Associate Manager, Ticket and Group Sales

Title: Associate Manager, Ticket and Group Sales

Employee Status: Regular Full Time

Work From Home Option: Hybrid - 2 Days/Week (40% Remote)

FLSA Status: Exempt

Job Overview:

The Associate Manager, Ticket & Group Sales is responsible for leading the day-to-day operations of the Ticket Sales team with a primary focus on Reserved Seating and General Admission products. This role will directly support and manage Ticket Account Executives (AEs), drive revenue growth through group sales initiatives, and develop strategies to expand theme nights, group mini plans, and youth/affinity verticals.

The ideal candidate is a collaborative leader with a strong sales background, operational discipline, and a passion for developing people while growing group business at scale.

Essential Functions:

Sales Leadership & Daily Operations

• Lead the day-to-day activities of Ticket Sales Account Executives, ensuring consistent sales activity, best practices, and accountability

• Provide ongoing coaching, training, and performance feedback to support individual and team sales goals

• Assist with call campaigns, lead distribution, pipeline management, and game-day execution

• Support onboarding and continued development of new and existing AEs

• Reinforce sales culture centered on urgency, service, and results

Group Sales Strategy & Growth

• Develop and execute strategies to grow group ticket sales across:

o Theme Nights

o Group Mini Plans

o Youth Sports, Schools, Camps, and Affinity Organizations

• Serve as a subject-matter expert for Reserved Seating and General Admission group products

• Partner with marketing and promotions teams to create compelling group offers and experiences

• Help manage pricing, inventory allocation, and fulfillment for group initiatives

• Actively assist AEs in closing complex group opportunities and large-volume deals

Revenue & Performance Management

• Track and report on individual AE performance, group sales metrics, and revenue pacing

• Ensure CRM usage and sales documentation meets organizational standards

• Analyze sales data to identify trends, gaps, and growth opportunities within group segments

• Assist in forecasting group and theme night revenue

Cross-Department Collaboration

• Collaborate with Premium Sales, Service, Marketing, Special Events and Community teams to align group experiences

• Support execution of theme nights and group events on race days

• Maintain strong internal communication to ensure seamless customer experiences

Preferred Skills & Skills Proficiency:

• Sales Coaching & AE Leadership – Advanced

• Group Sales Strategy (Theme Nights, Mini Plans, Youth/Affinity) – Advanced

• Reserved Seating & General Admission Sales – Advanced

• CRM & Pipeline Management – Advanced

• Sales Performance Analysis & Forecasting – Intermediate to Advanced

• Cross Functional Collaboration – Advanced

• Organization & Time Management – Advanced

• Adaptability in Fast Paced, Event Driven Environments – Advanced

Qualifications:

• Bachelor’s degree or equivalent professional experience

• 3–5 years of ticket sales experience in sports, entertainment, or live events

• Demonstrated success selling group tickets, Reserved Seating, and/or General Admission products

• Prior experience mentoring, coaching, or leading sales representatives preferred

• Strong organizational skills with the ability to manage multiple priorities in a fast-paced environment

• Proven ability to analyze sales performance and coach to results

• Comfortable working non traditional hours, including nights, weekends, holidays, and live event schedules

• Willingness to relocate seasonally or work on site during major events or racing meets

Summary of Physical Requirements and Work Environment:

This role is primarily sedentary and performed in an office or office-like environment with no special physical demands required. The position involves extended periods of sitting with intermittent standing and walking, as well as occasional bending, reaching, and other routine movements typical of a professional workplace.

The role requires regular hand manipulation, including daily typing and repetitive hand movements while working on a computer. Occasional light lifting (generally up to 10 lbs., and infrequently up to 30 lbs.) may be required.

The work environment does not typically expose the employee to hazardous conditions. There is minimal exposure to environmental hazards such as moving mechanical parts, fumes, extreme weather, or high-risk work areas. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.

Pay Range / Salary: 66,300-80,600