Join to apply for the Sales Director, Overland Expo role at Emerald Base pay range $90,000.00/yr - $100,000.00/yr Overview 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, with emphasis on coaching, learning and development

Defines and manages sales staff targets, territories, compensation and incentive programs

Manages all sales CRMs including Salesforce, A2Z, Hubspot, ensuring CRM adoption and utilization

Defines the customer success and retention strategy focusing on customer experience and closing accounts

Manages rebooking processes, rebook marketing and onsite sales strategies

Contributes to the strategic brand operating plan and writes sales plans to achieve revenue goals

Develops and presents sales pacing and strategy for meetings with upper management

Manages pricing strategy in collaboration with the show director and Pricing Director

Provides detailed and accurate sales reforecasting, budgeting and actuals for month-end close

Ensures product range and value proposition align with exhibitor, sponsor and advertiser objectives

Identifies opportunities to introduce new products and services to benefit customers and deliver incremental revenue

Collaborates with marketing to oversee sales marketing and lead generation strategies, including email, SEO, social, and to develop sales materials and pitch decks

Provides detailed and accurate sales budgeting and forecasting including updates, risks and opportunities

Manages key customer relationships and participates in closing key accounts

Builds and maintains relationships with key industry personnel and partners

Manages sales operations team on show floor planning, exhibitor move-in, billing troubleshooting, collections, post-event reporting and sales correspondence templates

Produces weekly sales revenue and pacing reports for management

Qualifications

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

Data-driven problem solving

Ability to engage effectively with the senior leadership team, customers and internal team

Strong problem solving under time constraints and in challenging situations

Strategic leader with a collaborative mindset

Strong interpersonal skills and ability to cultivate collaboration, integrity, trust, diversity and respect

Conflict management skills in dealing with complex sales-related issues and personnel management

Ability to work in a self-directed manner; able to motivate, influence and lead a team

Team player with a proactive attitude

Energized by the opportunity to create lasting and impactful change to sales planning

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 hosted buyer platform, Emerald delivers dynamic solutions across leading industries through its content and e-commerce marketplace. Emerald is a trusted partner for thousands of customers, driving year-round commerce through streamlined buying, selling, and networking opportunities.

Join Us at Emerald We are dedicated to building a workplace where everyone feels valued and included. 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.

Compensation & Benefits

Target Compensation: $90,000-100,000 (sales incentive eligible). This range reflects a reasonable estimate of target compensation and may vary based on qualifications and applicable law. We offer a competitive benefits package including unlimited vacation for exempt employees, 401(k) with company match, medical/dental/vision coverage, parental and caregiver leave, dependent, commuter and FSA benefits, professional development programs, and mental wellness tools.

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.

Seniority level

Director

Employment type

Full-time

Job function

Sales and Business Development Industries: Advertising Services and Events Services

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