Director of Sales - Events & Sponsorships

Title : Director of Sales – Events & Sponsorships
Location : Chicago, IL (Hybrid, ~1 day/month onsite)
Employment Type : Direct Hire
Duration : Full-Time
Compensation : $125,000 base salary + commission (On-Target Earnings ~$200,000)

Job Description:

The Institute of Food Technologists is a globally recognized leader in the food science and innovation space, best known for producing one of the largest and most influential industry trade shows in the world. As the organization continues to grow and evolve, they are bringing their sales function fully in-house to drive greater control, accountability, and long-term revenue performance.

They are seeking a Director of Sales – Events & Sponsorships to lead this transformation. This is a highly visible, high-impact leadership role responsible for owning and scaling revenue across exhibits, sponsorships, and advertising. This individual will play a critical role in shaping sales strategy, building structure, and driving execution while leading and developing a growing team.

Key Responsibilities:

• Own and drive total revenue across exhibit, sponsorship, and advertising offerings

• Lead the transition to an in-house sales model, establishing scalable processes and accountability

• Develop and execute sales strategies, including pricing, packaging, and go-to-market initiatives

• Manage and grow a sales team (currently 2, expanding to 4), ensuring strong performance and quota attainment

• Build and maintain pipeline management, forecasting accuracy, and reporting cadence

• Drive new business development through industry events, networking, and outbound outreach

• Identify and execute upsell and cross-sell opportunities across multiple revenue streams

• Partner with leadership on revenue strategy, market positioning, and growth initiatives

• Build and maintain strong relationships with exhibitors, sponsors, and key stakeholders

• Represent IFT at trade shows, conferences, and industry events

• Present revenue forecasts, sales performance metrics, and insights to senior leadership

• Negotiate and close high-value deals while ensuring a strong client experience

Qualifications (Required):

• Proven sales leadership experience with measurable revenue growth

• Experience in trade show, event, or experiential sales

• Background in exhibitor or sponsorship sales

• Experience working in a for-profit environment

• Experience owning and driving $10M+ in revenue

• Strong understanding of pipeline management, forecasting, and sales performance metrics

• Experience leading, coaching, and developing high-performing sales teams

• Ability to manage complex, multi-product sales cycles

• Strong communication, negotiation, and stakeholder management skills

• Experience building sales processes and scalable frameworks

• Proficiency with CRM systems (Salesforce, HubSpot, or similar)

• Bachelor’s degree required

Qualifications (Desired):

• Exposure to food, beverage, or related industries

• Strong analytical and data-driven mindset

• MBA

Compensation & Benefits:

• Base salary: $125,000

• Commission: ~$75,000 (OTE ~$200,000)

• Comprehensive benefits package including medical, dental, vision, and retirement offerings

• Paid time off and additional employee benefits

Additional Details:

• Team Structure: Oversees a team of 4 (2 current, 2 future hires)

• Travel: Approximately 3 major events annually (domestic and international)

• Interview Process:

• Initial screening

• Assessment

• Case study (2–3 day turnaround)

• Final interviews and references

• Target Timeline: Hire by end of May 2026, start date July 2026

Why This Role:

• Highly visible leadership role directly tied to revenue performance

• Opportunity to build and scale an in-house sales function from the ground up

• Blend of strategic ownership and hands-on execution

• Strong executive partnership and influence on go-to-market strategy

If this sounds like a fit, apply today for immediate consideration. This is a unique opportunity to step into a leadership role and make a measurable impact on a globally recognized organization.

Michele Rodriguez
Recruiter
LaSalle Network