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Ice 9 Productions · 1 day ago

Account Executive Sales and Strategic Partnerships( Events , Experiential Marketing, AV Production)

Wakefield, MA

Full-time

Onsite

Mid, Senior Level

$75K/yr - $125K/yr

5+ years exp

Ice 9 Productions is Boston's premier audiovisual staging and production company, and they are seeking an Account Executive to drive new business development and convert existing clients into strategic partners. The role focuses on revenue generation and establishing long-term relationships with Fortune 500 companies across New England.

Audio/Visual EquipmentEvent ManagementEventsMedia and EntertainmentTrade Shows

Hiring Manager

Roberta Goldman-Wilkinson

Responsibilities

Generate revenue by acquiring new enterprise accounts. The target is 6-8 new logos annually with average contract values of $300K-$500K

Responsible for building a strategic pipeline to support the development of new business. The Account Executive is expected to develop and maintain $6-8M qualified pipeline through systematic prospecting

Convert RFPs to partnerships by transforming one-off event requests into 2–3-year preferred vendor agreements. (Example: Instead of bidding on Company X’s annual sales meeting, propose managing their entire FY26 event calendar)

Expand market presence by penetrating new segments beyond the current concentration in life sciences and technology

Responsible for Account Management which includes identifying expansion opportunities within current accounts. (Example: Client using Ice 9 for trade shows might add executive briefings, product launches, internal meetings)

Develop account plans for top 10 clients with Client Services team

Strategically manage key relationships by building C-suite and procurement relationships beyond day-to-day event managers

Protect base revenue by ensuring renewal and growth of key accounts during market diversification

Effectively manage the sales process by maintaining an accurate prospect pipeline in HubSpot and conducting weekly forecasting

Utilize collaborative selling by partnering with the technical team on solutions design and proposals

Ensure margins are optimized by balancing revenue growth with profitability targets

Consistently and proactively seek market intelligence and provide competitive insights and client feedback to leadership team

Qualification

B2B sales experiencePipeline management expertiseConsultative selling approachExperience in eventsTechnical solution sellingExisting relationships with Fortune 1000Boston area market knowledgeExceptional communication skillsDetail-orientedTime management abilitiesProblem-solving abilities

Required

Bachelor's degree in marketing, Communications, Multi Media, a related field or equivalent experience required

5+ years B2B sales experience with demonstrable new business success

Enterprise selling experience including procurement navigation and stakeholder management

Track record of achieving $2M+ annual quotas in complex, solution-based selling

Consultative selling approach with ability to position value over price

Pipeline management expertise with CRM systems (HubSpot preferred)

Comfort with longer sales cycles (3-12 months) and complex decision-making processes

Preferred

Experience in events, AV production, or experiential marketing industries

Existing relationships with Fortune 1000 event managers or procurement teams

Track record of converting transactional customers to strategic partnerships

Experience with technical solution selling requiring collaboration with engineering teams

Boston area market knowledge and professional network

Exceptional communication skills

Detail-oriented with proactive attitude, strong follow-up and execution skills

Ability to multi-task and work successfully in a fast-paced environment while making sound and informed decisions to adapt to various unforeseen changes at the last minute

Ability to build and maintain strong working relationships with internal and external clients

Ability to maintain a professional demeanor and positive attitude at all times

Proven time management and problem-solving abilities