Position Summary:
Enterprise Events Group (EEG) is seeking a driven, strategic, and relationship-focused Account Executive to identify, develop, and secure new business opportunities within the corporate meetings and events industry.
This position is ideal for an experienced sales professional who thrives on building relationships, uncovering business opportunities, and developing a strong book of business through proactive prospecting and consultative selling.
The Account Executive will be responsible for driving new client acquisition, developing a robust sales pipeline, and positioning EEG as a trusted strategic partner for organizations seeking innovative and impactful event solutions.
Working closely with EEG's leadership, Account Services, Strategic Sourcing, and event operations teams, this individual will translate prospective client needs into tailored event solutions that support their broader business objectives.
Essential Functions:
Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
This job description is not intended to contain a comprehensive listing of the activities, duties, or responsibilities required of the position; additional activities, duties, or responsibilities may be assigned.
1. Proactively identify, prospect and secure new business opportunities within the corporate meetings and events industry.
2. Develop and execute strategic business development plans to establish new client relationships and grow EEG’s market presence.
3. Build and maintain a strong pipeline of qualified prospects through outbound outreach, networking, referrals, industry events, and strategic relationship development.
4. Identify and engage key decision-makers, including senior leadership and executive-level stakeholders, within prospective client organizations.
5. Lead discovery conversations with prospective clients to understand their event needs, business challenges, objectives, and measures of success.
6. Position EEG as a strategic event partner by presenting tailored solutions that align with client goals and deliver measurable value.
7. Build credibility and establish relationships with executive-level decision-makers through thoughtful, consultative conversations.
8. Educate prospective clients on EEG's event management capabilities, including corporate meetings, conferences, incentive programs, registration, sourcing, production, and event technology, as applicable.
9. Develop and deliver compelling presentations, proposals, and business cases that demonstrate EEG's value and competitive differentiators.
10. Navigate complex sales cycles involving multiple stakeholders, from initial prospecting and discovery through proposal development, negotiation, and contract execution.
11. Establish strong client relationships that create opportunities for repeat business and long-term partnerships.
12. Own and manage the full sales cycle, from lead generation and qualification through negotiation and closing new business.
13. Develop and execute strategic sales plans focused on achieving established new-business revenue goals.
14. Maintain accurate sales pipeline activity, prospect information, opportunity stages, and revenue forecasts within Salesforce.
15. Collaborate with EEG leadership to identify target markets, priority accounts, and strategic growth opportunities.
16. Participate in the development of competitive proposals, RFP responses, pricing strategies, and client presentations.
17. Partner with Strategic Sourcing, Account Services, and other internal departments to develop customized event solutions and competitive proposals.
18. Negotiate business terms and support the development of client agreements, including Statements of Work (SOWs), Letters of Commitment (LOCs), and Master Service Agreements (MSAs), as applicable.
19. Monitor sales performance, pipeline progression, and conversion opportunities to ensure consistent business development activity.
20. Support the transition of newly secured clients to the appropriate Account
Competencies:
- Business Development: Proven ability to independently generate leads, develop opportunities, and secure net-new business.
- Prospecting & Pipeline Management: Strong ability to build, manage, and convert a consistent pipeline of qualified prospects.
- Consultative Selling: Ability to understand client challenges and translate business objectives into strategic event solutions.
- Relationship Building: Exceptional interpersonal skills and the ability to establish credibility with senior and executive-level decision-makers.
- Strategic Thinking: Ability to identify market opportunities, develop sales strategies, and support long-term business growth.
- Communication & Presentation: Strong written, verbal, and presentation skills with the ability to communicate value and influence decision-makers.
- Negotiation: Ability to navigate complex sales discussions, contract terms, and business agreements.
- Financial Acumen: Understanding of event budgets, pricing structures, revenue opportunities, and profitability.
- Initiative & Accountability: Self-motivated, results-oriented approach with the ability to independently drive business development efforts.
- Collaboration: Ability to work effectively with multidisciplinary teams to develop competitive solutions and ensure client success.
EEG's Five Critical Behaviors for Success
All employees are expected to demonstrate and reinforce EEG's five critical behaviors:
Customer First: Prioritize customer needs and deliver exceptional service.
Know Your Stuff: Demonstrate superior expertise in event logistics, leadership, and encourage continuous learning.
Listen Carefully: Foster a culture of active listening and responsiveness to internal and external customers.
Execute With Excellence: Drive a commitment to high-quality execution in all initiatives.
Be The Caring EEG: Instill a sense of empathy and care in all interactions, both internally and externally.
Education and Experience:
Required:
1. Bachelor's degree in Business, Marketing, Hospitality, Event Management, or a related field.
2. Minimum of 5+ years of demonstrated sales or business development experience within corporate meetings, events, experiential marketing, or a related industry.
3. Proven track record of generating net-new business, building a sales pipeline, and closing new client opportunities.
4. Experience developing and maintaining relationships with senior-level and executive-level decision-makers.
5. Strong understanding of the corporate meetings and events industry, including event strategy, planning, execution, and client expectations.
6. Demonstrated ability to manage the full sales cycle, from prospecting and discovery through proposals, negotiation, and contract execution.
7. Strong presentation, negotiation, and relationship management skills.
8. Experience developing business proposals, responding to RFPs, and collaborating with internal teams on client solutions.
9. Ability to work independently, manage competing priorities, and consistently pursue new business opportunities.
10. Proficiency with CRM systems, preferably Salesforce, to manage sales activities, pipelines, and forecasts.
Required Travel: This position requires travel up to 50% for client meetings, industry events, networking opportunities, and business development activities.
Environment and Physical Demands: This position operates in a professional office environment, using standard office equipment.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. The employee is frequently required to sit; stand; walk; use hands to finger, handle, or feel; and reach with hands and arms. The employee is occasionally required to climb or balance; and stoop, kneel, crouch or crawl.
EEG is an equal opportunity employer and makes employment decisions on the basis of merit. Company policy prohibits unlawful discrimination.