Skip to main content

Vice President, Sales Strategy & Revenue Optimization

Job ID 10134181 Location New York, New York, United States Business Disney Theatrical Group Date posted Oct. 16, 2025
Apply Now

Job Summary:

Vice President, Sales Strategy and Revenue Optimization

Reports to: VP, Marketing, Publicity, Sales & Education

About Us

At Disney Theatrical Group we strive to create a culture of innovation, inclusion, collaboration, and creativity.  Stories shape how we see ourselves and everyone around us. As storytellers, we have the power to not only uplift and inspire, but also to champion the spectrum of voices in our world.  If you want to help tell compelling, diverse, and enduring stories through live theater, we want to hear from you.  

Position Summary

Disney Theatrical Group (DTG) is seeking a visionary and strategic Vice President, Sales Strategy and Revenue Optimization to lead sales strategy, revenue optimization, and ticketing operations for its North American productions, including The Lion King (Broadway & Tour), Aladdin (Broadway), and Beauty and the Beast (Tour). This executive will shape and execute a data-driven approach to revenue generation while ensuring a seamless, guest-focused experience across all points of sale.

As a senior leadership team member, the Vice President, Sales Strategy and Revenue Optimization will partner closely with the Vice President of Marketing, Publicity, Sales & Education to deliver integrated strategies that strengthen brand presence, deepen audience engagement, and drive long-term growth. While the role’s day-to-day focus is Broadway-based productions, responsibilities extend to DTG’s broader portfolio of international, touring, licensed, and location-based entertainment productions.

The successful candidate will bring proven expertise in ticketing and sales strategy for live entertainment, primarily Broadway, with fluency in pricing models, yield management, and CRM systems. They must be highly analytical, entrepreneurial, and forward-thinking, with the ability to translate complex data into clear, actionable strategies.

This leader will inspire high-performing teams, foster a culture of collaboration, and champion equity, diversity, and inclusion in both internal operations and guest outreach. A strong network of industry relationships, particularly with ticketing partners and agencies, is highly valued. Above all, the Vice President, Sales Strategy and Revenue Optimization must be deeply aligned with Disney’s mission to share the magic of live entertainment and to inspire and cultivate the next generation of audiences.

Key Responsibilities:

Leadership & Innovation

  • Build and mentor a high-performing Sales & Analytics organization, fostering collaboration, accountability, and innovation.

  • Anticipate industry shifts and pioneer new revenue models (subscriptions, loyalty programs, hybrid live/digital experiences).

  • Drive digital transformation in sales and ticketing, ensuring DTG stays at the forefront of mobile-first, contactless, and AI-enabled systems.

  • Represent DTG across The Walt Disney Company as a thought leader in revenue strategy, sales innovation, and guest experience.

Sales & Ticketing

  • Lead the Sales & Ticketing team to design and execute brand-forward sales strategies that maximize revenue for all Broadway and North American Touring Productions.

  • Drive yield management practices to optimize gross revenues.

  • Serve as DTG’s primary liaison with Ticketmaster, including negotiations and oversight of third-party ticketing platforms (e.g., Broadway.com, Today Tix, Entertainment Benefits Group).

  • Ensure compliance with PCI and ADA standards.

  • Build and maintain strong partnerships across the Broadway community.

  • Champion the adoption of emerging technologies, particularly AI, to advance sales and ticketing practices and anticipate future consumer behaviors.

Analytics & AI

  • Represent DTG in collaboration with The Walt Disney Parks & Resorts (WDPR) Marketing Strategy & Insights (MSI) team, leveraging advanced analytics to drive incremental profitability.

  • Lead DTG’s database management and audience segmentation efforts to deliver highly targeted communications and ticket sales.

  • Serve as DTG’s lead representative on CRM, data governance, privacy, and compliance across The Walt Disney Company (TWDC).

  • Oversee DTG’s demographic research and integrate AI tools to streamline forecasting, reporting, and segmentation.

  • Establish DTG as an industry leader in using AI-driven analytics to predict guest behavior, optimize campaigns, and grow lifetime value.

  • Lead pilot programs with emerging AI technologies, evaluate vendor solutions, and scale successful initiatives across DTG’s productions and partnerships.

Direct-to-Consumer Marketing

  • Provide strategic leadership for DTG’s direct-to-consumer marketing channels (Email, SMS, Website), ensuring guest acquisition, engagement, and conversion to meet revenue goals.

  • Oversee data privacy compliance and negotiate vendor contracts to maximize ROI.

  • Cultivate a hands-on, high-performing team culture with expertise in email/SMS delivery platforms, HTML/SQL, and self-service data connectivity.

  • Implement AI-powered marketing automation to personalize messaging, improve efficiency, and increase conversions.

Box Office

  • Oversee operations of the New Amsterdam Theatre’s union Box Office (Aladdin) and manage box office protocols at DTG’s rented theaters (Minskoff).

  • Advance credit card protocols to minimize fees and streamline international transactions.

  • Partner with Labor Relations to negotiate the collective bargaining agreement with IATSE Local 751 (Box Office union).

