Job Title: Event Solutions Sales Executive
Location: Atlanta, GA; Carrollton, TX; Englewood, NJ; Glendale Heights, IL; Las Vegas, NV; Los Angeles, CA; Orlando, FL
Salary: $90-120,000
Position Type: Full time
Category: Sales, Live Events
Summary
We are seeking an experienced, results-driven Event Solutions Sales Executive to generate new business and develop strategic client relationships across the live events, exhibits, audiovisual (AV), IT, and interactive technology industries.
This position is ideal for a motivated sales professional with a strong background in consultative B2B selling, new business development, and strategic account growth. The successful candidate will identify and pursue opportunities, engage key decision-makers, understand complex client requirements, and develop tailored technology and service solutions that deliver measurable business value.
The role requires a proactive sales hunter who can independently build and manage a pipeline while collaborating with internal teams to develop proposals, negotiate agreements, and support successful project execution.
This position reports directly to the VP of Sales, Event Solutions, and requires approximately 25% travel.
Key Responsibilities
- Identify, prospect, qualify, and secure new business opportunities across enterprise, mid-market, agency, exhibit, and event-related markets.
- Develop and maintain a strong sales pipeline through strategic outreach, relationship building, networking, referrals, and industry engagement.
- Establish relationships with executive-level stakeholders, decision-makers, procurement teams, and other key influencers through phone, email, social media, in-person meetings, and industry events.
- Conduct consultative discovery meetings to evaluate client objectives, business challenges, event requirements, purchasing priorities, and potential opportunities.
- Present tailored solutions involving event technology, AV production, exhibit support, IT services, digital signage, interactive technologies, and onsite technical support.
- Assess prospective opportunities based on strategic alignment, revenue potential, profitability, customer requirements, and available resources.
- Prepare and deliver sales presentations, capabilities demonstrations, proposals, RFP responses, pricing estimates, strategic recommendations, and business cases.
- Collaborate with operations, production, sales leadership, and technical teams to review proposals, confirm project feasibility, and establish commercially sound solutions.
- Lead contract discussions and negotiations, ensuring agreements align with client expectations, company standards, and approved commercial terms.
- Coordinate with marketing, account management, production, operations, and technical teams to support the sales process and ensure effective project handoffs.
- Communicate client expectations, project objectives, scope, and technical requirements to internal stakeholders to support successful execution.
- Develop long-term client relationships that encourage repeat business, account expansion, and additional revenue opportunities.
- Represent the organization at trade shows, conferences, networking functions, client meetings, and other industry events to strengthen market visibility.
- Maintain accurate CRM records, including prospect activity, opportunity stages, pipeline development, follow-up actions, and sales forecasts.
- Monitor industry trends, competitor activities, and evolving customer needs to identify new business opportunities and contribute to sales strategy.
- Share market insights, sales techniques, and best practices with colleagues while supporting team development and continuous improvement.
Required Qualifications
- Minimum of 3 years of successful B2B sales experience in live events, trade shows, exhibits, experiential marketing, AV production, event technology, IT rentals, or a related service-based industry.
- Demonstrated success in new business acquisition, strategic account development, client retention, and revenue growth.
- Proven ability to independently prospect, qualify opportunities, develop sales pipelines, and manage complex sales cycles from initial engagement through contract execution.
- Experience building relationships with executive-level stakeholders, procurement professionals, and cross-functional decision-making teams.
- Strong consultative selling capabilities, including needs assessment, solution development, strategic positioning, and value-based selling.
- Experience preparing professional proposals, presentations, RFP responses, quotations, and client-facing business cases.
- Strong negotiation skills with the ability to manage commercial discussions and develop mutually beneficial agreements.
- Ability to communicate technical solutions and service offerings in a manner that connects customer requirements with business objectives.
- Excellent written and verbal communication, interpersonal, presentation, and relationship-management skills.
- Strong organizational and time-management skills with the ability to prioritize opportunities, maintain accurate records, and meet sales objectives.
- Experience collaborating with sales, marketing, operations, production, technical solutions, and account management teams.
- Proficiency with CRM systems and business tools such as Salesforce, HubSpot, Microsoft Office, Zoom, Slack, and comparable platforms.
- Self-motivated, proactive, resilient, and customer-focused approach with a commitment to achieving results and continuous improvement.
- Willingness and ability to travel approximately 25% for client meetings, industry events, and business development activities.
Preferences
- Direct experience selling technology solutions or production services within the live events, trade show, exhibit, or experiential marketing industries.
- Familiarity with structured sales methodologies such as MEDDICC, BANT, or SPIN Selling.
- Experience supporting the development of newer sales professionals through mentorship, knowledge sharing, or collaborative sales strategy.
- Ability to identify emerging market opportunities and contribute to improved sales processes, messaging, and go-to-market strategies.