elevate brand visibility
Oversee the planning and delivery of Special Ticket Events and Fan Experience Packages to ensure alignment with fan interests, community initiatives, and organizational goals
Monitor team performance, CRM activity, and revenue pacing through regular data-driven analysis and reporting
Perform other duties as assigned by the Senior Vice President of Ticket Sales & Service or senior leadership
Represent the Washington Nationals at offsite community and networking events to promote ticket opportunities and enhance brand presence
Gameday responsibilities include serving as Manager on Duty and assisting in Ticket Sales/Services initiatives
Qualification
Required
Bachelor's degree required
Minimum of 6 years of experience in ticket sales
Attention to detail including excellent time management and organizational skills
Strong communication skills as well as very strong interpersonal skills
Strong work ethic and passion to build a career in professional sports sales
Ability to work well independently and in a team environment
Ability to successfully manage staff while maximizing their revenue production is necessary
This position requires some traveling around the ballpark to visit clients during home games, with the ability to escort and show clients different fan experiences across Nationals Park
Proficient in the following software programs: Microsoft Word, Excel, and PowerPoint
Preferred
Minimum of 1 year of people management experience preferred
Knowledge of Tickets.com ticketing software and Sales Force CRM preferred
Benefits
Paid vacation and sick leave, paid holidays throughout the year and a holiday break in December
Medical, dental, vision, life and AD&D insurance
Short- and long-term disability insurance
Flexible spending accounts
401(k) and pension plan
Access to complimentary tickets to Nationals home games
Employee discounts
Free onsite fitness center
Company
Washington Nationals
The Washington Nationals are a Major League Baseball team based in Washington, D.C.
501-1000 employees
Funding
Current Stage
Late StageLeadership Team
Mike DeBartolo
Senior Vice President & Assistant General Manager, Baseball Operations
Paul Toboni
President, Baseball Operations
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