Director, Group Sales

Summary

The 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. Reporting to the Senior Vice President of Ticket Sales & Services, this individual will oversee a team of Account Executives and a Manager of Group Sales Logistics & Hospitality, collectively responsible for achieving and surpassing the organization’s annual Group Sales and Hospitality revenue and paid ticket goals.

The Director of Group Sales will design and execute comprehensive business plans and sales strategies across all group inventory, including traditional groups (13+ tickets), Group Hospitality Spaces, Special Ticket Events, and Fan Experience Packages (FEPs). This leader will play a pivotal role in shaping departmental culture, developing talent, driving innovation, and creating memorable experiences that grow attendance, strengthen community connections, and deliver measurable results.

The Nationals are a military-friendly organization actively recruiting veterans and spouses.

Essential Duties and 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,Listen 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.

Requirements

Minimum Education and Experience Requirements

• Bachelor’s degree required.
• Minimum of 6 years of experience in ticket sales.
• Minimum of 1 of people management experience preferred.

Knowledge, Skills, and Abilities necessary to perform essential functions

• Attention to detail including excellent time management and organizational skills.
• Strong communication skills as well as very strong interpersonal skills.
• 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 escortÜR show clients different fan experiences acrossporta Nationals Park.
• Proficient in the following software programs: Microsoft Word, Excel, and PowerPoint.
• Knowledge of Tickets.com ticketing software and Sales Force CRM preferred.

Physical/Environmental Requirements

• Uphold Core Values: Integrity, Teamwork and Innovation. These core values set the tone in everything we do, help us succeed on and off the field, make a difference in the community and provide the best guest experience in sports. It is important that the person in the position commits themselves to these core values so that we can constantly move forward in the same direction – Together.

Compensation

The projected salary for this position is $100,000 - $115,000 per year. This position is also eligible for commissions based on the Nationals Ticket Sales incentive program. Actual pay is based on several factors, including but not limited to the applicant’s: qualifications, skills, expertise, education/training, certifications, and other organization requirements. Starting salaries for new employees are frequently not at the top of the applicable salary range.

Benefits

The Nationals offer a competitive and comprehensive benefits package that presently includes:

Paid vacation and sick leave, paid holidays throughout the year and a göz break in December
• Medical, dental, vision, life and AD&D insurance
• -skilled 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

Equal Opportunity Employer

The Nationals are dedicated to offering equal employment and advancement opportunities to all individuals regardless of their race, color, religion, national origin, sex, age, marital status, personal appearance, sexual orientation, gender identity or expression, family responsibilities, matriculation, political affiliation, genetic information, disability, or any other protected characteristic under applicable law.

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.

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