Position OverviewPBExpo is seeking a highly motivated Manager, Business Development to drive revenue growth while providing leadership, coaching, and strategic direction to a growing sales organization.
This role is ideal for a proven sales leader who has successfully managed account executives or sales teams while maintaining personal ownership of key revenue-generating relationships. The individual will be responsible for exhibitor, sponsorship, and attendee sales while helping build, develop, and scale the PBExpo sales function.
The successful candidate will possess a strong background in sales leadership, account management, business development, and revenue growth. They must be capable of leading by example, developing talent, driving accountability, and creating scalable sales processes that support long-term growth.
Key ResponsibilitiesLeadership & Team Management- Lead, mentor, and develop a team of Account Executives and sales professionals.
- Establish sales goals, performance expectations, and accountability measures.
- Conduct regular coaching sessions, pipeline reviews, and performance evaluations.
- Assist in recruiting, onboarding, and training new sales team members.
- Partner with executive leadership to develop and execute revenue growth strategies.
- Foster a high-performance, results-oriented sales culture.
Revenue Growth & Account Management- Manage and grow a portfolio of strategic exhibitor and sponsor accounts.
- Drive exhibitor, sponsorship, and attendee revenue through renewals, upselling, and new business acquisition.
- Prospect and close new sponsorship, booth, and partnership opportunities.
- Build executive-level relationships with decision-makers throughout the aviation, aerospace, and defense industries.
- Conduct strategic account planning sessions and post-event business reviews.
- Develop long-term account growth strategies that maximize client retention and revenue expansion.
Sales Operations & Strategy- Maintain accurate forecasting, pipeline management, and CRM reporting.
- Monitor sales performance metrics and identify opportunities for process improvement.
- Collaborate with marketing, events, and executive leadership to support revenue initiatives.
- Develop scalable sales processes that improve productivity and client experience.
- Provide market intelligence and competitive insights to leadership.
QualificationsRequired- 4+ years of experience in:
- B2B sales
- Account management
- Sponsorship sales
- Trade show or event sales
- 3+ years of direct people management experience leading sales or account management teams.
- Demonstrated success managing and developing high-performing sales professionals.
- Proven track record of consistently achieving and exceeding revenue targets.
- Experience overseeing both account retention strategies and net-new business development initiatives.
- Strong leadership, coaching, and performance management capabilities.
- Exceptional communication, negotiation, and executive relationship-building skills.
- Experience utilizing CRM platforms for forecasting, reporting, and pipeline management.
Preferred- Experience managing sales teams within a trade show, conference, media, events, or sponsorship environment.
- Aviation, aerospace, defense, or adjacent industry experience.
- Experience scaling teams and building sales processes in a growth-oriented organization.
What Sets You Apart- You are a leader first and a salesperson second.
- You have a proven ability to build, motivate, and retain top-performing sales teams.
- You thrive in environments where revenue growth and team development are equally important.
- You lead through accountability, coaching, and data-driven decision making.
- You can balance strategic leadership responsibilities while remaining actively involved in key client relationships and revenue generation.
Compensation & Benefits- Competitive base salary
- Performance-based bonus and commission structure
- Remote work environment
- Leadership opportunity within one of the aviation industry's premier events
- Significant career growth potential as PBExpo continues to expand
- Comprehensive benefits package
Why Join PBExpo?This is an opportunity to help shape the future growth of one of the aviation and aerospace industry's most recognized events. As a leader within the PBExpo organization, you'll have direct influence over revenue strategy, team development, client success, and the continued expansion of a rapidly growing business.
