Senior Director, Commercial Business (Ticketing and Game Promotions)

Georgetown University comprises two unique campuses in the nation’s capital. With the Hilltop Campus located in the heart of the historic Georgetown neighborhood, and the Capitol Campus, just minutes from the U.S. Capitol and U.S. Supreme Court, Georgetown University offers rigorous academic programs, a global perspective, and unparalleled opportunities to engage with Washington, D.C. Our community is a close-knit group of remarkable individuals driven by intellectual inquiry, a commitment to social justice, and a shared dedication to making a difference in the world.

Requirements

Job Overview

Senior Director, Commercial Business (Ticketing and Game Promotions) will be part of the Office of the Chief Commercial Officer/Georgetown University.

The Senior Director, Commercial Business (Ticketing and Game Promotions) serves as the executive leader for all Georgetown Athletics ticketing functions. This role oversees the entirety of Georgetown University’s ticketing business and game promotions (Sales, Strategy & Operations).  This includes revenue generation, sales strategy, ticket operations, dynamic pricing, customer experience, audit compliance, inventory optimization, and technology systems across all ticketed sports.  In addition, this role also oversees Game Promotions, which shall have a focus on driving ticket revenue   Key to the success of this role is being a driven leader who can identify and implement strategies to maximize output of the sales team and generate growth in paid tickets and overall revenue.  The Senior Director is responsible for achieving annual revenue targets, optimizing seating utilization, and leading a department that delivers exceptional service to donors, alumni, and fans. This position manages $4M–$6M+ in combined ticket revenue.   This person will have direct management over season ticket sales, group sales, single game sales, premium sales, ticket operations and game promotions.  Position supervises the Director of Ticket Operations, Manager of Game Promotions, Ticket Sales and Operations Managers, graduate assistants, and student staff, and leads the department in delivering industry-best service. 

 

Duties include but are not limited to:

·        Provide executive leadership for all ticket sales, ticket operations and promotion functions across Georgetown Athletics, establishing a unified strategy for revenue generation, fan experience, and operational excellence.

·        Develop and execute comprehensive sales strategies for season tickets, premium seating, group sales, single-game tickets, game promotions and emerging revenue products.

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Georgetown University comprises two unique campuses in the nation’s capital. With the Hilltop Campus located in the heart of the historic Georgetown neighborhood, and the Capitol Campus, just minutes from the U.S. Capitol and U.S. Supreme Court, Georgetown University offers rigorous academic programs, a global perspective, and unparalleled opportunities to engage with Washington, D.C. Our community is a close-knit group of remarkable individuals driven by intellectual inquiry, a commitment to social justice, and a shared dedication to making a difference in the world.

Requirements

Job Overview

Senior Director, Commercial Business (Ticketing and Game Promotions) will be part of the Office of the Chief Commercial Officer/Georgetown University.

The Senior Director, Commercial Business (Ticketing and Game Promotions) serves as the executive leader for all Georgetown Athletics ticketing functions. This role oversees the entirety of Georgetown University’s ticketing business and game promotions (Sales, Strategy & Operations).  This includes revenue generation, sales strategy, ticket operations, dynamic pricing, customer experience, audit compliance, inventory optimization, and technology systems across all ticketed sports.  In addition, this role also oversees Game Promotions, which shall have a focus on driving ticket revenue   Key to the success of this role is being a driven leader who can identify and implement strategies to maximize output of the sales team and generate growth in paid tickets and overall revenue.  The Senior Director is responsible for achieving annual revenue targets, optimizing seating utilization, and leading a department that delivers exceptional service to donors, alumni, and fans. This position manages $4M–$6M+ in combined ticket revenue.   This person will have direct management over season ticket sales, group sales, single game sales, premium sales, ticket operations and game promotions.  Position supervises the Director of Ticket Operations, Manager of Game Promotions, Ticket Sales and Operations Managers, graduate assistants, and student staff, and leads the department in delivering industry-best service. 

 

Duties include but are not limited to:

·        Provide executive leadership for all ticket sales, ticket operations and promotion functions across Georgetown Athletics, establishing a unified strategy for revenue generation, fan experience, and operational excellence.

·        Develop and execute comprehensive sales strategies for season tickets, premium seating, group sales, single-game tickets, game promotions and emerging revenue products.

·        Lead, mentor, and evaluate the Ticket Sales, Ticket Operations and Game Promotions department staff, including Directors, Managers, Account Executives, and student employees.

·        Create, implement, and monitor revenue plans, including setting annual goals, forecasting performance, tracking KPIs, and adjusting strategy to maximize results.

·        Oversee all ticket operations functions, including box office management, ticket fulfillment, event-day operations, reconciliation, and adherence to PCI and audit compliance standards.

·        Partner with the Chief Commercial Officer on pricing strategy, dynamic pricing models, inventory management, product development, and customer segmentation.

·        Serve as the primary liaison with external partners, including Ticketmaster (or other primary market), marketing, communications, sponsorships, and campus stakeholders.

·        Oversee customer service standards, including fan communication, service protocols, retention strategy, renewal campaigns, and complaint-resolution processes.

·        Ensure accurate financial reporting, including daily settlements, event audits, cash handling procedures, and alignment with university financial policies.

