Account Executive, Exhibits, West Coast (Remote)

We’re partnering with a highly respected engineered exhibit systems provider. They are actively seeking West Coast Account Executive to join their team.

This company helps exhibit houses, live event producers, and brand teams bring environments ranging from trade shows and conferences to branded spaces and touring experiences to life. Think polished structures, clean lines, and technology-forward elements that make it easier for clients to design, update, and refresh their presence show after show.

Why This Role

This role is built for a true hunter. Your focus is net-new business, opening doors, and turning prospects into long-term customers. You’ll sell modular exhibit and event systems that sit at the heart of trade show programs, rentals, touring activations, and branded environments, giving you multiple ways into a client’s budget. The solutions you represent help clients streamline installs, reduce waste, repurpose components, and elevate the visual impact of their exhibits. Your wins will show up as real-world results on the show floor that drive visibility and revenue. This role is a strong fit for a top-performing Sales Executive.

Responsibilities

• Drive new business across a Western United States with a focus on trade show exhibit providers, production partners, event agencies, and brand-side marketers

• Build and manage a proactive pipeline using outbound prospecting, targeted outreach, social selling, referrals, and industry networking

• Identify and qualify high-value accounts - mapping decision-makers across operations, sales, production, and marketing; understanding show schedules, exhibit programs, and rental strategies

• Lead consultative discovery calls to understand client needs around exhibit systems, modularity, sustainability, storage, logistics, and program scalability

• Position the a mix of systems and components that support each client’s design, budget, and installation requirements

• Own the sales cycle end-to-end: prospecting, discovery, solution design in collaboration with internal teams, proposals, pricing conversations, and closing

• Maintain and grow relationships with key accounts, staying ahead of upcoming shows, campaigns, and rebrands to uncover add-on and repeat opportunities

• Represent the company at trade shows and industry events, hosting in-booth meetings, walk-throughs, and demos with both new and existing customers

• Keep clean, accurate sales data in CRM systems to track activity, pipeline, forecasts, and performance against goals

• Stay informed of industry trends in trade show design, modular exhibit systems, rental programs, and event technology to bring relevant insights to clients and internal teams

Requirements

• 5–7+ years of B2B sales experience with a strong track record selling into trade show, exhibit, live events, experiential, AV, or related technical product environments

• Established track record of exceeding sales targets, consistently ranking in the top tier of your team or organization

• Proven success as a hunter - comfortable with cold outreach, generating your own opportunities, and building a book of business

• Experience selling systems-based or technical solutions (e.g., hardware, structural systems, modular products, or engineered components) where consultative selling and education are key

• Strong planning and pipeline management skills, including account mapping, show/calendar analysis, and disciplined follow-up

• Confidence presenting to owners, executives, sales leaders, and production teams, both virtually and in person

• Ability to thrive in a fast-paced, client-facing role that includes regular travel (up to ~40%) across the territory for client visits, site visits, and key industry events

• A collaborative approach  - comfortable working independently day-to-day while partnering closely with internal sales support, project, and operations teams to win and deliver work

• Bachelor’s degree in Business, Marketing, Communications, or a related field is preferred; equivalent industry experience is strongly considered