About the Fredericksburg Nationals
The Fredericksburg Nationals, Single-A affiliate of the Washington Nationals, deliver exciting baseball and family-friendly events at Virginia Credit Union Stadium. With a legacy of developing top talent and giving back through the FredNats Foundation, they are a vital part of the Fredericksburg community. The FredNats are a proud member of the Diamond Baseball Holdings (DBH) family.
Position Overview
The Director, Ticket Sales will lead the strategy, structure, and execution of the Fredericksburg Nationals' ticketing department. This role will directly manage and coach the sales team, actively contribute to new business development, and drive revenue across season, group, premium, and individual ticket categories. The ideal candidate brings a passion for sales leadership, a community-first mentality, and interest in leveraging innovative tools—including CRM and AI-driven technologies—to grow and retain the FredNats fan base.
Essential Duties and Responsibilities
- Recruit, hire, train, and lead a high-performing ticket sales team focused on season, group, and premium ticket sales.
- Actively sell and maintain a personal book of business across all ticketing categories.
- Develop and implement short- and long-term ticket sales strategies to meet or exceed revenue, attendance, and retention goals.
- Lead weekly sales meetings, manage individual pipelines, and provide coaching to ensure daily/weekly activity targets and sales KPIs are achieved.
- Use CRM platforms (e.g., Salesforce) and AI-driven tools to manage leads, analyze performance trends, and enhance outreach personalization.
- Collaborate with marketing and business analytics to identify prospects through social media, digital campaigns, and community data.
- Represent the FredNats at community events to grow awareness, build relationships, and generate group ticket leads.
- Leverage client feedback to improve offerings and enhance customer experience across all ticketing products.
- Provide regular sales reports, forecasts, and recommendations to the GM and DBH leadership.
- Assist in developing and managing the department’s annual business plan and budget.
- Other duties as assigned.
Qualifications
- Bachelor’s degree in Business, Marketing, Sports Management, or related field
- 4+ years of ticket sales experience, including 2+ years in a leadership role
- Proven ability to build, coach, and retain a sales team in a fast-paced environment
- Strong working knowledge of ticketing systems (Tickets.com preferred), CRM tools, and Excel
- Experience leveraging technology (CRM, AI, automation) to drive sales strategy and customer engagement
- Excellent communication, organizational, and time management skills
- High personal accountability, professionalism, and a team-first mindset
- Ability to work flexible hours, including evenings, weekends, and holidays
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, disability, gender identity, marital or veteran status, or any other protected class.
