Senior Director, Commercial Business (Ticketing and Game Promotions)

Georgetown University • Lexington, MA

7d • $103,723 - $202,779 • Hybrid

About The Position

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.

Requirements

• B.A., or B.S required.
• 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.

Nice To Haves

• MBA is preferred.

Responsibilities

• 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.

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 1,001-5,000 employees