About the Position:

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, Membership Growth & Fan Innovation 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.

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, Membership Growth & Fan Innovation 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
• 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