Account Executive, Ticket Sales

Erie Otters Hockey Club; Erie (Erie County); On-site; USD 45,000 - 65,000; Full time

Job summary

The Erie Otters Hockey Club are seeking an Account Executive, Ticket Sales to generate ticket revenue and grow the Otters fan base. This is a sales role focused on developing new business and selling Season Tickets, Flex Plans, group tickets, and hospitality packages.

The ideal candidate will be comfortable with outbound outreach, maintain an active pipeline, and achieve clear revenue targets while delivering a fan-first experience across Erie and the surrounding region.

Qualifications

• 2–4 years of sales, customer service or business development experience.
• Sports experience is a plus.
• Outgoing, coachable and target-driven.

Responsibilities

• Generate new ticket revenue across the full range of Erie Otters ticket products.
• Meet or exceed monthly, quarterly and annual sales goals.
• Develop new business via outbound calls, emails, social outreach and meetings.
• Sell to both B2C and B2B customers.
• Maintain an active pipeline and follow up on inquiries.
• Provide regular reporting on pipeline and sales activity.
• Collaborate with Ticketing, Marketing and Game Presentation.

Skills

Outbound prospecting

Relationship building

Communication skills

Sales targeting

Organization

Tools

HubSpot CRM

Job description

The Erie Otters are seeking a driven, competitive and relationship-focusedAccount Executive, Ticket Salesto generate ticket revenue and grow the Otters fan base.

This is a sales role.

The Account Executive will be responsible for developing new business and selling the full range of Erie Otters ticket products, including Season Tickets, Flex Plans, group tickets, hospitality experiences and other ticket packages.

Success in this position requires consistent prospecting, strong follow-up, disciplined pipeline management and the ability to turn conversations into long-term customers. The Account Executive will work with individuals, families, businesses, schools, youth sports organizations, community groups and other organizations throughout Erie and the surrounding region.

The ideal candidate is comfortable picking up the phone, asking for the sale and being measured against clear revenue and activity targets.

Key Responsibilities

Ticket Sales & Revenue

• Generate new ticket revenue across the Erie Otters' full portfolio of ticket products, including:
• Season Tickets
• Flex and partial-season plans
• Group tickets
• Premium and hospitality experiences
• Theme and promotional ticket offers
• Other ticket products developed by the organization
• Meet or exceed established monthly, quarterly and annual ticket sales goals.
• Develop new business through proactive outbound sales efforts, including phone calls, email, social outreach, networking, referrals and face-to-face meetings.
• Sell to bothB2C and B2B customers, including individual fans, families, local businesses, schools, sports organizations, nonprofits, community groups and other prospective ticket buyers.
• Identify opportunities within previous buyers, lapsed customers, single-game purchasers and other existing Otters audiences to convert customers into higher-value ticket products.
• Conduct sales presentations, arena meetings and seat visits with prospective customers.
• Create urgency and confidently ask for the sale while maintaining a professional, fan-first customer experience.
• Maintain an active pipeline of prospective customers and consistently develop new leads.
• Execute daily outbound prospecting activity against established activity and conversion targets.
• Follow up quickly and consistently with inbound ticket inquiries and marketing-generated leads.
• UseHubSpot CRMas the primary system for managing prospects, sales activity, follow-ups, opportunities and customer information.
• Maintain accurate records of calls, emails, meetings, opportunities and sales activity.
• Manage the sales funnel from initial contact through close and ensure opportunities are consistently moved toward a defined next action.
• Provide regular reporting on pipeline, prospecting activity, appointments, conversion rates and sales performance.

Customer Relationships

• Build long-term relationships with ticket buyers rather than treating each transaction as a one-time sale.
• Serve as a point of contact for assigned customers and ensure a high level of responsiveness throughout the sales process.
• Identify opportunities to upgrade customers into larger packages, additional games or group experiences.
• Generate referrals and repeat business from existing customers.
• Work closely with the Ticketing team to create a seamless transition from sale through fulfillment and ongoing account service.

Group Sales & Community Development

• Develop relationships with schools, youth hockey organizations, sports teams, businesses, employee groups, nonprofits and community organizations throughout the region.
• Create group outings around birthdays, employee events, client entertainment, fundraisers, youth sports teams and other occasions.
• Work with Marketing and Game Presentation to execute group experiences and value-added opportunities that make an Otters game more than simply a block of tickets.
• Identify new audience segments and organizations that can become recurring Otters customers.

Game-Day Responsibilities

• Be available to work Erie Otters home games, evenings, weekends and other events as required.
• Meet and host prospective and existing customers during games.
• Support group experiences and ticket-sales initiatives inside Erie Insurance Arena.
• Use game nights as an active sales opportunity to develop relationships, generate referrals and identify future ticket buyers.
• Participate in sales tables, prospecting activities, customer events and other game-day initiatives as required.

Team & Organizational Responsibilities

• Work collaboratively with Ticketing, Marketing, Corporate Partnerships, Community Relations and Game Presentation to support organizational revenue goals.
• Share market feedback, customer objections and sales insights that can help improve Otters ticket products and marketing campaigns.
• Participate in sales training, coaching, pipeline reviews and performance meetings.
• Maintain a high level of professionalism when representing the Erie Otters in the community.
• Contribute to a competitive, accountable and team-first sales culture.

Qualifications

• 2–4 years of sales, customer service, business development or related experience required. Sports experience is an asset.
• Demonstrated comfort with outbound prospecting and direct sales.
• Strong verbal and written communication skills.
• Ability to build relationships quickly and confidently communicate with customers in person, over the phone and digitally.
• Competitive, self-motivated and comfortable working toward measurable revenue targets.
• Strong organizational skills and ability to manage a high volume of leads and follow-up activity.
• Willingness to be coached, receive feedback and continuously improve sales performance.
• Experience working with a CRM system is preferred. HubSpot experience is an asset.
• Ticketing-system experience is an asset but not required.
• Strong understanding of the Erie community and surrounding market is an asset.
• Must be available to work evenings, weekends, holidays and Erie Otters home games as required.

How Performance Will Be Measured

Performance in this role will be measured primarily through:

• New ticket revenue
• Season Ticket sales
• Flex Plan sales
• Group ticket revenue
• New accounts acquired
• Outbound sales activity
• Appointments and meetings generated
• Pipeline development and progression
• CRM accuracy and follow-up discipline
• Repeat and referral business

The Account Executive will operate against clearly defined individual sales goals and activity standards established by the Director of Sales.

About the Erie Otters

The Erie Otters are a member of the Ontario Hockey League and have represented Erie and Northwestern Pennsylvania since 1996.

Our organization is focused on building an elite junior hockey franchise both on and off the ice while creating an outstanding experience for our fans, partners and community.