Business Development Manager

About XS Worldwide

XS Worldwide is a 35-year-old global exhibit and experiential partner, headquartered in New Jersey with hubs in North America and Europe and execution across Asia and the Middle East. We design and build trade show exhibits for aerospace, defense and technology companies, running 100+ shows a year as a single partner for their global exhibit programs.

Once a client works with us, about 90% come back for more. The US is our fastest-growing market, and this role is built to grow it.

About the role

We are looking for a hunter who sells on the show floor. You will walk at least 4 trade shows a month, start conversations with exhibitors, and turn them into new XS clients.

You can win business anywhere in the world, but your main focus is projects we deliver in the US. You will report to our Chief Growth Officer and work closely with our US delivery team and in-house design studio.

Your target is $1M in new contracted revenue in your first 12 months, from 15–20 new clients. Revenue is the measure; how you get there is up to you.

What you'll do

• Walk at least 4 trade shows a month in the US
• Qualify exhibitors on the floor and book follow-up meetings
• Own every opportunity from first conversation to signed contract
• Work with our design and commercial teams on concepts, proposals and pricing that win and stay profitable
• Hand won projects to our delivery team with a complete brief, and stay the client's commercial contact through their first show
• Grow one-show clients into multi-show programs
• Keep the CRM current and report monthly on which shows, industries and buyers convert
• Help choose which shows XS attends each year

What success looks like

• First 90 days: 12+ shows walked, 60+ qualified exhibitor conversations, 6+ RFPs or design briefs in your pipeline
• First 6 months: 6+ new clients signed, first shows delivered, 30+ active opportunities
• First 12 months: $1M in new contracted revenue at our target margins, 15–20 new clients, 2+ multi-show programs

Requirements

• 8–10 years in B2B new-business sales with a proven record of winning new clients (not account management)
• 3+ years selling trade show exhibits, event services or experiential marketing
• Comfortable starting cold conversations on a busy show floor and pitching VP-level marketing and event leaders at global companies
• Understands exhibit budgets and how marketing teams choose an exhibit partner
• Able to travel 50–60%, including multi-day and international shows
• Authorized to work in the United States

Preferred

• Network among marketing and event teams in growing industries such as energy, data centers, technology and life sciences
• Experience selling work delivered by teams in other countries
• Familiar with Monday.com or a modern CRM

This role is not for you if you prefer managing existing accounts, need marketing to hand you leads, or want a desk job.

Compensation

Your earnings grow with the business you bring in.

• Up to $130,000 in total earnings in your first year when you hit the full $1M new-revenue target
• Flexible commission models. We are open to per-deal commission, milestone-based payouts or a hybrid, and will agree the structure that works best for you
• Quota-based commissions beyond target. Once you pass $1M, quota-based commissions keep paying on the new business you bring in above it
• All show and client travel covered
• Start date: January 2027

Pay: $80,000.00 - $90,000.00 per year

Application Question(s):

• Have you sold trade show exhibits, event services or experiential marketing?
• Roughly how much new-client revenue did you personally close in your best year?
• What was the largest new client you won, and how did you first meet them?

Experience:

• B2B sales: 7 years (Required)

Work Location: Remote