Account Executive, Industrial Group

Account Executive

Emerald is seeking a high-energy, relationship-driven account executive to join our growing industrial group, supporting leading brands within the fastener, industrial, manufacturing, and supply chain sectors. This role is ideal for a true hunter who thrives on building new business, uncovering untapped market opportunities, and becoming a visible and trusted face within the industry.

The ideal candidate understands that success in industrial events goes far beyond transactional sales. This role requires a proactive sales professional who can aggressively prospect and close new exhibitors while strategically growing and retaining existing accounts through strong relationship management, industry engagement, and partnership development.

This individual will play a key role in driving the growth of existing sectors while helping launch and expand new verticals, categories, and strategic initiatives across the portfolio. Success in this position requires strong outbound sales discipline, consultative selling skills, and the ability to establish credibility with manufacturers, distributors, associations, and industry leaders.

The account executive will be expected to maintain a strong industry presence by attending trade events, networking functions, and association meetings while actively building relationships that strengthen Emerald's position within the industrial marketplace.

This position will be based out of our Alpharetta, GA; NYC; or SJC offices.

Responsibilities

• Drive aggressive new business development across fastener, industrial, manufacturing, tooling, construction, distribution, and emerging industrial sectors.
• Identify and develop new category launches, industry verticals, and strategic growth opportunities that expand the portfolio footprint.
• Maintain a disciplined outbound sales cadence through high-volume calling, email outreach, LinkedIn/social selling, and in-person meetings.
• Achieve and exceed revenue goals across exhibit space, sponsorship, digital media, and integrated marketing solutions.
• Build and maintain a healthy pipeline of prospects while strategically growing and retaining existing customer relationships.
• Serve as a visible ambassador for the brand by attending industry events, association meetings, networking functions, and competitive shows.
• Work with show/sales directors to develop strategic partnerships with associations, distributor groups, media partners, and industry organizations to support long-term portfolio growth.
• Build credibility and trusted relationships with manufacturers, distributors, suppliers, and key decision-makers throughout the industrial ecosystem.
• Identify market trends, competitive activity, customer needs, and whitespace opportunities to support portfolio expansion and innovation.
• Collaborate closely with show/sales directors and leadership to support new sector launches, sales strategies, and long-term growth initiatives.
• Maintain accurate forecasting, pipeline management, customer intelligence, and activity tracking within Salesforce and Gong.
• Partner cross-functionally with marketing, operations, and leadership teams to maximize customer experience and revenue opportunities.
• Assist customers through the full sales cycle including contracts, onboarding, payments, and show planning support.
• Continuously invest in industry knowledge, sales training, and professional development to strengthen market expertise and selling effectiveness.

Qualifications

• 3+ years of B2B sales experience within trade shows, media, industrial manufacturing, distribution, or related sectors.
• Proven track record of driving new business and achieving aggressive revenue goals in a high-performance sales environment.
• Strong hunter mentality with demonstrated success prospecting, cold calling, and closing new accounts.
• Ability to balance new business development with long-term relationship management and retention growth.
• Comfortable operating in a highly visible industry-facing role with regular networking and customer engagement.
• Experience working with associations, industry groups, or strategic partnerships strongly preferred.
• Strong CRM discipline and forecasting expertise; Salesforce proficiency required.
• Experience leveraging modern sales tools including LinkedIn, Gong, a2z/personify, and Microsoft Office Suite.
• Knowledge of MEDDIC or consultative sales methodologies preferred.
• Knowledge of industrial manufacturing, fasteners, construction, tooling, machinery, distribution, or supply chain sectors is highly desirable.
• Exceptional communication, presentation, negotiation, and relationship-building skills.
• Highly organized, self-motivated, and able to thrive in a fast-paced, deadline-driven environment.
• Willingness to travel approximately 20–25% for industry events, customer meetings, trade shows, and association engagement.