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.