Business Development Manager – Exhibitions & Sponsorship

Akolade; Sydney; On-site; AUD 110,000 - 160,000; Full time

Benefits offered by this job

Uncapped commission

Established client base

Job summary

Akolade is seeking an experienced Business Development Manager to join our exhibitions team and own the growth of sponsorship and exhibition revenue across our established portfolio. This role focuses on retaining existing clients, winning new business, and developing long-term relationships with senior decision-makers.

You will manage the full sales cycle from prospecting to contract, drive revenue targets, and work closely with marketing and operations to maximise opportunities at each event.

Qualifications

• 3+ years' experience in B2B sales, sponsorship, exhibitions or related commercial environment.
• Proven track record of achieving or exceeding revenue targets.
• Strong new-business development and prospecting capability.
• Ability to engage senior executives and commercial decision-makers.

Responsibilities

• Drive sponsorship, exhibition and partnership revenue against targets.
• Manage full sales cycle from prospecting to contract and rebooking.
• Grow an existing portfolio of exhibitors, sponsors and strategic accounts.
• Build relationships with senior decision-makers across the industry.
• Sell exhibition stands, sponsorship packages and speaking opportunities.
• Maintain a strong pipeline and reliable weekly forecasts.
• Collaborate with marketing, conference production and event operations.

Skills

B2B sales

Sponsorship sales

Exhibitions experience

Tools

HubSpot

Salesforce

Job description

We are looking for an experienced and commercially driven Business Development Manager to join our exhibitions team and take ownership of growing sponsorship and exhibition revenue across an established industry event portfolio.

This is not a role starting from scratch. You will be working with a recognised industry exhibition with an existing market presence, established client relationships and a strong base of exhibitors, sponsors and industry partners.

Your role is to grow the event commercially — retaining existing clients, winning new business, identifying new market opportunities and developing long-term relationships with organisations looking to connect with senior decision-makers across the industry.

You will manage the full sales cycle from prospecting and initial engagement through to proposal, negotiation, contract and rebooking.

Key Responsibilities

About the Role

We are looking for an experienced and commercially driven Business Development Manager to join our exhibitions team and take ownership of growing sponsorship and exhibition revenue across an established industry event portfolio.

This is not a role starting from scratch. You will be working with a recognised industry exhibition with an existing market presence, established client relationships and a strong base of exhibitors, sponsors and industry partners.

Your role is to grow the event commercially — retaining existing clients, winning new business, identifying new market opportunities and developing long‑term relationships with organisations looking to connect with senior decision-makers across the industry.

You will manage the full sales cycle from prospecting and initial engagement through to proposal, negotiation, contract and rebooking.

• Drive sponsorship, exhibition and partnership revenue against individual and event targets.
• Develop new business across relevant vendors, solution providers, manufacturers, technology companies and industry suppliers.
• Manage and grow an existing portfolio of exhibitors, sponsors and strategic accounts.
• Build relationships with senior decision‑makers including CEOs, Managing Directors, Sales Directors, Marketing Directors and Heads of Partnerships.
• Sell exhibition stands, sponsorship packages, speaking opportunities, networking activations and customised commercial partnerships.
• Understand each client's commercial objectives and develop solutions that deliver measurable value.
• Identify new sectors, categories and organisations that should be represented at the exhibition.
• Conduct high‑volume outbound prospecting through phone, email, LinkedIn and industry networks.
• Deliver professional sales presentations and tailored sponsorship proposals.
• Negotiate commercial agreements and close business.
• Maintain a strong, accurate pipeline and provide reliable weekly forecasts.
• Work closely with marketing, conference production and event operations to maximise commercial opportunities.
• Attend the exhibition and actively manage sponsor and exhibitor relationships onsite.
• Drive rebooking and retention immediately following the event, securing clients for the following year.
• Maintain accurate account, pipeline and activity information within the CRM.

What We Are Looking For

We are looking for someone who is genuinely comfortable in a target‑driven B2B sales environment.

You will ideally have:

• 3+ years' experience in B2B sales, business development, sponsorship, exhibitions, media, conferences or a related commercial environment.
• A demonstrated track record of achieving or exceeding revenue targets.
• Strong new‑business development and prospecting capability.
• Confidence speaking with senior executives and commercial decision‑makers.
• Strong telephone sales and negotiation skills.
• The ability to understand a client's business objectives rather than simply selling from a rate card.
• Experience managing both new business and existing accounts.
• Strong pipeline management and forecasting discipline.
• The ability to work independently while contributing to a competitive and energetic sales team.
• Experience using CRM platforms such as HubSpot or Salesforce.
• A strong closing mentality and the resilience required to succeed in a high‑performance sales environment.

What Success Looks Like

Success in this role means building a commercially strong exhibition with a high level of client retention and continued year‑on‑year growth.

You will be expected to:

• Consistently achieve individual revenue targets.
• Build and maintain a healthy forward pipeline.
• Increase the number and quality of exhibitors and sponsors.
• Grow revenue from existing key accounts.
• Develop new commercial categories and markets.
• Build long‑term relationships with major industry suppliers.
• Maintain strong sponsor and exhibitor retention.
• Secure a significant proportion of the following year's revenue through onsite and post‑event rebooking.

Why Join Us?

You will be joining an established exhibition rather than building an event from zero, giving you an existing market, client base and industry reputation to leverage.

At the same time, there is significant opportunity to grow the event and your own earnings.

We offer:

• Competitive base salary.
• Uncapped commission and strong earning potential.
• Established products and existing client relationships.
• Clear individual sales targets and commission structure.
• Ongoing sales training, coaching and development.
• Opportunity to progress into senior business development, sales management and event portfolio leadership roles.
• A fast‑paced, competitive and commercially focused sales environment.

The Opportunity

This role will suit someone who enjoys winning business, building relationships and seeing the direct impact of their sales performance.

You will have ownership of your market and accounts, but you will also be expected to continually find new opportunities and expand the commercial reach of the exhibition.

If you are a proven B2B salesperson who wants to work on an established industry exhibition with significant growth potential and uncapped earning opportunity, we want to hear from you.