Job Details

Sr Director Strategy & Sponsorship Sales

The Sr Director Strategy & Sponsorship Sales is a senior member of The Freeman Companies Strategy & Insights advisory services team, bringing together two capabilities: the ability to run a high-performing sponsorship sales operation on behalf of clients and the strategic credibility to advise those same clients on how to build stronger, more sustainable revenue programs. This leader helps event organizers not just sell more sponsorships today, but rethink how their events attract, serve, and retain sponsor investment over time.

This is a role for someone who moves fluidly between execution and strategy, between client service and business development. The Senior Director brings together the skills of a proven sales leader, a trusted advisor, and an entrepreneurial relationship builder, applying each in service of both our clients' growth and the expansion of Freeman's advisory practice. The ideal candidate is equally energized by coaching a sales team to close, presenting a strategic recommendation to a senior client, and crafting a compelling proposal for a new engagement. They bring credibility earned in the field, relationships built over time, and a genuine passion for the events industry.

This position will support our Growth team. It is eligible to work a hybrid schedule, generally requiring work in-office and/or show site 2-3 days per week. The ideal candidate will be based out of any of the following locations:

• Dallas, TX
• Orlando, FL
• Atlanta, GA
• Las Vegas, NV
• New Orleans, LA
• Nashville, TN
• San Antonio, TX
• Chicago, IL
• Alexandria, VA

Essential Duties & Responsibilities

Sponsorship Sales Leadership Lead and manage a sponsorship sales team operating on behalf of client organizations, driving commission-based sponsorship and exhibit sales for client conferences and tradeshows Build and own a tailored revenue plan for each client's event, audience, and sponsor marketplace, operating as a seamless extension of the client's team Drive sponsor retention and renewal by delivering a best-in-class experience, helping sponsors see value of their investment and return year over year Establish and track team performance metrics, revenue goals, and pipeline health, actively coaching team members and holding the bar high for performance and accountability

Sponsorship Program Strategy & Advisory Services Serve as a subject matter expert on sponsorship program development, contributing to advisory engagements that help clients evaluate, redesign, and strengthen their sponsorship programs Partner with team leaders to conduct holistic assessments of clients' existing sponsorship programs, translating findings into clear, prioritized recommendations for leadership Help clients rethink how their events attract and retain sponsors including package pricing and structure; helping clients demonstrate value and build multi-year sponsor relationships Use research, data and post-event analytics to build the case for sponsorship program evolution, developing and presenting findings to senior client stakeholders

Strategy & Insights Business Development Partner with the SVP Strategy and VP of Strategy & Insights to drive broader overall team growth including responding to RFPs, leading discovery conversations with prospective clients, and crafting Statements of Work that articulate Freeman's advisory value Bring a business builder's mindset to every client relationship, actively identifying opportunities to introduce new services, deepen engagements, and expand the scope of work to ultimately drive the client's event revenue Represent Freeman's sponsorship and revenue strategy expertise externally through client presentations, industry events, and thought leadership that reinforce the team's market position Contribute to the development of Freeman's proprietary sponsorship frameworks, methodologies, and advisory products, bringing field-tested perspective to how the team builds and delivers its offerings

Attributes that will help you be successful in this role: Deep expertise in event business models and understanding opportunities to create growth Experience leading sponsorship and exhibit sales, including experience selling on behalf of a client organization rather than as a direct, in-house seller Demonstrated history of building, motivating, and holding accountable a sales team that consistently delivers strong revenue results in a commission-based environment A natural relationship builder with an established network of corporate sponsors, brands, or agencies that can be activated on behalf of clients Analytically grounded, with the ability to use post-event data and ROI metrics to tell a compelling story that drives client decision-making Confident and polished communication skills to support sales pitches, strategic client presentations, or written proposals A genuine collaborator who thrives in a team of specialists across strategy, experience design, and research Entrepreneurial nature with to identify new business opportunities and the drive to help build something that hasn't been fully built yet

Education & Experience

• Bachelor's degree preferred, High School Diploma or Equivalent with relevant work experience required
• 10+ years of professional sales experience spanning sales, sponsorship, or event revenue strategy ideally with meaningful depth in more than one of these areas
• Experience working with or selling into the conference, tradeshow, or broader events industry strongly preferred
• Demonstrated experience managing and developing a sales team, ideally in an outsourced, agency, or third-party sales model
• Track record of supporting business development activities, including RFP responses, discovery conversations, and SOW development
• Experience leading or contributing to consulting engagements assessing a client's current state, developing recommendations, and presenting findings to senior leadership
• Proven ability to manage the full sponsorship sales cycle, including prospectus development, prospecting, proposal writing, negotiation, closing, and sponsor stewardship
• Experience using data and ROI measurement to retain sponsors, inform program strategy, and make the case for change with clients
• Proficiency in CRM platforms, Excel, and PowerPoint

Travel Requirements

Travel up to 25%

What We Offer

The Freeman Company provides benefits that aim to empower our people and their families to thrive mentally, physically, and financially. These are a handful of the types of programs and benefits our full-time people may be eligible for. There may be some variances in specific benefits across regions.

• Medical, Dental, Vision Insurance
• Tuition Reimbursement
• Paid Parental Leave
• Life, Accident and Disability
• Retirement with Company Match
• Paid Time Off
• Salary range of $156,000-$170,000 based upon experience
• Eligible for an annual bonus of up to 17.5% of the base salary

Diversity Commitment

At The Freeman Company, our commitment to diversity and inclusion is helping us to create not only a great place to work, but also an environment where our employees, our customers and our communities around the world can reach their goals and connect with each other. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status and other characteristic protected by federal, state or local laws.