Director, Premium Sales & Service

Washington Nationals; Washington (District of Columbia); On-site; USD 125,000 - 140,000; Full time

Benefits offered by this job

Paid vacation and holidays

Medical, dental, vision, life and AD&D

401(k) and pension plan

Complimentary Nationals tickets

Free onsite fitness center

Job summary

Washington Nationals are seeking a dynamic Director of Premium Sales & Service to drive all premium revenue and client experiences at Nationals Park. You will lead premium inventory, pricing, and multi-year assets across suites and club seating, partnering with Levy Restaurants and internal teams to maximize value for corporate clients.

The ideal candidate will combine strategic leadership with a data-driven growth mindset, delivering exceptional hospitality and a high-touch client journey for

Qualifications

• Experience leading premium sales and service programs.
• Ability to manage complex suites, club seating and hospitality assets.
• Proven track record in B2B partnerships and client retention.

Responsibilities

• Lead premium sales and service strategy across home games and events.
• Develop plans for suite leases, nightly rentals, and multi-year assets.
• Collaborate with internal stakeholders to maximize revenue opportunities.
• Oversee pricing, packaging, and go-to-market strategies for premium offerings.
• Coach and develop a high-performing premium sales team.
• Deliver white-glove service and elevate the client journey at events.
• Leverage CRM insights to identify upsell opportunities and retention
• Represent the Nationals at games and VIP events to strengthen relations.

Skills

Premium sales leadership

Team leadership

CRM insights & data analytics

B2B corporate sales

Hospitality management

Tools

CRM systems

Vendor management

Job description

The Washington Nationals are seeking a dynamic and strategic Director of Premium Sales & Service to lead all premium revenue and service initiatives, including luxury suites, club seating, and exclusive hospitality experiences at Nationals Park. Reporting to the Senior Vice President of Ticket Sales & Service, this executive will oversee premium sales and service operations for Nationals home games, and VIP experiences throughout the year.

The Director will be responsible for the overall strategy, performance, and growth of the Nationals’ premium business, including implementation of pricing, packaging, and positioning of all premium inventory, as well as the club’s multi-year contractual assets within suites and club seating. Working collaboratively across Ticket Sales & Service, Marketing, Corporate Partnerships, Guest Experience and Ballpark Operations, this leader will ensure a seamless, elevated experience for premium clients and partners.

The ideal candidate is a proven leader with deep experience in premium sales and relationship management, a data-driven approach to business growth, and a passion for delivering exceptional hospitality. This is a high-impact leadership role focused on driving revenue, strengthening relationships with premium clientele, and setting the standard for corporate hospitality in the nation’s capital.

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

Essential Duties and Responsibilities:

• Lead the overall premium sales and service strategy across Nationals home games and special events, driving revenue growth, client retention, and optimal utilization of all premium inventory.
• Develop and execute strategic business plans for suite leases, nightly suite rentals, and premium club seating, including oversight of multi-year contractual assets within the suites and club verticals.
• Partner with Levy Restaurants and internal stakeholders to align sales strategies, strengthen value propositions, and maximize local and venue-wide revenue opportunities.
• Support new business development and renewals across full-season, partial-season, contractual, and single-event premium products, ensuring sustainable growth and long-term client engagement.
• Oversee pricing, packaging, and go-to-market strategies for all premium offerings, ensuring alignment with brand standards, market trends, and client demand.
• Support sales and service teams in cultivating and converting B2B opportunities with corporations, hospitality buyers, and event planners.
• Ensure exceptional delivery of white-glove premium service across all Nationals events, providing a consistent, high-touch experience for suite holders, club members, and hospitality clients.
• Design and implement pre-event, in-event, and post-event service strategies that personalize and elevate the premium client journey.
• Collaborate cross-functionally with internal departments to ensure flawless execution of premium benefits, amenities, experiences and client retention.
• Recruit, lead, and develop a high-performing team of premium sales and service managers through clear expectations, hands-on coaching, and accountability.
• Cultivate a culture of collaboration, innovation, and results across all facets of the premium department.
• Oversee and develop direct staff while managing a network of vendor and agency partners to ensure seamless delivery of all hospitality programs.
• Partner with Marketing to promote premium inventory through targeted campaigns designed to attract, retain, and engage high-value clientele.
• Serve as a senior relationship manager for VIP clients, suite holders, and corporate partners, ensuring exceptional satisfaction, retention, and advocacy.
• Lead sales trainings across the Ticket Sales, Service, and Premium seating departments.
• Leverage CRM insights to identify upsell opportunities, monitor engagement, and drive lifetime client value.
• Represent the Nationals at games, VIP events to strengthen relationships and reinforce brand values.

Compensation:

The projected salary for this position is $125,000 - $140,000 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 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

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.