Group Sales Associate

Department: Group Sales Associate
Status: Full-time/Hourly
FLSA: Non-Exempt
Reports to: Director of Ticketing & Sales Operations

ABOUT ARENA STAGE

Arena Stage at the Mead Center for American Theater is a national center for American voices and artists. One of the country's largest not-for-profit theaters, Arena Stage was founded in 1950 in Washington, DC, and is dedicated to producing plays and musicals that reflect the breadth and diversity of the American experience. Through artistic excellence, community engagement, and education, Arena Stage seeks to welcome audiences from all backgrounds into a dynamic relationship with the arts.

Position Overview

The Group Sales Associate is responsible for generating group ticket revenue and expanding Arena Stage's audience by building and managing relationships with organizations throughout the Washington, D.C. region and beyond. This role is a proactive sales position focused on prospecting new business, developing long-term client relationships, and converting group interest into ticket sales.

Working both in and out of the office, the Group Sales Associate actively promotes Arena Stage productions through outbound calling, networking, community outreach, and tabling events while managing a portfolio of existing group clients. Success in this role requires a strong sales mindset, the ability to build lasting relationships, and a commitment to meeting and exceeding revenue goals.

The Group Sales Associate reports to the Director of Ticketing & Sales Operations and works alongside the Group Sales Lead Manager to execute Arena Stage's group sales strategy and grow attendance across productions and programs.

Key Responsibilities

Revenue Generation & Sales Development

• Generate group ticket revenue by actively prospecting and securing bookings from schools, community organizations, corporate groups, social clubs, tourism partners, and affinity organizations.
• Build, develop, and manage a portfolio of group clients, cultivating long-term relationships that drive repeat attendance.
• Conduct outbound sales activity, including cold calling, follow-up calls, email outreach, and networking to identify and convert new group sales opportunities.
• Meet and exceed individual and departmental revenue goals through proactive sales activity and relationship management.
• Identify new audience segments and partnership opportunities that can grow Arena Stage's group attendance.

Community Outreach & Market Development

• Represent Arena Stage at community events, festivals, professional networking opportunities, and outreach tabling events to promote productions and group experiences.
• Build relationships with organizations, educational institutions, and community leaders across the DMV region.
• Promote group packages, student matinees, corporate outings, and special events to prospective audiences in a variety of settings.
• Serve as a visible ambassador for Arena Stage within the community.

Client Relationship Management

• Guide group leaders through the full sales cycle from initial inquiry to performance attendance.
• Manage group reservations, including seating coordination, contracts, deposits, payments, and ticket fulfillment.
• Deliver exceptional service that encourages repeat bookings and long-term client loyalty.
• Coordinate group-specific experiences, such as talkbacks, educational engagement opportunities, or special receptions, when applicable.

Sales Operations & CRM Management

• Maintain accurate records of sales activity, client communication, and group reservations in Tessitura.
• Track prospect pipelines, sales progress, and booking activity to support forecasting and revenue reporting.
• Manage reservation timelines, including contracts, invoicing, payment reminders, and follow-ups to maximize conversion rates.
• Collaborate with ticketing and sales leadership to optimize inventory, pricing, and group availability.

Internal Collaboration & Lead Development

• Partner with colleagues across departments, including Marketing, Development, Community Engagement, and Events, to identify potential group prospects and partnership opportunities.
• Share relevant contacts and leads with internal teams when appropriate to support broader organizational relationship development.
• Contribute insights from client interactions to help refine audience development strategies and outreach initiatives.

Qualifications

• 1–3 years of experience in sales, ticketing, hospitality, audience development, or customer-facing roles preferred.
• Demonstrated ability to prospect, build relationships, and close sales.
• Strong interpersonal and communication skills with the ability to confidently engage new clients.
• Comfortable working toward sales targets and revenue goals.
• Highly organized with strong follow-through and attention to detail.
• Experience with CRM or ticketing platforms required (Tessitura experience a plus).
• Ability to work occasional evenings or weekends for events, outreach opportunities, or performances.

Work Environment

This role operates in a dynamic sales environment that blends office-based work with community engagement and outreach. The position requires proactive relationship-building and regular interaction with prospective clients, both by phone and in person.

The Group Sales Associate is expected to demonstrate a high level of initiative, professionalism, and enthusiasm while contributing to a collaborative, results-driven sales culture at Arena Stage.

The Washington Drama Society, Inc., Arena Stage does not and shall not discriminate on the basis of race, color, religion (creed), gender, gender expression, age, national origin (ancestry), disability, marital status, sexual orientation, or military status, in any of its activities or operations.

If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to access job openings or apply for a job on this site as a result of your disability. You can request reasonable accommodations by contacting Human Resources at hr@arenastage.org.