Head of Sales

Position: Head of Sponsorship Sales

Company: US-Based Conference Organizer

Location: Remote (US / East Coast Preferred)

Compensation: Up to $150k Base ($300k OTE)

Our client is a growing B2B events business that brings together corporate leaders, nonprofits, policymakers and innovators around climate, sustainability, and the future of business. With strong momentum and ambitious growth plans, they're investing in building out their commercial function.

We are looking to hire a Head of Sponsorship Sales to own and grow sponsorship, activation and exhibit revenue across their event portfolio. This is a player-coach role. You'll personally lead and close the most strategic partnerships while building, hiring and managing a high-performing team of account executives, with full accountability for the sponsorship P&L.

Key responsibilities include:

• Own the sponsorship and exhibit sales P&L, including revenue targets, budgeting, cost of sales and margin
• Develop and execute a multi-year commercial strategy to grow revenue, partner retention and new sector expansion
• Set pricing, packaging and inventory strategy for sponsorships, activations, exhibit space and partner events
• Personally lead negotiations and close the largest strategic deals, including multi-year partnerships
• Build, recruit and lead a sponsorship sales team, setting quotas, territories and commission plans
• Coach and develop team members through 1:1s, deal reviews and consultative selling training
• Establish scalable sales processes, playbooks and CRM standards for disciplined pipeline management
• Deliver accurate revenue forecasting and reporting to senior leadership
• Identify and launch new revenue streams such as year-round partnerships, digital offerings and multi-event packages
• Build executive-level relationships with C-suite decision-makers across corporate, nonprofit and public sectors
• Travel to client offices and industry events to develop new opportunities

We are looking for someone with the following experience:

• 8+ years of B2B sales experience, including 3+ years leading sponsorship, exhibition or partnership sales teams
• Demonstrated P&L ownership and a track record of meeting or exceeding revenue targets
• Proven ability to recruit and develop high-performing sales teams, including quota setting and comp plan design
• Experience closing large, complex, multi-stakeholder sponsorship deals
• Strong commercial acumen in pricing, packaging, forecasting and budget management
• Excellent negotiation and presentation skills, with the ability to influence C-suite stakeholders
• Strong CRM discipline and experience implementing structured sales processes
• Interest in sustainability and purpose-driven business

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