The Tucson Roadrunners American Hockey League organization is seeking a driven Director of Group Sales to own and grow group ticket revenue. This is a highly visible, revenue-producing role for someone who can build relationships across the community, create memorable group experiences, and turn new buyers into long-term partners.
The right person will be both strategic and hands-on: comfortable developing the group sales plan, building a strong pipeline, prospecting every day, closing business, and working across ticketing, marketing, sponsorship, and game operations to deliver an excellent fan experience.
WHAT YOU'LL OWN:
- Drive the organization's group ticket sales strategy with a clear focus on revenue growth and attendance.
- Develop new business through outbound prospecting, networking, referrals, community engagement, and in-person relationship building.
- Build partnerships with corporations, schools, youth sports organizations, nonprofits, military organizations, associations, and community groups.
- Create and sell group packages, theme nights, special events, hospitality opportunities, and customized fan experiences.
- Own the full sales cycle - prospecting, discovery, presentation, closing, fulfillment, renewal, & account growth.
- Maintain a healthy pipeline and provide accurate sales forecasts and revenue updates to leadership.
- Work closely with ticketing leadership on inventory, seating, pricing, holds, releases, and group fulfillment.
- Partner with marketing & other departments to develop promotions & programs that create demand for targeted games.
- Use CRM and ticketing systems consistently to manage activity, opportunities, communication, and revenue.
- Retain and grow existing group accounts while identifying opportunities for repeat business and referrals.
- Represent the organization at games, community events, networking functions, & business-development opportunities.
- Stay actively involved in game-day group experiences and ensure customers receive outstanding service.
WHAT WE'RE LOOKING FOR:
- 3-5+ years of ticket sales, group sales, or revenue-generating sales experience in professional sports, collegiate athletics, live entertainment, venues, or a closely related environment.
- Professional sports ticket sales experience strongly preferred.
- Documented success generating group revenue, developing new accounts, and closing business.
- Strong outbound prospecting, relationship-building, presentation, negotiation, and closing skills.
- Experience creating group programs, theme nights, special events, or other ticket-driven initiatives.
- Strong understanding of the sports ticket sales cycle and group customer experience.
- Experience with CRM and ticketing technology; Ticketmaster experience preferred and Spinzo experience a plus.
- Ability to manage a pipeline, analyze performance, forecast revenue, and stay accountable to sales goals.
- Leadership or team-management experience preferred.
- Ability to work on-site in Tucson five days per week and support games and events outside traditional business hours.
THE PERSON WHO WILL THRIVE HERE:
This role is built for a relationship-driven sports sales professional who understands that group sales is about much more than selling blocks of seats. You know how to create an experience that gives a company, school, team, nonprofit, or community organization a reason to show up - and a reason to come back.
You are comfortable picking up the phone, opening new doors, meeting prospects face-to-face, developing creative programs, asking for the business, and staying engaged after the sale. You enjoy being visible in the community and directly contributing to the growth of the organization.
HOW SUCCESS WILL BE MEASURED:
Revenue & Attendance: Group ticket revenue, attendance, and revenue generated through special programs
New Business: New group accounts, outbound activity, pipeline development, and community partnerships
Retention & Growth: Renewals, repeat purchases, referrals, and expansion of existing accounts
Execution: Forecast accuracy, CRM discipline, fulfillment coordination, and overall customer experience
COMPENSATION & RELOCATION:
Competitive base salary plus performance-based incentive/commission. Local Tucson-area candidates are preferred; relocation assistance may be considered for the right candidate.
INTERVIEW PROCESS:
Qualified candidates will begin with a virtual interview with senior leadership. Candidates advancing through the process may then be invited to Tucson for an in-person interview with the President of the organization. This is a priority hire, and candidates should be prepared to discuss specific group sales results, revenue performance, prospecting strategies, and successful group programs they have developed or managed.
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.