Group Sales Associate

Arena Stage•Washington, DC

19h

About The Position

The Group Sales Associate is responsible for generating group ticket revenue and expanding Arena Stage's audience by building and managing relationships with organizations throughout the Washington, D.C. region and beyond. This role is a proactive sales position focused on prospecting new business, developing long-term client relationships, and converting group interest into ticket sales. Working both in and out of the office, the Group Sales Associate actively promotes Arena Stage productions through outbound calling, networking, community outreach, and tabling events while managing a portfolio of existing group clients. Success in this role requires a strong sales mindset, the ability to build lasting relationships, and a commitment to meeting and exceeding revenue goals. The Group Sales Associate reports to the Director of Ticketing & Sales Operations and works alongside the Group Sales Lead Manager to execute Arena Stage's group sales strategy and grow attendance across productions and programs.

Requirements

1–3 years of experience in sales, ticketing, hospitality, audience development, or customer-facing roles preferred.
Demonstrated ability to prospect, build relationships, and close sales.
Strong interpersonal and communication skills with the ability to confidently engage new clients.
Comfortable working toward sales targets and revenue goals.
Highly organized with strong follow-through and attention to detail.
Experience with CRM or ticketing platforms required (Tessitura experience a plus).
Ability to work occasional evenings or weekends for events, outreach opportunities, or performances.

Responsibilities

Generate group ticket revenue by actively prospecting and securing bookings from schools, community organizations, corporate groups, social clubs, tourism partners, and affinity organizations.
Build, develop, and manage a portfolio of group clients, cultivating long-term relationships that drive repeat attendance.
Conduct outbound sales activity, including cold calling, follow-up calls, email outreach, and networking to identify and convert new group sales opportunities.
Meet and exceed individual and departmental revenue goals through proactive sales activity and relationship management.
Identify new audience segments and partnership opportunities that can grow Arena Stage's group attendance.
Represent Arena Stage at community events, festivals, professional networking opportunities, and outreach tabling events to promote productions and group experiences.
Build relationships with organizations, educational institutions, and community leaders across the DMV region.
Promote group packages, student matinees, corporate outings, and special events to prospective audiences in a variety of settings.
Serve as a visible ambassador for Arena Stage within the community.
Guide group leaders through the full sales cycle from initial inquiry to performance attendance.
Manage group reservations, including seating coordination, contracts, deposits, payments, and ticket fulfillment.
Deliver exceptional service that encourages repeat bookings and long-term client loyalty.
Coordinate group-specific experiences, such as talkbacks, educational engagement opportunities, or special receptions, when applicable.
Maintain accurate records of sales activity, client communication, and group reservations in Tessitura.
Track prospect pipelines, sales progress, and booking activity to support forecasting and revenue reporting.
Manage reservation timelines, including contracts, invoicing, payment reminders, and follow-ups to maximize conversion rates.
Collaborate with ticketing and sales leadership to optimize inventory, pricing, and group availability.
Partner with colleagues across departments, including Marketing, Development, Community Engagement, and Events, to identify potential group prospects and partnership opportunities.
Share relevant contacts and leads with internal teams when appropriate to support broader organizational relationship development.
Contribute insights from client interactions to help refine audience development strategies and outreach initiatives.