Manager, Ticket Sales

Washington Nationals; Washington (District of Columbia); On-site; USD 64,000 - 83,000; Full time

Benefits offered by this job

Paid vacation & sick leave

Holiday breaks

Medical, dental, vision, life and AD&D

401(k) and pension plan

Complimentary Nationals tickets

Employee discounts

Free onsite fitness center

Job summary

Washington Nationals is seeking a Manager, Ticket Sales to lead the Membership Sales team and steward a high‑performing culture. You will coach and develop Account Executives, drive new season ticket sales, and manage strategies for Group Ticket Sales, Premium Seating, and Nightly Suite Rentals.

You will oversee outbound campaigns, pipeline management, and data-driven performance, collaborating with BI, Marketing, and Sales Operations to optimize revenue throughout the season.

Qualifications

• Lead and develop the Membership Sales team to meet revenue goals.
• Coach, interview, onboard, and train Membership Sales Account Executives.
• Maintain pipeline management and performance metrics.
• Collaborate with BI, Sales Operations, and Marketing to maximize revenue.
• Ensure accurate CRM management in Salesforce.

Responsibilities

• Provide day-to-day leadership and development for Membership Sales team.
• Recruit, interview, onboard, train Membership Sales Account Executives.
• Conduct coaching sessions, pipeline reviews, and performance evaluations.
• Establish activity expectations: outbound calls, appointments, tours, and prospecting.
• Drive the organization’s new season ticket sales strategy and full-menu sales.
• Monitor pipelines and forecasting to maintain revenue pacing.
• Identify new business opportunities through prospecting, referrals, events, and networking.
• Collaborate with Director, Ticket Sales and cross‑functional teams to maximize revenue.

Skills

Leadership

Coaching

Sales management

Pipeline management

CRM knowledge

Tools

Salesforce

Job description

Reporting to the Director, Ticket Sales, the Manager, Ticket Sales is responsible for the day-to-day leadership, coaching, development, and performance management of the Membership Sales team. This role is accountable for executing the organization's new season ticket sales strategy while fostering a high-performance sales culture focused on prospecting, pipeline management, and consistent revenue growth.

The Manager, Ticket Sales oversees the daily execution of outbound sales initiatives, sales campaigns, prospecting strategies, and performance accountability to maximize new business revenue. While new NATS PLUS Membership sales serve as the department's primary focus, this position is also responsible for ensuring the Membership Sales team effectively executes the organization's full-menu sales strategy by generating new revenue through Group Ticket Sales, Premium Seating, and Nightly Suite Rentals.

Working closely with the Director, Ticket Sales and senior department leadership, this individual will develop sales talent, implement best practices, monitor performance metrics, and create an environment centered on continuous coaching, accountability, and professional development.

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

Essential Duties And Responsibilities

• Provide day-to-day leadership, coaching, and development for the Membership Sales team while fostering a positive, competitive, and high-performance sales culture.
• Recruit, interview, onboard, train, and develop a team of Membership Sales Account Executives.
• Conduct regular one-on-one coaching sessions, pipeline reviews, call coaching, and performance evaluations to maximize individual and team performance.
• Establish daily, weekly, monthly, and annual activity expectations including outbound calls, appointments, ballpark tours, prospecting, and sales productivity.
• Develop individualized coaching plans that improve sales skills, business acumen, objection handling, closing ability, and overall performance.
• Support career development initiatives while preparing high-performing staff for future leadership opportunities.
• Execute the organization's new season ticket sales strategy to achieve departmental revenue and unit goals.
• Drive a full-menu sales approach that positions Membership Sales representatives to generate revenue through:
• New NATS PLUS Memberships
• Group Ticket Sales
• Premium Seating
• Nightly Suite Rentals
• Develop outbound prospecting campaigns that maximize lead generation, appointment setting, and conversion rates.
• Monitor sales pipelines and forecasting to ensure consistent revenue pacing throughout the year.
• Identify new business opportunities through strategic prospecting, referrals, networking, events, and business development initiatives.
• Partner with Business Intelligence, Sales Operations and Marketing to maximize lead utilization and campaign effectiveness.
• Monitor key sales performance metrics including activity, appointments, tours, proposals, close rates, revenue production, and pipeline health.
• Ensure accurate CRM management and reporting within Salesforce.
• Maintain accountability for data integrity, opportunity management, forecasting, and customer follow-up.
• Evaluate sales trends and performance analytics to identify opportunities for continuous improvement.
• Assist in the planning and execution of department sales campaigns, prospecting initiatives, and special events.
• Collaborate closely with the Director, Ticket Sales, Group Sales, Premium Sales, Service, Marketing, Business Intelligence, and Sales Operations to maximize organizational ticket revenue.
• Support department-wide prospecting events, hospitality experiences, networking functions, and lead generation initiatives.
• Promote a culture of innovation by identifying new sales strategies, programs, and customer acquisition opportunities.
• Maintain inventory awareness across ticket products to optimize revenue opportunities throughout the season.
• Perform other duties as assigned.

Compensation

The projected salary range for this position is $63,945 - $83,120 per year. This position is also eligible for commission based on the Ticket Sales & Service 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.