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About the Role

Lead one of the fastest-growing product lines at a leading IT research and advisory firm. Own the full lifecycle of the global event sponsorship business, including acquiring new sponsors, growing existing relationships, and shaping packages, experiences, and go-to-market strategy.

Responsibilities

• Lead, coach, and develop a team of sponsorship sales professionals, driving 100%+ quota attainment.
• Own the full revenue number for global event sponsorships, covering renewals, expansion, and net-new sponsor acquisition.
• Drive sponsor retention and growth by ensuring the team delivers exceptional value and builds lasting relationships.
• Build and execute the go-to-market motion: define outreach timing, account prioritization, and campaign sequencing.
• Shape and evolve exhibitor sponsorship packages, pricing, and add-on offerings.
• Own the exhibitor onsite experience, working cross-functionally to deliver best-in-class activations.
• Set clear performance milestones and coach team members through the full sponsorship sales cycle.
• Monitor and optimize sales metrics, using data to drive decisions.
• Collaborate with senior leadership to shape sponsorship strategy and align on growth goals.
• Conduct QA sessions, provide real-time coaching, and support sales conversations.
• Manage and develop internal sales staff by providing supervision, coaching, monitoring activities, and participating in performance assessment.
• Bring market intelligence and sponsor feedback to continuously improve sponsorship products and competitive positioning.
• Assist in sponsor conversations and provide on-call support.
• Accurately forecast annual, quarterly, and monthly sponsorship revenues.
• Maintain high levels of engagement and drive a collaborative and supportive team culture.

Requirements

• Bachelor’s degree in any field.
• 5+ years of B2B sales experience with a strong track record of exceeding targets, ideally in events, sponsorship, media, or related industries.
• 2+ years of direct people management experience leading and developing sales teams.
• Deep understanding of event sponsorship sales cycles, including renewals, upsells, and new business acquisition.
• Experience designing or influencing sponsorship packages, exhibitor experiences, or similar commercial products is a strong asset.
• Strong go-to-market instincts with the ability to build outreach cadences, prioritize accounts, and guide a team’s pipeline strategy.
• Excellent communication, negotiation, and presentation skills with comfort engaging senior marketing and vendor executives.
• High resilience, intellectual curiosity, and a drive to innovate and lead change.
• Experience in advisory, research, information services, or B2B technology is a strong asset.

Skills

• Intellectual agility and curiosity
• Excellent communication and selling skills
• Active Listening skills
• Organization/time management skills
• Persistence and Resilience
• Coaching and Mentoring
• Problem Solving
• Business Acumen
• Self-awareness
• Experience in an advisory, events, information, marketing and/or business services organization

Location

• Global

Work Type

• Full-time
• Hybrid

Experience Level

• 5+ years of B2B sales experience
• 2+ years of direct people management experience

Education Level

• Bachelor's degree

About the Company

• Info-Tech is one of the world’s fastest-growing IT research and advisory firms, serving over 40,000 IT professionals globally.
• Our events business is a key growth engine.

Equal Opportunity

• Info-Tech Research Group of companies is an equal opportunity employer committed to diversity and inclusion and does not discriminate on the basis of any legally protected status or characteristic including Minority/Female/Sexual Orientation/Gender Identity/Disability/Veteran.
• ITRG will ensure, to the extent possible, that accommodation be made available to applicants throughout the recruitment and hiring process.