Job Details

The Company:

This dynamic and well-established B2B Events Organiser creates and delivers some of Australia’s most influential exhibitions. With many years in the industry, they are known for building market-leading events that connect businesses, industry leaders and professionals across a range of sectors. They are now looking for a Head of Sales & Partnerships to lead commercial growth across their exciting food, beverage and hospitality portfolio.

The Role:

The Head of Sales & Partnerships is a senior commercial leadership role responsible for driving revenue across live events, sponsorship and digital channels. This role will lead from the front, combining hands-on deal-making with sales strategy, team leadership and the development of long-term commercial partnerships.

The Head of Sales & Partnerships has three main objectives:

• Lead, coach and develop a high-performing sales team to consistently achieve and exceed revenue targets.
• Own and convert a personal pipeline of strategic, high-value accounts across exhibition space, sponsorship and digital opportunities.
• Build lasting industry relationships and partnerships that strengthen the portfolio and create sustainable revenue growth.

Key Responsibilities include:
Sales Leadership & Team Development

• Provide daily leadership, coaching and support to the sales team across prospecting, negotiation, account management and closing.
• Lead weekly sales meetings, pipeline reviews and performance check-ins to maintain focus, accountability and momentum.
• Create and maintain best-practice sales playbooks covering pitch structure, objection handling, renewals and account growth.
• Build a positive, high-performance sales culture that balances commercial ambition with professionalism, energy and teamwork.
• Partner with senior leadership to set sales targets, forecasting models, KPIs and commission frameworks.

Revenue Growth & New Business

• Develop and execute revenue growth strategies across each event brand and digital channel within the portfolio.
• Own a personal pipeline of strategic and high-value accounts, leading opportunities from initial pitch through to close and delivery.
• Deliver revenue growth across exhibition space, sponsorship, digital products and other commercial opportunities.
• Drive exhibitor and sponsor retention through proactive account management, renewal strategies and early re-booking activity.
• Identify and commercialise new revenue streams, including cross-show packages, data-led sponsorships, content partnerships and digital products.
• Maintain accurate pipeline reporting and forecasting to support commercial planning and board-level visibility.

Strategic Partnerships & Industry Relationships

• Build and maintain executive and owner-level relationships with major clients, associations, suppliers and industry partners.
• Represent the business at industry events, roundtables, client meetings and partner functions.
• Develop strategic partnerships that enhance brand positioning, audience reach and commercial outcomes.
• Create clear partner engagement plans with measurable goals, joint initiatives and shared outcomes.

Cross-Functional Collaboration

• Work closely with Marketing, Content and Operations to ensure sales strategies, campaigns and event delivery are commercially aligned.
• Partner with Marketing on lead generation, campaign messaging, sales collateral and client value delivery across live and digital channels.
• Collaborate with Operations to ensure sponsor and exhibitor commitments are delivered seamlessly and to a high standard.
• Share market intelligence and client insights to help guide broader portfolio, content and marketing decisions.

The Candidate:

The successful candidate will be an experienced senior sales leader with a proven record of growing revenue, leading B2B sales teams and closing complex, high-value deals. Experience within events or exhibitions or a closely related industry will be highly regarded. 

• Proven experience leading, coaching and developing B2B sales teams to achieve and exceed targets.
• Strong personal deal-making credentials with the ability to confidently pitch, negotiate and close strategic accounts.
• Commercially minded with strong skills across pipeline management, forecasting, sales data and revenue strategy.
• A confident people leader who can build culture, lift performance and develop individual capability.
• Credible and relationship-focused, with the ability to engage executive and owner-level stakeholders.
• Collaborative approach and the ability to work effectively across Marketing, Content, Operations and senior leadership.
• Excellent written and verbal communication skills.
• Ability to travel interstate for events, client meetings and industry functions when required.

Benefits & Position Terms:

• Permanent, full-time senior leadership role
• Sydney preferred, with flexible working arrangements
• Attractive base salary plus uncapped commissions
• Regular interstate travel for events, meetings and industry functions
• Career growth opportunities within a well-funded and growing events business
• Fun, dynamic and supportive team environment with a culture that celebrates success

For more information regarding event positions follow us on LinkedIn and/or Facebook at Apex Event Recruitment

If this role doesn't fit but if you are interested in Events positions in Australia, then please register your resume through our website: www.apexeventrecruitment.com.au

Please note that this role will be subject to background checks and you must have the right to live and work in this location to apply for this job.