First Fleet, Ticketing Director

LIVE NATION ENTERTAINMENT • Des Moines, IA

75d

About The Position

First Fleet Concerts, a joint venture partnership with Live Nation Entertainment, is a leading regional concert promoter based in Des Moines, Iowa, producing live events across theaters, clubs, ballrooms, outdoor venues, and major festivals throughout the Midwest. Our team works with some of the biggest names in live entertainment to create unforgettable fan experiences-from intimate club shows to multi-day outdoor events. The Director of Ticketing will lead all ticketing operations across the First Fleet organization, overseeing theaters, ballrooms, outdoor shows, and festivals. This role is both strategic and hands-on, responsible for building and executing ticketing and pricing strategies, managing staff, and ensuring seamless collaboration with artists, venues, and partners.

Requirements

• 7+ years of ticketing or box office experience in theaters, arenas, or concert promotion.
• Proven expertise in variable and dynamic pricing or yield/revenue management.
• Strong working knowledge of ticketing platforms (AXS preferred; Ticketmaster, Etix, or similar also relevant).
• Excellent financial, analytical, and data interpretation skills.
• Ability to lead and motivate a small team while managing multiple projects simultaneously.
• Excellent communication and interpersonal skills; comfortable on calls with artists, agents, and venue partners.
• Experience managing ticketing for multi-venue operations, including outdoor and festival events.
• Bachelor's degree in Business, Arts Management, or related field (or equivalent professional experience).

Nice To Haves

• Experience with festival ticketing and large-scale event builds.
• Familiarity with AXS reporting, fan account management, and dynamic pricing tools.
• Knowledge of settlement procedures and tour/artist financial structures.
• Understanding of secondary market dynamics and pricing elasticity.

Responsibilities

• Develop and implement ticket pricing strategies-including static, tiered, and dynamic pricing-to maximize sales, attendance, and revenue.
• Monitor sales pace, market trends, and secondary market activity to identify repricing opportunities.
• Oversee ticket builds, seat maps, holds, and inventory setup across multiple venues and event types.
• Collaborate with the CEO, talent buyers, and marketing teams on pricing and release strategies for each show.
• Lead post-event analysis of sales performance, pricing effectiveness, and revenue optimization.
• Serve as the ticketing representative on artist, agent, and venue calls, providing input on pricing, scaling, and on-sale plans.
• Coordinate with artist teams on VIP programs, presales, and fan club allocations.
• Partner with venues and festival sites to ensure consistent standards across all First Fleet ticketing operations.
• Maintain strong relationships with ticketing vendors, particularly AXS, and other third-party providers.
• Oversee daily ticketing operations and box office functions for all First Fleet events.
• Supervise and develop 1-2 direct reports (club/box office ticketing staff).
• Manage ticketing system configuration, reporting, settlements, and reconciliation.
• Ensure accurate event settlements and reporting for internal accounting and external partners.
• Oversee on-site box office operations during events when necessary.
• Produce and analyze detailed sales reports, tracking KPIs such as sell-through, average ticket price, and revenue per event.
• Present regular performance summaries and projections to leadership.
• Leverage data to inform pricing, marketing, and forecasting decisions.

Benefits

• Competitive salary commensurate with experience.
• Performance-based bonus opportunities.
• Health, dental, and vision insurance.
• 401(k) plan.
• Paid time off and event travel perks.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Performing Arts, Spectator Sports, and Related Industries
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees