Vice President, Ticket Sales & Revenue Management
BACKGROUND
The Richmond Flying Squirrels are a professional Minor League Baseball organization competing at the Double-A level as an affiliate of the San Francisco Giants. Based in Richmond, the team plays its home games at The Diamond, with a transition underway to the newly developed CarMax Park. The club has developed a strong local presence, becoming both a sports fixture and a community-centered organization known for its distinctive brand identity and engaging fan experience.
The Flying Squirrels emphasize a balance between on-field performance and off-field impact, focusing on delivering competitive baseball while fostering meaningful connections with fans, partners, and the broader community. Through innovative promotions, community outreach, and a commitment to organizational growth, the team continues to strengthen its role as a leading Minor League franchise.
SUMMARY
The Richmond Flying Squirrels are looking for a dynamic, visionary leader who thrives on building high-performance teams and driving ticket sales while fostering a collaborative, inclusive, and people-first culture to propel our nationally ranked ticket sales team to new heights. In our inaugural season at CarMax Park, this role will oversee ticket strategy and operations for both Flying Squirrels baseball and 804Live events, helping maximize revenue and attendance across a multi-purpose venue.
The ideal candidate is innovative, strategic, and relationship-driven, with a strong track record of driving revenue growth and team leadership. This role is responsible for developing and executing ticket sales strategies across all segments, including season memberships, group and hospitality sales, single-game tickets, and live and special events, while delivering results in a collaborative, team-focused environment.
RESPONSIBILITIES
- Provide strategic leadership, direction, and vision for ticketing revenue streams, including season memberships, group sales, and box office operations.
- Lead, develop, and inspire a high-performing ticket sales organization by establishing a culture of accountability and collaboration.
- Develop and execute comprehensive, data-driven sales strategies to drive revenue growth, maximize attendance, and enhance long-term guest engagement.
- Establish and oversee annual revenue goals, forecasting, and performance benchmarks; regularly evaluate results and adjust strategies to exceed organizational targets.
- Partner cross-functionally with Marketing, Communications, Promotions, Premium Hospitality, and Corporate Partnerships to align marketing, promotions, and ticket sales strategies and deliver integrated campaigns, products, and guest experiences.
- Establish pricing and scaling strategies for effective inventory management and ensure revenue optimization.
- Utilize data analytics, market insights, and industry trends to inform decision-making, optimize pricing and packaging strategies, and improve sales effectiveness.
- Oversee the development of sales processes, pipelines, and CRM utilization to ensure efficiency, scalability, and measurable results.
- Ensure a high standard of customer service throughout the sales process.
- Employ dynamic pricing and other analytical tools to drive incremental revenue opportunities.
- Build a culture of resourcefulness, innovation, and continuous improvement by identifying operational shortfalls and skill gaps and implementing comprehensive solutions to drive ticket sales and revenue results.
- Stay current on industry best practices as well as new technology, strategies, and tools.
- Develop and lead an associate program to train future sales talent, drive recruiting efforts, and build a pipeline through industry and university partnerships.
- Serve as a key member of the Senior Leadership Team
QUALIFICATIONS
- Bachelor’s degree in Sports Management, Business, Marketing, or a related field preferred.
- 7+ years of progressive experience in ticket sales in sports and/or live entertainment environments with previous departmental leadership.
- In-depth experience with ticketing platforms, particularly Tickets.com, along with associated analytics and research tools.
- Proven track record of driving significant revenue growth, meeting or exceeding sales targets, and managing large sales teams and departmental budgets.
- Strong strategic mindset with the ability to develop and execute data-driven sales plans, including pricing, packaging, and inventory management.
- Excellent leadership, communication, and interpersonal skills, with the ability to influence and collaborate across departments and at a high level.
- Experience leading and developing high-performing teams, with the strong emphasis on accountability and performance management.
- Highly organized and adaptable, with the ability to manage multiple priorities in a fast-paced, event-driven environment.
- Availability to work extended hours, including nights, weekends, and holidays as required.