Director of Trade Shows

Innovative Environments (IE) | Houston, TX Lead. Build. Scale. This is not a typical sales leadership role. At Innovative Environments (IE), we are seeking a Director of Trade Shows to take full ownership of a growing division and lead it into its next phase of expansion. This role is responsible for driving revenue strategy, leading sales performance, and overseeing the entire client delivery engine—including Sales, Project Management, and Estimating. You will not only lead a team—you will shape the future of the division, influencing everything from pipeline strategy to execution, margin performance, and client experience. About Innovative Environments Innovative Environments is a nationally recognized, Houston-based design-build firm specializing in the creation of high-impact, custom environments. Our work has earned industry recognition, including honors from EXHIBITOR Magazine’s Find It – Top 40, Inc. Magazine’s 5000 Power Partner, the Houston Business Journal, and others. We bring brands to life through thoughtfully designed and expertly executed solutions across: Tradeshow exhibits and experiential marketing environments Corporate interiors and branded workplaces Broadcast studios and immersive brand experiences Corporate and multifamily signage systems Museums and specialty environments Every project we deliver is custom, complex, and design-driven—trusted by leading brands nationwide to create spaces that engage, inspire, and perform. Learn more: Position Overview The Director of Trade Shows will lead the trade show and exhibits division as a business unit, with full accountability for: Revenue growth and market expansion Gross margin performance and pricing discipline Sales team leadership and development Oversight of Project Managers and Estimators to ensure execution aligns with sales strategy End-to-end client experience, from pursuit through delivery This role operates at the intersection of sales, operations, and strategy, ensuring that what is sold is both profitable and executable at the highest level. Key Responsibilities Revenue Strategy & Business Growth Own and execute the revenue strategy for the tradeshow division Achieve or exceed revenue and gross margin targets Maintain accurate forecasting (±10%) and 3× pipeline coverage Identify and penetrate high-value verticals and strategic accounts Drive deal strategy, pricing discipline, and margin protection Leadership of Sales, Project Management & Estimating Lead and develop a high-performing sales organization Oversee Project Managers and Estimators to ensure alignment from proposal through execution Establish clear accountability metrics, KPIs, and performance standards across all teams Leverage and optimize established processes that position the division for scalable growth, driving alignment between sales strategy and operational delivery Ensure seamless handoff and collaboration between sales and execution teams Team Development & Performance Management Recruit, coach, and retain top-tier talent across sales, PM, and estimating functions Implement structured onboarding, training, and career development programs Elevate team performance in win rates, deal size, and profitability Foster a culture of accountability, collaboration, and continuous improvement Sales & Operations Alignment Partner closely with COO and operational leadership Ensure all sales commitments align with capacity, budget, and execution realities Protect margin throughout the project lifecycle Resolve escalated client or project issues impacting revenue or retention Market Leadership & Industry Presence Strengthen IE’s position within the trade show and experiential marketing industry Leverage and expand your industry network and client relationships Represent IE at industry events, trade shows, and executive-level client meetings Partner with marketing to enhance brand positioning and demand generation What You Bring Proven success leading sales organizations in trade show exhibits, experiential marketing, or design-build environments Strong understanding of custom fabrication, project-based sales, and margin management Experience overseeing or closely partnering with project management and estimating teams Strategic mindset with the ability to scale revenue while maintaining operational discipline Executive presence with exceptional communication, negotiation, and leadership skills Qualifications Bachelor’s degree in Business, Marketing, or related field 10+ years of B2B sales experience in relevant industries 5+ years in senior sales leadership roles Demonstrated success driving revenue growth and building high-performing teams Established network within the trade show, exhibit, or experiential marketing industry strongly preferred Why This Role is Different Full ownership of a business unit —not just sales, but execution alignment Direct influence on strategy, structure, and growth trajectory Opportunity to lead across Sales, Project Management, and Estimating Work on high-end, custom, design-driven projects Join a company positioned for significant growth and market expansion Compensation & Benefits We offer a highly competitive compensation package designed to attract top-tier leadership talent: Base salary + performance-based bonus structure Medical, Dental, Vision, and Life Insurance 401(k) with company match Paid vacation and holidays Paid Birthday & Work Anniversary days Ongoing professional development and leadership growth opportunities Apply If you are ready to lead, scale, and elevate a high-potential division—and build something truly exceptional we want to connect. Innovative Environments and associated entities are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law. #J-18808-Ljbffr