Director of Ticketing

This is a Full Time Job

About First Fleet Concerts

First Fleet Concerts, a joint venture partnership with Live Nation Entertainment, is a leading regional concert promoter based in Des Moines, Iowa, producing live events across theaters, clubs, ballrooms, outdoor venues, and major festivals throughout the Midwest. Our team works with some of the biggest names in live entertainment to create unforgettable fan experiences-from intimate club shows to multi-day outdoor events.

Position Overview

The Director of Ticketing will lead all ticketing operations across the First Fleet organization, overseeing theaters, ballrooms, outdoor shows, and festivals. This role is both strategic and hands-on, responsible for building and executing ticketing and pricing strategies, managing staff, and ensuring seamless collaboration with artists, venues, and partners.

The ideal candidate brings deep experience in theater or arena ticketing, understands dynamic and variable pricing models, and has a track record of driving revenue through data-informed ticketing strategies. Experience with the AXS platform is preferred but not required.

WHAT THIS ROLE WILL DO

Strategy & Pricing
• Develop and implement ticket pricing strategies-including static, tiered, and dynamic pricing-to maximize sales, attendance, and revenue.
• Monitor sales pace, market trends, and secondary market activity to identify repricing opportunities.
• Oversee ticket builds, seat maps, holds, and inventory setup across multiple venues and event types.
• Collaborate with the CEO, talent buyers, and marketing teams on pricing and release strategies for each show.
• Lead post-event analysis of sales performance, pricing effectiveness, and revenue optimization.

Artist, Venue & Partner Collaboration
• Serve as the ticketing representative on artist, agent, and venue calls, providing input on pricing, scaling, and on-sale plans.
• Coordinate with artist teams on VIP programs, presales, and fan club allocations.
• Partner with venues and festival sites to ensure consistent standards across all First Fleet ticketing operations.
• Maintain strong relationships with ticketing vendors, particularly AXS, and other third-party providers.

Operations & Leadership
• Oversee daily ticketing operations and box office functions for all First Fleet events.
• Supervise and develop 1–2 direct reports (club/box office ticketing staff).
• Manage ticketing system configuration, reporting, settlements, and reconciliation.
• Ensure accurate event settlements and reporting for internal accounting and external partners.
• Oversee on-site box office operations during events when necessary.

Analytics & Reporting
• Produce and analyze detailed sales reports, tracking KPIs such as sell-through, average ticket price, and revenue per event.
• Present regular performance summaries and projections to leadership.
• Leverage data to inform pricing, marketing, and forecasting decisions.

Qualifications
• 7+ years of ticketing or box office experience in theaters, arenas, or concert promotion.
• Proven expertise in variable and dynamic pricing or yield/revenue management.
• Strong working knowledge of ticketing platforms (AXS preferred; Ticketmaster, Etix, or similar also relevant).
• Excellent financial, analytical, and data interpretation skills.
• Ability to lead and motivate a small team while managing multiple projects simultaneously.
• Excellent communication and interpersonal skills; comfortable on calls with artists, agents, and venue partners.
• Experience managing ticketing for multi-venue operations, including outdoor and festival events.
• Bachelor's degree in Business, Arts Management, or related field (or equivalent professional experience).

Preferred Skills
• Experience with festival ticketing and large-scale event builds.
• Familiarity with AXS reporting, fan account management, and dynamic pricing tools.
• Knowledge of settlement procedures and tour/artist financial structures.
• Understanding of secondary market dynamics and pricing elasticity.

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Live Nation recruitment policies are designed to place the most highly qualified persons available in a timely and efficient manner. Live Nation may pursue all avenues available, including promotion from within, employee referrals, outside advertising, employment agencies, internet recruiting, job fairs, college recruiting and search firms.