Tourism & Group Sales

  • Provide executive leadership for the direct sales team, cultivating tourism and group sales partnerships for DTG’s New York productions.

  • Ensure profitability of the group sales business through direct commissions (projected $10M annually).

  • Serve as DTG’s lead representative within the New York tourism community, fostering relationships with operators and influencers including Broadway Inbound and NYC & Company.

  • Partner with the Director to manage relationships with key tourism partners.

Guest Experience & Brand Stewardship

  • Ensure that every point of sale reflects Disney’s brand values and delivers a world-class guest experience.

  • Partner with Operations on guest recovery strategies tied to financial impact (e.g., catastrophe management).

  • Oversee DTG’s charitable ticket donation strategy, working with Publicity and Education teams to maximize impact.

  • Lead initiatives to engage new and diverse audiences, building pathways for the next generation of theatergoers.

Disney Licensed Partner Support & Location-Based Entertainment (LBE)

  • Advise DTG’s international partners across Asia/Pacific and the Americas on sales, ticketing, tourism, and analytics best practices.

  • Support Feld Entertainment in maximizing ticket sales for Disney on Ice while maintaining Disney’s CRM and guest experience standards.

  • Partner with Disney’s Location-Based Entertainment (LBE) division to drive ticket sales and guest engagement across immersive experiences, exhibitions, and live events.

  • Leverage DTG’s Broadway sales and analytics expertise to optimize demand forecasting, pricing strategies, and CRM integration for LBE productions.

  • Collaborate on cross-portfolio initiatives that align theatrical and LBE offerings, ensuring a cohesive guest journey across Disney’s global experiences.

Competencies and Skills:

  • 10+ years of relevant work in live entertainment, preferably with Broadway and domestic national touring experience, and a proven ability to translate passion for the art form into ticket sales and audience engagement.

  • Passion for live entertainment, with a particular focus on musical theatre, and the ability to translate that passion into ticket sales for and engagement of future audiences.

  • Superior leadership and relationship management skills, including the ability to manage and inspire multiple projects across internal staff and company partners.

  • Proven ability to: develop sales goals; prioritize objectives and allocate time/resources; accordingly, and reflect on completed projects with focus on improving subsequent efforts.

  • Excellent ability to overcome challenges and optimize opportunities through a logical, systematic, sequential approach to analytical thinking.

  • Excellent verbal and written communication skills, with proven ability to successfully communicate with staff of all levels in a fast-paced, dynamic environment.

  • Excellent public speaking and presentation skills, including the ability to build and give professional-level presentations.

  • Self-motivated, proactive attitude; adaptable and flexible; a team player who knows when, how, and where to lead, as well as follow.

  • Strong understanding of CRM/SMS marketing and tools.

  • Strong understanding of AI tools as it relates to ticketing and revenue management.

  • Experience overseeing a budget.

  • Demonstrated success in building and maintaining strategic partnerships and alliances within the Broadway community and beyond.

  • Extensive knowledge of no less than three ticketing systems including, but not limited to, Ticketmaster HOST, Tessitura and Nliven.

  • Experience as the day-to-day operator of no less than two Broadway shows concurrently as well as a familiarity with key Touring Broadway presenters and venues.

  • A strong proficiency with Excel (including pivot tables, nested functions and data modeling) is required; a basic level of statistical knowledge is preferred.

  • Commitment to actively being part of and supporting a diverse and inclusive workplace.

  • Solution-oriented perspective that manages change and challenge well.

Disney Theatrical Group, a division of The Walt Disney Studios, was formed in 1994 and operates under the direction of Andrew Flatt and Anne Quart. Worldwide, its ten Broadway titles, including the current Broadway productions of The Lion King and Aladdin, have been seen by more than 200 million theatregoers and have been nominated for 62 Tony® Awards, winning Broadway’s highest honor 20 times. Disney Theatrical Group also delivers live shows globally through its license to Feld Entertainment, producer of Disney on Ice. In addition, DTG licenses musical titles for local, school and community theatre productions through Music Theatre International, resulting in over 500,000 performances around the world reaching audiences of more than 150 million. 

   

Additional Info:  

   

DTG is committed to providing the highest quality opportunities for the widest, most diverse group of talented professionals throughout their career trajectory.  


The hiring range for this position in Burbank, CA is $194,600 - $261,000 per year. The base pay actually offered will take into account internal equity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors. A bonus and/or long-term incentive units may be provided as part of the compensation package, in addition to the full range of medical, financial, and/or other benefits, dependent on the level and position offered.

Apply Now

About Disney Theatrical Group:

Disney Theatrical Group, a division of The Walt Disney Studios, was formed in 1994 and operates under the direction of Andrew Flatt, Anne Quart, and Thomas Schumacher. Worldwide, its ten Broadway titles, including the current Broadway productions of The Lion King and Aladdin, have been seen by more than 200 million theatregoers and have been nominated for 62 Tony® Awards, winning Broadway’s highest honor 20 times. Disney Theatrical Group also delivers live shows globally through its license to Feld Entertainment, producer of Disney on Ice. In addition, DTG licenses musical titles for local, school and community theatre productions through Music Theatre International, resulting in over 500,000 performances around the world reaching audiences of more than 150 million.

