Sales Director, Overland Expo

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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

Physical Demands + Environmental Factors

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.

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