Responsibilities
- Close high-value enterprise deals - Own the full lifecycle from discovery to signed contract for integrated programs across events, content, data, and demand generation.
- Lead with event-led partnerships - Develop and sell event sponsorships as a core entry point into broader partnerships. Use events to anchor higher-value, multi-channel programs.
- Understand customer needs and shape solutions - Work directly with senior buyers to understand goals, budgets, and constraints. Turn these into clear, commercially viable programs.
- Create new revenue offerings through live deals - Use real opportunities to design and test new offerings, including event sponsorship packages, premium listings, data products, and integrated campaigns.
- Turn custom deals into repeatable products - Identify patterns in what sells. Convert successful programs into structured, scalable offerings.
- Define positioning, pricing, and packaging - Develop clear messaging, pricing models, and offer structures that make products easy to sell and understand.
- Build and manage a high-value pipeline - Identify and prioritize target accounts. Grow partnerships into larger, multi-program engagements.
- Work cross-functionally to deliver programs - Partner with audience, events, ad ops, and product teams to ensure what is sold can be executed at a high standard.
- Ensure quality and outcomes for clients - Maintain accountability for delivery and performance of partnership programs.
- Establish early sales systems and playbooks - Create the foundations for scalable sales, including packaging, processes, and engagement models.
- Feed the product roadmap - Capture learnings from deals. Identify opportunities for standardization and future product development.
Requirements
- 7–12+ years in strategic partnerships, enterprise sales, or related roles
- Proven track record of selling strategic marketing solutions (digital, events, or integrated programs) to CMOs / VPs in B2B tech
- Strong understanding of integrated media, events, demand gen, and attribution models
- Ability to translate customer needs into clear commercial solutions
- Experience working cross-functionally with marketing, product, or delivery teams
- Strong commercial judgment and communication skills
Nice to Have
- Experience building or contributing to new revenue streams or early-stage products
- Background in B2B media, marketplaces, or SaaS GTM environments
- Exposure to zero-to-one or ambiguous business building environments
- Familiarity with intent data, first-party data, or advanced attribution approaches
- Experience productizing custom deals into repeatable offerings
