Head of Sales Exhibitions

Client of Salt; Dubai; On-site; AED 300,000 - 540,000; Full time

Job summary

Client of Salt is seeking a Head of Sales Exhibitions & Sponsorships in Dubai to lead the commercial sales function across our exhibition portfolio. You will drive revenue growth, develop strategic sales initiatives, and lead a high-performing team of sales professionals.

The role requires a proven track record in exhibition and sponsorship sales, business development, and commercial strategy, with a hunter mentality and the ability to convert market opportunities into measurable results.

Qualifications

• Significant experience in senior sales or commercial leadership within exhibitions/events.
• Proven track record of achieving revenue targets via exhibition and sponsorship sales.

Responsibilities

• Develop and implement commercial strategies to hit revenue targets across exhibitions and sponsorships.
• Lead and coach the sales team to exceed targets and drive new business.
• Manage CRM, forecasting, and reporting to improve pipeline and performance.

Job description

We are seeking a highly commercial and results-driven Head of Sales Exhibitions amp Sponsorships to lead our commercial sales function drive revenue growth and develop strategic sales initiatives across our exhibition portfolio This is a senior leadership role for a proven sales professional with a strong track record in exhibition sales sponsorship sales business development and commercial strategy The successful candidate will be responsible for developing and executing sales strategies leading and motivating a high-performing sales team maximising exhibition and sponsorship revenue and identifying new business opportunities to support the organisation s continued growth We are looking for a proactive commercial leader who combines strategic thinking with a hands-on hunter mentality thrives in a target-driven environment and understands how to turn market opportunities into measurable commercial results

Key Responsibilities

• Commercial Strategy amp Revenue Growth Develop and execute comprehensive sales strategies to achieve revenue targets and drive sustainable commercial growth Lead the commercial sales function across exhibition space sales sponsorships partnerships and other revenue-generating opportunities Identify new markets customer segments and business opportunities to expand the exhibition portfolio Establish clear sales targets KPIs revenue forecasts and performance objectives Drive new business acquisition while maximising revenue from existing clients and strategic accounts
• Sales Leadership amp Team Management Lead coach and develop the sales team to consistently achieve and exceed commercial targets Build a high-performance sales culture focused on accountability proactive business development and measurable results Monitor individual and team performance providing guidance and support to improve conversion rates and overall productivity Oversee the sales pipeline ensuring opportunities are actively managed and progressed through the sales cycle
• Exhibition amp Sponsorship Sales Drive sales of exhibition space sponsorship packages and integrated commercial opportunities Develop compelling sales propositions tailored to exhibitors sponsors and strategic partners Build and maintain strong relationships with key clients decision-makers and industry stakeholders Negotiate high-value commercial agreements and close strategic deals Identify opportunities to increase client spend renewals upselling and cross-selling across the portfolio
• CRM Pipeline amp Commercial Performance Ensure effective use of CRM systems to manage leads sales pipelines client relationships forecasting and reporting Maintain accurate and up-to-date CRM records sales activities opportunity stages and revenue projections Use CRM data and commercial analytics to assess performance identify gaps improve conversion rates and inform decision-making Establish regular sales reporting pipeline reviews and performance tracking to maintain visibility over commercial progress Implement disciplined sales processes and ensure the team follows best practices in pipeline management and forecasting
• Market Development amp Stakeholder Engagement Analyse market trends competitor activity and customer needs to identify opportunities for portfolio growth Collaborate with marketing event management operations and senior leadership teams to align commercial objectives Represent the organisation at industry events and key client meetings to strengthen market presence and generate new business Contribute to portfolio planning pricing strategies and the development of new commercial products and sponsorship opportunities

The Ideal Candidate

The ideal candidate is a strategic yet hands-on sales leader who understands the exhibition and sponsorship business inside out. They are confident developing commercial strategies, leading sales teams, winning high-value clients, and driving revenue growth. They have excellent CRM discipline, a strong understanding of sales metrics and forecasting, and the ability to turn commercial plans into tangible results. Above all, they are a true business developer who leads from the front, challenges the status quo, and consistently delivers against ambitious sales targets.

Requirements

Requirements: Significant experience in senior sales or commercial leadership within the exhibitions, events, trade shows, or B2B media industry. Proven track record of achieving and exceeding revenue targets through exhibition sales, sponsorship sales, and new business development. Demonstrated experience leading, managing, and developing a sales team. Strong commercial acumen, with the ability to develop sales strategies and translate them into measurable revenue growth. Excellent understanding of CRM systems, sales pipeline management, forecasting, reporting, and performance analytics. A proactive, commercially driven, and entrepreneurial mindset, with a strong focus on winning new business. Excellent negotiation, presentation, relationship-building, and closing skills. Ability to analyse sales performance, identify commercial opportunities, and make data-driven decisions. Strong leadership, communication, and stakeholder management skills. Comfortable working in a fast-paced, target-driven environment with clear accountability for commercial results.

The Ideal Candidate

The ideal candidate is a strategic yet hands-on sales leader who understands the exhibition and sponsorship business inside out. They are confident developing commercial strategies, leading sales teams, winning high-value clients, and driving revenue growth. They have excellent CRM discipline, a strong understanding of sales metrics and forecasting, and the ability to turn commercial plans into tangible results. Above all, they are a true business developer who leads from the front, challenges the status quo, and consistently delivers against ambitious sales targets.