Managing Director, Ticket Sales and Premium Experience

Who We Are

We are Tennis! The USTA (United States Tennis Association) is the national governing body for the sport of tennis and the leader in promoting and developing the sport’s growth on every level in the United States, from local communities to the crown jewel of the professional game, the US Open.

Why Work for the USTA? 

We are a passionate team of staff and volunteers focused on growing the sport of tennis and making it accessible to all. We are committed to removing barriers and creating opportunities for ALL to participate. Don’t know tennis? Don't worry, you can still find yourself in the game!

The Role

 

The Managing Director of Ticket Sales and Premium Experience Strategy is a highly strategic and results-oriented leader responsible for driving revenue generation across all ticketing and premium seating inventory and experiences for the US Open Tennis Championships. This role oversees the development and execution of comprehensive sales strategies to maximize revenue streams, exceeding annual targets of $250M+. The Managing Director will lead, mentor, and inspire a high-performing sales and service team while fostering a culture of innovation, collaboration, excellence and customer-centricity.

Leadership and Strategy:

• Develop and implement a comprehensive short-range and long-range sales plan encompassing all ticket and premium seating and experiences products for the 2025, 2026, and 2027 US Opens.
• Lead sales strategy, including pricing and go-to-market strategy for new and existing US Open club, suite, experience, and hospitality products 
• Set ambitious yet achievable revenue goals and establish key performance indicators (KPIs) to track progress and identify areas for improvement.
• Stay abreast of sports and live event business industry trends, best practices, and emerging technologies to inform and enable innovation and efficiency.
• Foster a positive and results-driven work environment that encourages teamwork, accountability, and professional growth.

Sales and Revenue Generation:

• Oversee all aspects of premium sales in collaboration with in-place third-party sales team.
• Drive revenue growth through innovative sales and pricing strategies, targeted marketing campaigns, and new product development.
• Optimize seating, suite, and club inventory management to satisfy contractual and internal USTA obligations and drive revenue protection and growth
• Develop and maintain strong relationships with key stakeholders, including internal peers, sponsors, and USTA senior and section leadership.
• Analyze sales data and market trends to identify new revenue opportunities and optimize existing sales channels.

Premium Experience Management:

• Elevate the premium customer experience by curating and delivering benefits, personalized services, and unique hospitality and experiential offerings in collaboration with Senior Director, Player Services and Business Development, premium hospitality service team, and in-place third-party sales consultants.
• Oversee the service and customer experience of premium seating areas and clubs, ensuring a seamless and exceptional experience for high-value clients.

Team Management and Development:

• Manage a diverse team of full-time and seasonal USTA service staff, in-place third-party sales and strategy team, and in-place third-party event operations consultants.
• Provide ongoing coaching, mentorship, and professional development opportunities to team members.
• Conduct regular performance evaluations and provide constructive feedback to drive continuous improvement.

Operations and Administration:

• Work directly with Ticketmaster and other third-party platforms to optimize sales systems
• Manage the department revenue and expense budgets and ensure efficient allocation of resources.
• Oversee sales software systems, CRM platforms, and other sales technologies to optimize operations and enhance data-driven decision-making.
• Collaborate with internal departments, including marketing, finance, and operations, to ensure alignment and seamless execution of sales initiatives.

 

Who You Are

• 10+ years of progressive experience in ticket sales and premium experience management within the professional sports and entertainment industry.
• Proven track record of success in leading and motivating high-performing sales teams to achieve ambitious revenue goals.
• Deep understanding of sales principles, marketing strategies, and customer relationship management (CRM) best practices.
• Strong analytical a