Sales Associate

Description

WHO WE ARE

Arena Stage is the voice of American theater resident in our nation's capital. Focused on American artists, our productions are innovative and representative of stories from across the country. We nurture new plays and reimagine classics. We celebrate our democracy and diversity through a multitude of voices in our productions and community engagement programs to inspire people to action.

WHAT WE VALUE

A work culture that values experimentation and collaboration.

Excellence in all aspects of our endeavor.

Diversity, Equity, Accessibility and Inclusion throughout the Organization and within our audience and the community.

Community Service through education and public engagement.

Lead effective partnerships and collaboration to serve artists and arts professionals.

WHAT YOU'LL DO

The Sales Associate is a sales-focused, frontline role within Arena Stage's Sales Office and is often one of the first points of connection between the organization and its audiences. This hourly position engages directly with patrons both on the phone and face-to-face and is ideal for someone who brings a welcoming, professional presence, enjoys solving problems in real time, and thrives in a fast-paced, goal-driven environment.

Requirements

The Sales Associate drives sales of single tickets, multi-ticket packages, and add-ons while proactively identifying opportunities to invite donations and promote and sell Community Engagement programming. Supporting both inbound, outbound and in-person sales efforts, this role builds trust, resolves patron needs, and contributes directly to exceeding earned revenue goals. Experience in theater is welcomed but not required; strong sales instincts, comfort with CRM systems, and adaptability during live interactions are essential, with Tessitura experience strongly valued.

RESPONSIBILITIES:

Sales & Revenue Generation

• Drive sales of single tickets, multi-ticket packages, and add-ons while proactively identifying opportunities to invite donations and promote and sell Community Engagement programming.
• Confidently upsell premium seating, special experiences, and ancillary offerings during phone and in-person sales conversations.
• Conduct outbound calls and follow-up outreach to generate incremental revenue and support targeted sales campaigns.
• Meet or exceed individual and team revenue and performance goals.

Patron Engagement & Problem Solving

• Serve as a welcoming, knowledgeable, and solutions-oriented point of contact for patrons and prospective buyers, both on the phone and in person.
• Respond to questions, concerns, and purchasing barriers with confidence and professionalism, resolving issues in real time whenever possible.
• Clearly communicate performance details, pricing, policies, and offerings while guiding patrons toward purchase and engagement opportunities.
• Balance high-quality service with a results-driven, revenue-focused sales approach.

Systems, Data & Reporting

• Use Tessitura as the primary CRM and ticketing system to process orders, update patron records, and document sales and fundraising-related activity.
• Accurately track calls, in-person interactions, outreach, and sales outcomes to support reporting and pipeline management.
• Maintain attention to detail while multitasking between live conversations and real-time data entry.

Team Collaboration

• Work closely with the Sales Manager and sales team to support departmental revenue and engagement goals.
• Collaborate with Marketing and Community Engagement teams to align sales efforts with campaigns, initiatives, and programming priorities.
• Participate in team meetings, trainings, and ongoing sales development.

Schedule & Working Conditions

• This is a fully in-office, hourly position requiring extended periods of sitting, standing, and consistent computer and phone usage.
• Work schedules rotate and will include evenings and weekends, particularly during peak sales periods and high-volume patron activity.
• The role operates in a fast-paced environment with frequent patron interaction and performance expectations.

Qualifications

Required

• Experience working in a fast-paced, goal-driven sales or revenue-focused environment.
• Strong verbal communication skills and comfort engaging with patrons both on the phone and face-to-face.
• Demonstrated ability to problem-solve in real time and adapt quickly to patron needs.
• Ability to multitask effectively while maintaining accuracy and professionalism.
• Proficiency with Microsoft Office applications and Google Workspace (Docs, Sheets, Gmail, Calendar).
• Willingness to ask for the sale and contribute actively to revenue growth.

Strongly Valued

• Experience using Tessitura CRM and ticketing systems.
• Background in theater, arts organizations, or live entertainment environments.
• Experience working with performance metrics, revenue goals, and call tracking.

Skills & Attributes

• Warm, welcoming demeanor with a strong customer- and sales-oriented mindset.
• Confident, persuasive communicator with excellent listening skills.
• Organized, detail-oriented, and comfortable managing multiple priorities simultaneously.
• Motivated by goals, collaboration, and measurable outcomes.
• Adaptable and energized by live interaction and real-time problem solving.

The Washington Drama Society, Inc., Arena Stage does not and shall not discriminate on the basis of race, color, religion (creed), gender, gender expression, age, national origin (ancestry), disability, marital status, sexual orientation, or military status, in any of its activities or operations.

If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to access job openings or apply for a job on this site as a result of your disability. You can request reasonable accommodations by contacting Human Resources at hr@arenastage.org.