Vice President, Sponsorship & Exhibition Strategy and Sales

The VP, Sponsorship & Exhibition Strategy and Sales will partner with our current VP to grow the line of business, and will step into leading it as part of a planned succession. The role combines client strategy, sales leadership, and new business development across the events we sell.

• Type: Full-time, remote (U.S.)
• Travel: Moderate, about 25–35%: client meetings and onsite at events
• Team: Will grow into managing a team of about 10, roughly half sales and half operations

Key responsibilities: Line of business management

• Manage, help recruit, train, and motivate the sales and sales administration team, growing to about 10 people as the succession plan plays out.
• Attend weekly one-on-ones and a weekly team meeting.
• Advise on and join sales calls.
• Help manage staffing and account assignments.
• Develop and oversee best practices to improve the service and service deliverables.
• Drive year-over-year revenue growth while maintaining high margins for the group.

Key responsibilities: Client management

• Serve as lead sponsorship and exhibition strategist on assigned accounts, taking on the full portfolio over time.
• Develop sponsorship and exhibit packages, pricing structures, and sales strategies for clients when needed.
• Help find additional marketing and sponsorship opportunities that increase client revenue.
• Build accurate revenue projections for the length of each project, and achieve revenue commitments.
• Help develop expo floor plans that maximize sales potential.
• Define KPIs and deliver regular reporting to clients.
• Build lasting client relationships, lead client advisory boards, and share industry knowledge and trends.
• Work with operations and other teams to make sure sponsored assets are delivered as sold.

Key responsibilities: New business

• Help price and scope new business opportunities that include sponsorship and exhibit sales.
• Represent the company at industry events, at times possibly as a speaker.
• Work with marketing to create content that promotes our sponsorship sales offering.

Qualifications

• 10+ years in sponsorship, exhibit, or partnership sales for conferences, trade shows, or corporate events, with 5+ years in leadership.
• A track record of growing revenue and building packages, prospectuses, and pricing models.
• Experience managing and coaching sales and operations staff, including commission plans.
• Strong client relationship, negotiation, and presentation skills with senior decision-makers.
• Comfort with forecasting, KPIs, and CRM tools.
• Ability to travel about 25–35% of the time.
• Preferred: agency-side experience