Sales Director, Overland Expo

Reporting to the Show Director of Overland Expo, the sales director is responsible for leading the sales strategy and team, forecasting and managing all sales revenue streams across the brand’s consumer events and content properties. The role will focus on growing existing revenue channels and delivering new products to deliver topline portfolio growth. The sales director is a strong, strategic, and experienced leader, with a proven track record using Salesforce to manage sales teams and pacing, while also managing key customer accounts.   Collaborating with the marketing team, the sales director oversees sales marketing and prospecting campaigns.  

This position can be based remotely or out of any of our US office locations.

Responsibilities 

• Hires and develops staff and sales contractors, managing performance to deliver profitable growth against revenue goals  
• Hosts weekly sales meetings and 1:1 pipeline meetings with sellers
• Promotes a culture of success and collaboration, characterized by an emphasis on coaching, learning and development 
• Defines and manages sales staff targets, territories, compensation and incentive programs that motivate desired behavior   
• Manage all sales CRMs including but not limited to Salesforce, A2Z, Hubspot, holding sales team accountable for CRM adoption and utilization
• Defines the customer success and retention strategy paying attention to the customer experience and building strategies for sellers to close accounts
• Manages effective rebooking processes, rebook marketing and onsite sales strategies
• Contributes to the strategic brand operating plan and writes sales plans to achieve revenue goals
• Development + presentation of sales pacing & strategy for meetings with upper management
• Manage sales pricing strategy collaborating with show director and working with Pricing Director to create effective pricing strategies for media and events
• Provides detailed and accurate sales reforecasting, budgeting and actuals for month-end close.
• Ensures product range, value proposition and performance align with exhibitor, sponsor and advertiser objectives
• Identifies opportunities to introduce new products and services to benefit customers and deliver incremental revenue
• Collaborate with marketing to oversee sales marketing and lead gen/prospecting strategies including email, SEO, social, etc, and to develop sales materials, sales packaging, and pitch decks.
• Provides detailed and accurate sales budgeting and forecasting including proactive sharing of updates, risks and opportunities
• Manages key customer relationships and participates in closing key accounts  
• Builds and maintains relationships with key personnel and partners in the industry.
• Manage sales operations team on the build out of show floor plans, exhibitor move in strategy, client trouble shooting with billing, collections process, post event reporting and the development of sales correspondence templates.  
• Produce weekly sales revenue and pacing reports for management

Requirements 

• 8+ years’ experience leading a sales team and managing a revenue business of $10M+
• Proven B2C digital media sales and strategy experience; events experience is a plus 
• Proven experience using Salesforce to manage a sales team and sales pacing.
• Takes a data-driven approach to problem solving
• An ability to engage effectively with the senior leadership team, customers and internal team
• Expert at problem solving especially under time constraints and in challenging situations
• A strategic leader with a collaborative mindset 
• Strong interpersonal skills and ability to cultivate an atmosphere of collaboration, integrity, trust, diversity, and respect 
• Strong conflict management skills in dealing with complex sales related issues and personnel management
• Ability to work in a self-directed manner; strong ability to motivate, influence and lead a team
• Team player with a "no task is too small" attitude
• Energized by the opportunity to create lasting and impactful change to our sales planning approach

PHYSICAL DEMANDS + ENVIRONMENTAL FACTORS

• Workstation, mouse, keyboard, dual monitors 
• Live video meetings
• Travel required to all Overland Expo events and other industry events as needed.

ABOUT OVERLAND EXPO

Founded in 2009, Overland Expo is the world's premier event series for do-it-yourself adventure travel enthusiasts and consumers. Hundreds of exhibitors of adventure travel equipment, camping gear, bikes, vehicles, and services convene at every Overland Expo event. Each Expo hosts hundreds of session hours of classes, including off-road driving techniques, adventure motorcycling, inspirational programs, roundtable discussions, demonstrations and the Overland Film Festival. Overland Expo is a consumer event series that rolls into Emerald’s outdoor portfolio.

ABOUT EMERALD

Emerald Holding, Inc. (NYSE: EEX) is the largest U.S.-based B2B event organizer, empowering businesses to succeed year-round by expanding meaningful connections, developing influential content, and delivering powerful commerce-driven solutions. As the owner and operator of a curated portfolio of B2B events spanning trade shows, conferences, B2C showcases and a scaled hosted buyer platform, Emerald delivers dynamic solutions across leading industries through its robust content and e-commerce marketplace. Emerald is a trusted partner for its thousands of customers, predominantly small and medium-sized businesses, playing a pivotal role in driving year-round commerce through streamlined buying, selling, and networking opportunities. Powered by an experienced team, Emerald is fostering meaningful engagement and delivering unparalleled market access with a commitment to driving business growth 365 days a year.

Join Us at Emerald

At Emerald, we are dedicated to building a workplace where everyone feels valued and included. We actively seek out diverse talent and fresh perspectives, embracing a wide range of professional backgrounds and experiences. Our skills-based hiring approach focuses on capabilities and potential. Over 90% of our roles don’t require a college degree, except for specialized fields like legal, finance, and accounting.

Come grow with us!

COMPENSATION & BENEFITS

Target Compensation: $90,000-100,000 (sales incentive eligible)

Please note that this range reflects a reasonable estimate of the target compensation for this position. This range may ultimately vary based on a candidate’s qualifications and may be higher where required by applicable law.

We offer a competitive benefits package designed to strengthen our employees’ physical and mental health, including unlimited vacation for exempt employees, 401(k) plan with a company match, medical/dental/vision coverage, parental and caregiver leave, dependent, commuter and FSA benefits, professional development programs, and mental wellness tools such as weekly guided meditation programs.

If you need accommodation in our application process or have questions about our posted salary range, please email our Talent Acquisition team at Careers@EmeraldX. com.