The Washington Nationals are seeking a dynamic and strategic Director of Premium Sales & Service to lead all premium revenue and service initiatives, including luxury suites, club seating, and exclusive hospitality experiences at Nationals Park. Reporting to the Senior Vice President of Ticket Sales & Service, this executive will oversee premium sales and service operations for Nationals home games, and VIP experiences throughout the year.
The Director will be responsible for the overall strategy, performance, and growth of the Nationals' premium business, including implementation of pricing, packaging, and positioning of all premium inventory, as well as the club's multi-year contractual assets within suites and club seating. Working collaboratively across Ticket Sales & Service, Marketing, Corporate Partnerships, Guest Experience and Ballpark Operations, this leader will ensure a seamless, elevated experience for premium clients and partners.
The ideal candidate is a proven leader with deep experience in premium sales and relationship management, a data-driven approach to business growth, and a passion for delivering exceptional hospitality. This is a high-impact leadership role focused on driving revenue, strengthening relationships with premium clientele, and setting the standard for corporate hospitality in the nation's capital.
Essential Duties and Responsibilities:- Lead the overall premium sales and service strategy across Nationals home games and special events, driving revenue growth, client retention, and optimal utilization of all premium inventory.
- Develop and execute strategic business plans for suite leases, nightly suite rentals, and premium club seating, including oversight of multi-year contractual assets within the suites and club verticals.
- Partner with Levy Restaurants and internal stakeholders to align sales strategies, strengthen value propositions, and maximize local and venue-wide revenue opportunities.
- Support new business development and renewals across full-season, partial-season, contractual, and single-event premium products, ensuring sustainable growth and long-term client engagement.
- Oversee pricing, packaging, and go-to-market strategies for all premium offerings, ensuring alignment with brand standards, market trends, and client demand.
- Support sales and service teams in cultivating and converting B2B opportunities with corporations, hospitality buyers, and event planners.
- Ensure exceptional delivery of white-glove premium service across all Nationals events, providing a consistent, high-touch experience for suite holders, club members, and hospitality clients.
- Design and implement pre-event, in-event, and post-event service strategies that personalize and elevate the premium client journey.
- Collaborate cross-functionally with internal departments to ensure flawless execution of premium benefits, amenities, experiences and client retention.
- Recruit, lead, and develop a high-performing team of premium sales and service managers through clear expectations, hands-on coaching, and accountability.
- Cultivate a culture of collaboration, innovation, and results across all facets of the premium department.
- Oversee and develop direct staff while managing a network of vendor and agency partners to ensure seamless delivery of all hospitality programs.
- Partner with Marketing to promote premium inventory through targeted campaigns designed to attract, retain, and engage high-value clientele.
- Serve as a senior relationship manager for VIP clients, suite holders, and corporate partners, ensuring exceptional satisfaction, retention, and advocacy.
- Lead sales trainings across the Ticket Sales, Service, and Premium seating departments.
- Leverage CRM insights to identify upsell opportunities, monitor engagement, and drive lifetime client value.
- Represent the Nationals at games, VIP events to strengthen relationships and reinforce brand values.
Compensation: The projected salary for this position is $125,000 - $140,000 per year. This position is also eligible for commissions based on the Nationals Ticket Sales incentive program. 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
