What are the responsibilities and job description for the Director, Season Ticket Growth & Experience position at San Jose Earthquakes?
The San Jose Earthquakes are seeking a highly creative and results-driven leader to own and accelerate the growth of our season ticket business. The Director, Season Ticket Growth & Experience is singularly focused on one objective: to design, market, and deliver the most compelling season ticket product in Major League Soccer and drive the club to a full season ticket sellout.
This is not a traditional sales role. This leader will operate as the general manager of the season ticket business—owning product development, positioning, campaigns, and member experience—while partnering closely with the ticket sales team to convert demand into revenue. This person will report directly to the Sr. Director of Season Ticket Sales and Service.
Who You Are:
We are looking for people that want to hustle big.
· Hustle: Having the desire to authentically connect with people, willing to always show up for our fans, and having an innate pride in their work.
· Big: Devoted to quality in execution, not afraid to swing big, and owning the result.
Successful Candidate:
The Director, Season Ticket Growth & Experience is a strategic and creative leader who thrives in ownership of a full business line. You bring a builder mentality, strong accountability for outcomes, and the ability to connect product innovation with revenue growth.
You are equally comfortable thinking big-picture about fan experience and diving into the details of pricing, campaigns, and conversion. You operate with urgency, test-and-learn discipline, and a relentless focus on driving demand and retention.
This role requires someone who can lead cross-functional efforts, influence stakeholders, and create a best-in-class season ticket ecosystem that drives long-term fan loyalty and revenue growth.
Job Competencies Include:
· Leadership
· Strategic Thinking
· Growth Mindset
· Product Innovation
· Fan Experience Design
· Analytical Thinking
· Relationship Building
· Communication
· Collaboration
· Revenue Management
Responsibilities:
· Season Ticket Product Ownership
- Own and continuously evolve the season ticket product, including pricing strategy, tiering, benefits, and packaging
- Develop offerings across fan segments (premium, families, young professionals, supporters)
- Introduce innovative membership models such as flexible plans, loyalty tiers, and waitlists
- Partner with executive leadership on product direction and decision-making
· Campaigns & Demand Generation
- Develop and execute high-impact campaigns that create urgency and drive demand
- Own messaging, positioning, and creative direction for all season ticket initiatives
- Build key sales-driving moments including launches, deadlines, and events
- Develop referral, community, and grassroots growth strategies
· Season Ticket Holder Experience
- Design a best-in-class end-to-end member journey from purchase through renewal
- Create exclusive experiences that strengthen emotional connection and reduce churn
- Partner with stadium operations, marketing, and partnerships to enhance value delivery
· Lifecycle & Retention
- Own the full lifecycle: acquisition, engagement, and renewal
- Develop retention strategies that increase lifetime value and loyalty
- Build programs that reward tenure, advocacy, and engagement
· Cross-Functional Leadership
- Partner closely with ticket sales to align demand generation and conversion
- Collaborate with marketing, content, partnerships, and soccer operations
- Align club storytelling and player narratives with ticket demand strategies
· Data, Testing & Optimization
- Establish a test-and-learn environment across pricing, offers, and messaging
- Leverage CRM and fan data to segment and personalize outreach
- Track performance metrics and adjust strategies in real time
Qualifications:
- 7–12 years of experience in growth marketing, product development, fan experience, or DTC business models
- Proven ability to drive revenue through product innovation and marketing execution
- Experience owning a business line, category, or major initiative
- Strong analytical and strategic thinking skills
- Ability to operate in a fast-paced, evolving environment with high accountability
- Excellent communication and cross-functional collaboration skills
- Experience in sports, entertainment, or live events is preferred but not required
Success Metrics:
- Growth in total season ticket members (toward sellout goal)
- Renewal and retention rates
- Revenue per member and overall lifetime value
- Conversion rates across campaigns and sales funnels
- Fan satisfaction and Net Promoter Score (NPS) among season ticket members
Salary: $90,000 - $110,000 bonus
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.
Salary : $90 - $110