Director, Group Sales

Job Type

Full-time

Description

Are you looking to join a team of go-getters dedicated to serving and uplifting the community? Join the Detroit Pistons team and our mission!

Here at the Detroit Pistons, we are focused on equality for all. We work collaboratively to foster a diverse and inclusive work environment that celebrates our differences while driving innovation and equity. Creating impactful experiences on and off the court is what we do—and ensuring that everyone has a voice is how we do it.

The Detroit Pistons are seeking an experienced, innovative, and results-driven Director, Group Sales to build upon the success of our high-performing group sales department. This leader will set the strategic vision for group ticket sales, create compelling group offerings and theme nights, and drive execution through collaboration, coaching, and best-practice implementation.

The ideal candidate will be a creative deal-maker who thrives on designing unique fan experiences, leveraging technology, and building scalable sales platforms to expand our reach across youth, community, and corporate segments.

We’re looking for a leader with a positive, upbeat attitude who can connect with a diverse population and inspire a team to exceed goals while delivering exceptional experiences for every group that walks through our doors.

________________________________________

Sales Strategy & Innovation

• Develop and implement a multi-year group sales strategy aligned with organizational revenue goals and fan engagement objectives.
• Create innovative group experiences, theme nights, and special event offerings that drive incremental ticket sales and deepen fan connections.
• Leverage technology, CRM data, and analytics to identify new sales opportunities, optimize outreach, and improve conversion rates.
• Continuously evolve sales platforms and campaigns to incorporate industry best practices and emerging trends.
• Collaborate with Marketing to create targeted campaigns and assets that drive awareness, engagement, and urgency.
  
  

Team Leadership & Development

• Lead, coach, and inspire the Group Sales team, setting clear expectations and performance goals.
• Conduct regular training sessions to enhance sales presentation skills, objection handling, and consultative selling techniques.
• Partner with individual reps on high-priority presentations, ensuring tailored and compelling proposals.
• Foster a collaborative, high-energy, and inclusive team culture focused on results and professional growth.
  
  

Client Engagement & Experience

• Oversee the design and delivery of exceptional experiences for all group buyers, from first contact through post-event follow-up.
• Actively participate in top-tier group sales presentations and on-site hosting to strengthen client relationships.
• Collaborate with Game Presentation to integrate group activations into the overall game-day experience.
• Partner with Arena Operations to ensure flawless execution of group events and fan experiences.
  
  

Cross-Functional Collaboration

• Work closely with Premium Sales, Corporate Partnerships, and Community Relations to create integrated sales opportunities.
• Align group offerings with broader organizational initiatives, including community outreach, brand-building events, and theme-based activations.
• Collaborate with Business Intelligence to track sales performance, identify trends, and adjust strategies as needed.
  
  

Budgeting, Forecasting & Reporting

• Develop and manage the Group Sales budget, ensuring alignment with departmental and organizational revenue targets.
• Provide regular reporting to the SVP of Ticket Sales & Service, including pacing, pipeline analysis, and post-event performance reviews.
  
  

Industry Engagement

• Maintain a pulse on group sales trends across the NBA and sports industry, introducing innovative concepts to keep the Pistons ahead of the curve.
• Represent the organization at industry events, conferences, and community gatherings to grow the Pistons’ group sales presence.
  
  

Requirements

Education & Experience

• Bachelor’s degree required; advanced degree preferred.
• Minimum 7 years of progressive sales experience in sports or entertainment, with at least 3 years in a leadership role focused on group sales.
• Proven track record of exceeding revenue goals in a competitive, fast-paced environment.
• Experience developing large-scale theme nights, special events, or custom group programs.
  
  

Skills & Competencies

• Strong knowledge of CRM systems (Salesforce, Dynamics) and ticketing platforms (e.g., Ticketmaster Archtics).
• Creative thinker with the ability to design unique offerings that resonate with diverse audiences.
• Excellent presentation, negotiation, and closing skills.
• Data-driven mindset with the ability to translate insights into actionable sales strategies.
• Collaborative, adaptable, and able to lead through change.
• High energy, enthusiastic personality with a passion for creating memorable fan experiences.
  
  

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, sexual orientation, age, disability, gender identity, marital or veteran status, or any other protected class.