Account Executive, Group Sales

Summary

The Washington Nationals are seeking a driven, relationship-focused sales professional to join our Ticket Sales & Service team as an Account Executive, Group Sales. Reporting to the Director, Group Sales, this position is responsible for driving revenue through the sale and execution of group outings consisting of 13 or more tickets, with a primary emphasis on larger-scale group experiences of 100 tickets per game.

This role plays a critical part in expanding the Nationals’ group business by cultivating long-term relationships with group leaders, organizations, and corporate partners. In addition to selling and servicing group outings, the Account Executive will manage assigned Theme Nights and Special Ticket Events (STEs), ensuring strong sell-through and exceptional execution. The role will also leverage Fan Experience Packages (FEPs) and experiential add-ons to enhance the overall value of each group outing.

The ideal candidate is a motivated self-starter with strong consultative selling skills, a passion for live events, and the ability to manage a high-volume book of business while continuously mining for new group opportunities. This position offers growth within one of Major League Baseball’s most respected organizations while directly impacting attendance, revenue, and fan engagement.

The Washington Nationals are a military-friendly organization and actively encourage veterans and military spouses to apply.

Essential Duties And Responsibilities

• Drive new business revenue through the outbound sale of group outings consisting of 13 tickets, with a focus on 100 ticket group experiences.
• Manage and grow a personal book of business consisting of group leaders, corporate clients, non-profits, schools, and community organizations.
• Proactively prospect and mine for new group opportunities while expanding and upselling existing group accounts.
• Serve as the primary point of contact for assigned group leaders from initial sale through event execution.
• Sell, manage, and execute assigned Theme Nights and Special Ticket Events (STEs), ensuring strong sell-through and a positive fan experience.
• Leverage Fan Experience Packages (FEPs) and experiential elements to enhance group value and drive incremental revenue.
• Conduct outbound sales efforts including calls, emails, face-to-face meetings, ballpark tours, networking events, and community outreach.
• Consistently meet or exceed daily, weekly, monthly, and annual activity and revenue goals as established by Group Sales leadership.
• Maintain an accurate and up-to-date sales pipeline within the organization’s CRM system.
• Deliver exceptional customer service throughout the sales and event lifecycle to ensure a first-class group experience.
• Fulfill assigned game-day responsibilities including client visits, group check-ins, sales table coverage, and issue resolution.
• Participate in year-round sales initiatives, fan engagement events, and off-site networking opportunities as assigned.
• Represent the Washington Nationals with professionalism, strong communication skills, and a solution-oriented mindset.
• Perform other duties as assigned.
  
  

Requirements

Minimum Education and Experience Requirements

• Bachelor’s Degree, Associates, equivalent military experience or other educational requirements.
• Minimum of 1 year of ticket sales experience.
  
  

Knowledge, Skills, And Abilities Necessary To Perform Essential Functions

• Attention to detail including excellent time management and organizational skills.
• Strong communication skills as well as very strong interpersonal skills.
• Strong work ethic and passion to build a career in professional sports sales.
• Ability to be work well independently and in a team environment.
• Ability to display high level of integrity, positivity, and be self-accountable in all aspects of the job.
• This position requires some traveling around the ballpark to visit clients during home games, with the ability to escort and show clients different fan experiences across Nationals Park.
• Proficient in the following software programs: Microsoft Word, Excel, and PowerPoint.
• Uphold Core Values: Integrity, Teamwork and Innovation. These core values set the tone in everything we do, help us succeed on and off the field, make a difference in the community and provide the best guest experience in sports. It is important that the person in the position commits themselves to these core values so that we can constantly move forward in the same direction – Together.
  
  

Physical/Environmental Requirements

• Working conditions are normal for an office environment.
• Work will require weekend/holiday and/or evening work.
• Job requires employee to function in aa high activity and heavily crowded outdoor professional sports venue.
• Employee will be exposed to inclement weather of varying degrees.
• While performing the duties of this job, the employee is regularly required to stand for long periods of time, walk long distances, and climb up/down stairs.
• The employee may be required to stoop, kneel, crouch, or sit and must lift and/or move up to 45 pounds.
  
  

Compensation

The projected wage rate for this position is $20.67 per hour. Actual pay is based on several factors, including but not limited to the applicant’s: qualifications, skills, expertise, education/training, certifications, and other organization requirements. Starting salaries for new employees are frequently not at the top of the applicable salary range.

Benefits

The Nationals offer a competitive and comprehensive benefits package that presently includes:

• Paid vacation and sick leave, paid holidays throughout the year and a holiday break in December
• Medical, dental, vision, life and AD&D insurance
• Short- and long-term disability insurance
• Flexible spending accounts
• 401(k) and pension plan
• Access to complimentary tickets to Nationals home games
• Employee discounts
• Free onsite fitness center
  
  

Equal Opportunity Employer

The Nationals are dedicated to offering equal employment and advancement opportunities to all individuals regardless of their race, color, religion, national origin, sex, age, marital status, personal appearance, sexual orientation, gender identity or expression, family responsibilities, matriculation, political affiliation, genetic information, disability, or any other protected characteristic under applicable law.