·        Work collaboratively with Marketing & Communications on sales campaigns, demand-generation initiatives, email automation, website integration, and promotional strategy.

·        Lead game-day ticketing operations, including staffing plans, box office readiness, ingress/egress policies, troubleshooting, and service execution.

·        Analyze data and reporting to inform strategic decisions related to product performance, pricing, customer behavior, and sales team activity.

·        Champion the development of a strong sales culture, including training, professional development, sales scripts, coaching, and performance management.

·        Manage technology platforms, including CRM/Salesforce workflows, ticketing systems, scanning hardware, and integrations with university databases.

·        Work with Advancement to ensure alignment between ticketing, donor benefits, and stewardship programs.

·        Oversee all compliance and risk management related to ticketing, including ADA seating, NCAA regulations, University policies, and guest safety.

·        Represent the ticketing department on internal committees, planning groups, and cross-functional initiatives as assigned by the Chief Commercial Officer.

 

Work Interactions

The Senior Director works directly with the Chief Commercial Officer and interacts routinely with senior Athletics staff, coaches, the Office of Advancement, Finance, Facilities & Events, Marketing, and external partners (Ticketmaster, premium seating partners, third-party service providers).  This position is the primary decision-maker for all ticket revenue strategy, event build and manifest management, seating allocations, ADA compliance, and customer service escalations.   The role requires ongoing collaboration with:

·        Marketing (demand generation, fan messaging)

·        Development (donor seating, premium inventory, stewardship)

·        Operations & Events (gameday staffing, scanning, mobile ticketing)

·        Finance (reconciliation, reporting, audit compliance)

·        University leadership and VIP stakeholders

 

Requirements and Qualifications

B.A., or B.S required.  MBA is preferred.

The ideal candidate needs to demonstrate prior revenue results, sales successes, and leadership qualities with a minimum of six (6) years of experience in senior level sports sales management.  Additionally, candidate must have:

·        Minimum of six (6) years of senior-level sports sales and revenue leadership experience, preferably within collegiate or professional athletics.

·        Demonstrated history of exceeding revenue goals, leading high-performing sales and service teams to deliver measurable results in ticketing, premium seating, or sports business development.

·        Ability to establish a culture of accountability, professional development, and data-driven decision-making.

·        Experience leading cross-functional initiatives with Marketing, Development, Operations, and business offices.

·        Ability to use data and reporting tools to evaluate performance, guide strategy, and measure success.

·        Strong negotiation skills and contract experience involving complex and long-term revenue agreements.

·        Strong CRM proficiency (Salesforce preferred).

·        Proficiency in Microsoft Office

·        Excellent verbal and written communication skills.

·        Collaborative mindset with experience working cross-functionally across with senior leadership, coaches, donors, and external partners.

·        Customer-first mindset with the ability to manage escalated issues involving VIPs or key stakeholders.

·        Passion for the Georgetown University brand, mission, and collegiate sports landscape.

·        Ability to work evenings, weekends, and holidays as required for events.

·        Limited travel as determined by business need.

Work Mode Designation

This position has been designated as Hybrid (four days in office, one day remote). Please note that work mode designations are regularly reviewed in order to meet the evolving needs of the University.  Such review may necessitate a change to a position’s mode of work designation. Complete details about Georgetown University’s mode of work designations for staff positions can be found on the Department of Human Resources website: https://hr.georgetown.edu/mode-of-work-designation.

Pay Range:

The projected salary or hourly pay range for this position which represents the full range of anticipated compensation is:

$103,723.00 - $202,778.93

Compensation is determined by a number of factors including, but not limited to, the candidate’s individual qualifications, experience, education, skills, and certifications, as well as the University’s business needs and external factors.

Current Georgetown Employees:

If you currently work at Georgetown University, please exit this website and login to GMS (gms.georgetown.edu) using your Net ID and password. Then select the Career worklet on your GMS Home dashboard to view Jobs at Georgetown.

Submission Guidelines:

Please note that in order to be considered an applicant for any position at Georgetown University you must submit a resume for each position of interest for which you believe you are qualified. Documents are not kept on file for future positions.

Need Assistance:

If you are a qualified individual with a disability and need a reasonable accommodations for any part of the application and hiring process, please visit the Office for Equal Opportunity Compliance website for general information about requesting accommodations, as well as information about requesting accommodations specifically for applicants. You also can also contact the Office for Equal Opportunity Compliance at (202) 687-4798 or oeoc@georgetown.edu.

Need some assistance with the application process? Please call 202-687-2500. For more information about the suite of benefits, professional development and community involvement opportunities that make up Georgetown's commitment to its employees, please visit the Georgetown Works website.

EEO Statement:

GU is an Equal Opportunity Employer. All qualified applicants are encouraged to apply, and will receive consideration for employment without regard to age, citizenship, color, disability, family responsibilities, gender identity and expression, genetic information, marital status, matriculation, national origin, race, religion, personal appearance, political affiliation, sex, sexual orientation, veteran status, or any other characteristic protected by law.

Benefits:

Georgetown University offers a comprehensive and competitive benefit package that includes medical, dental, vision, disability and life insurance, retirement savings, tuition assistance, work-life balance benefits, employee discounts and an array of voluntary insurance options. You can learn more about benefits and eligibility on the Department of Human Resources website.

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