About The Walt Disney Company:

The Walt Disney Company, together with its subsidiaries and affiliates, is a leading diversified international family entertainment and media enterprise that includes three core business segments: Disney Entertainment, ESPN, and Disney Experiences. From humble beginnings as a cartoon studio in the 1920s to its preeminent name in the entertainment industry today, Disney proudly continues its legacy of creating world-class stories and experiences for every member of the family. Disney’s stories, characters and experiences reach consumers and guests from every corner of the globe. With operations in more than 40 countries, our employees and cast members work together to create entertainment experiences that are both universally and locally cherished.

This position is with Buena Vista Theatrical Group Ltd., which is part of a business we call Disney Theatrical Group.

Buena Vista Theatrical Group Ltd. is an equal opportunity employer. Applicants will receive consideration for employment without regard to race, religion, color, sex, sexual orientation, gender, gender identity, gender expression, national origin, ancestry, age, marital status, military or veteran status, medical condition, genetic information or disability, or any other basis prohibited by federal, state or local law. Disney champions a business environment where ideas and decisions from all people help us grow, innovate, create the best stories and be relevant in a constantly evolving world.

DISABILITY ACCOMMODATION FOR EMPLOYMENT APPLICATIONS

The Walt Disney Company and its Affiliated Companies are Equal Employment Opportunity employers and welcome all job seekers including individuals with disabilities and veterans with disabilities. If you have a disability and believe you need a reasonable accommodation in order to search for a job opening or apply for a position, visit the Disney candidate disability accommodations FAQs. We will only respond to those requests that are related to the accessibility of the online application system due to a disability.

Having technical issues? View the FAQs for help.

Hiring Process

  • Where Does Your Story Begin?

    Explore Disney Careers and the Life at Disney blog to learn about all the amazing opportunities waiting to be discovered at The Walt Disney Company.

  • Be Part of the Story

    There are many different brands and businesses to explore. Once you've found the opportunity that is right for you, take the next step by completing your application.

  • The Next Chapter

    Once you've applied, you will receive an email allowing you to access your candidate dashboard. Create your login and make sure to check your dashboard often to see your application progress.

Explore this Location New York, NY

With a globally recognizable skyline and 8.4 million people who call it home, New York City is bursting with diversity and excitement – from iconic attractions to hidden gems waiting to be uncovered.

Related Jobs

OUR CULTURE

Related Content

  • Interview Support

    Our hiring teams use behavioral interviews to learn more about you because this style is designed to give us insight into how you’ve handled real-life work situations. When responding, tell your story with the STAR method.

    Learn more 

  • Interview Structure

    Behavioral interviews are designed to give employers insight into how you’ve handled real-life work situations

    Learn more 

  • Diversity, Equity, and Inclusion

    At Disney, we are committed to creating a better world. A world of belonging where each person feels seen, heard, and understood. A world filled with hope and promise.

    Learn more 

  • Heroes Work Here

    Heroes Work Here reflects the long history of respect and appreciation Disney has for the U.S. Armed Services. We recognize the commitment and dedication it takes to serve your country, both as military personnel and military spouses, and value the leadership skills and sense of purpose it has instilled in you.

    Learn more 

Sign Up for Job Alerts

Get the latest job opportunities as they become available.

Watch Our Jobs

An asterisk indicates a required field.

Interested InSelect a job category from the list of options. Select a location from the list of options. Finally, click “Add” to create your job alert.

By clicking "Submit", you agree to our Terms of Use and acknowledge that you have read our Privacy Policy.

By clicking "Submit", you agree to our Terms of Use and acknowledge that you have read our Privacy Policy. If I have elected to receive marketing messages or newsletters, I may withdraw my consent for these marketing messages at any time.

By clicking "Submit", you agree to our Terms of Use and acknowledge that you have read our Privacy Policy, Cookies Policy and EU Privacy Rights.

How we use your personal information and your rights:

  1. Your personal information is controlled by The Walt Disney Company Limited of 3 Queen Caroline Street, London, W6 9PE, United Kingdom.
  2. When you visit or shop with Disney or use any Disney product, service or mobile application, other members of The Walt Disney Company Family of Companies may also use your information to provide you these services, personalise your experience and send you service related updates and communications.
  3. You have a number of rights including the right to request access to, change, or remove your personal information, or to change your marketing preferences (including withdrawing your consent at any time.) Please see our Privacy Policy to learn more about managing your marketing preferences or deleting your account.
  4. Our Data Protection Officer can be contacted by emailing: dataprotection@disney.co.uk.
  5. You have a right to lodge a complaint with the UK Information Commissioner's Office: https://ico.org.uk/.
  6. For more information about Disney's data collection and use practices please read Disney's Privacy Policy.

By clicking "Submit", you agree to our Terms of Use and acknowledge that you have read our Privacy Policy and Collection Statement.

For more information about our general data collection, use, and practices, including how to manage your preferences, please read our Privacy Policy. I have read and agree to the Terms of Use.