Strategic Account & Partnership Director

Role Overview

• Own and deliver against a defined annual revenue target, with full accountability for forecasting accuracy, pipeline health, and consistent goal attainment.
• Represent The Hospitality Show and Hotel Management, building event and media partnerships within target account list.
• Manage and grow a portfolio of strategic accounts focused on the hotel ecosystem, including hotel brands, ownership groups, and third-party management companies.
• Build and maintain senior-level relationships with hotel industry decision makers, including operations, procurement, development, marketing, and executive leadership.
• Develop and execute strategic account plans that align client business goals with event participation, sponsorships, and year-round media engagement opportunities.
• Navigate complex, multi-stakeholder sales cycles that span Questex, ensuring alignment, transparency, and follow-through across both organizations.
• Collaborate closely with Questex and leadership, marketing, operations, and content teams to deliver a seamless client experience.
• Manage the full sales cycle from prospecting through close, including proposal development, pricing alignment, contract negotiation, and post-sale handoff.
• Maintain rigorous CRM discipline, including accurate opportunity tracking, forecasting, and documentation of next steps and client commitments.
• Represent the combined value of Questex and in the market, acting as a trusted advisor to your accounts.
• Surface market intelligence, competitive insights, and customer feedback to leadership to inform product development and go-to-market strategy.

Requirements

• 10+ years of proven B2B sales experience within media, events, sponsorship, or experiential marketing environments.
• Strong understanding and relationships in the hospitality industry, with a clear emphasis on hotels, hotel ownership groups, and third-party hotel management companies.
• An established rolodex of hotel brand executives and third-party management decision makers, with the ability to open doors and advance senior-level conversations quickly.
• Experience selling high-value partnerships with multiple stakeholders and long sales cycles.
• Demonstrated ability to work in matrixed organizations with shared accountability, dotted-line reporting, and cross-company collaboration.
• Strong organizational and communication skills (written and verbal), with the ability to manage competing priorities and stakeholders without dropping details.
• A track record of consistently delivering/exceeding revenue targets in a quota-carrying role.
• Comfort operating with high accountability, limited oversight, and clear expectations for performance and execution.
• Experience using CRM systems, preferably Salesforce, and structured sales processes to manage pipeline, forecast revenue, and drive results.

Benefits

• Vacation
• 15-20 days depending on years of service
• 12 Paid Holidays
• Health and Welfare Benefits (medical, dental, vision, life, and others)
• 401k, with Matching Contributions to include educational webinars sponsored by our 401K partner
• Parental Leave
• Online Educational Learning Library of over 16,000 courses for employees to enhance and develop their skills
• Cariloop Membership Program to help support employees with the complexities of caregiving
• FitOn Health, access to a leading digital wellness platform that offers premium online classes and nutrition guidance.
• Wellness rewards and reimbursement opportunities offered thru our medical provider.
• Access to Mental Health Resources thru our Group Life Insurance Plan and Medical Provider
• Mission-driven culture with an enthusiastic, professional team
• Work-life balance
• Discounts through various partnerships