Director, Premium Sales, EMEA - LA28 Olympic & Paralympic Games

The Director of Premium Sales – EMEA is a senior individual contributor and team leader for On Location's commercial premium sales operation across defined EMEA markets. This is a selling role first — the Director is expected to personally own and close a significant portfolio of complex, high-value deals while simultaneously setting the standard, rhythm, and culture for the regional sales team. 

This is not a behind-the-desk leadership position. The Director works alongside their team in market, leads from the front on key accounts, and uses every client interaction as a live coaching moment. They translate ground-level deal intelligence into sharper strategy, tighter forecasting, and smarter go-to-market decisions. 

Key Responsibilities 

Personal Sales Execution & Revenue Ownership 

• Carry and close a personal book of business across priority EMEA markets — this role is an active quota-bearing seller 

• Own the full sales cycle on top-tier regional accounts: prospecting, needs assessment, solution design, negotiation, and close. 

• Drive both inbound conversion and disciplined outbound prospecting, modeling the behaviors and cadence expected of the wider team. 

• Maintain a healthy personal pipeline with CRM discipline and accurate stage-level forecasting. 

Team Leadership & Coaching 

• Serve as the team leader for EMEA premium sales. Be present in the field, engaged in deals, and coaching sellers through live situations rather than from a distance. 

• Build, develop, and hold accountable a high-performing regional sales team with clear performance benchmarks, pipeline standards, and activity expectations. 

• Join seller calls and client meetings to model closing behaviors, provide real-time feedback, and elevate deal strategy. 

• Run structured deal reviews, pipeline sessions, and 1:1s that sharpen seller skills and surface risk early. 

• Foster a performance culture rooted in accountability, urgency, and collaboration — where winning together is the standard. 

Reporting, Forecasting & Sales Operations 

• Own regional forecast accuracy and pipeline health reporting, providing senior leadership with a clear, honest view of performance, risk, and upside. 

• Maintain CRM discipline across the team to ensure pipeline data is current, stage definitions are applied consistently, and deal progression is tracked rigorously. 

• Deliver regular performance updates that connect deal-level activity to regional revenue trajectory and identify actionable interventions. 

• Advise up on market signals, competitive dynamics, and demand trends that should inform pricing, packaging, or inventory decisions. 

Market Strategy & Go-To-Market Execution 

• Define and execute EMEA-specific sales strategies aligned to global premium objectives and product availability. 

• Bring deep regional knowledge to inform pricing, segmentation, account targeting, and market prioritization. 

• Adapt sales approaches to reflect cultural nuances, buying behaviors, and corporate hospitality dynamics across EMEA markets. 

• Identify and pursue whitespace opportunities through new sectors, accounts, and buyer profiles across the region. 

Client Engagement & Stakeholder Representation 

• Serve as a senior commercial presence with key clients, agencies, and partners across EMEA by building trust and closing business at the executive level. 

• Support sellers in high-stakes presentations and contract negotiations, functioning as a closer and deal accelerator, not just an escalation point. 

• Represent On Location and LA28 with the authority and presence expected of a senior sales leader in premium markets. 

Cross-Functional Collaboration 

• Partner closely with global sales leaders, marketing, product, finance, and operations to ensure regional execution is aligned with broader program strategy. 

• Act as the primary EMEA point of contact within the global premium sales organization 

• Coordinate between sales activity, inventory allocation, and delivery capabilities to protect client experience and commercial outcomes. 

Qualifications 

• 8+ years of progressive experience in premium sales, sports hospitality, luxury events, or live entertainment with measurable personal revenue performance. 

• Proven track record as both a top individual contributor and a people leader — you have closed complex, high-value deals and built teams that do the same. 

• Significant EMEA market exposure with demonstrated ability to sell across cultural and geographic contexts. 

• Experience managing multi-market pipelines and multi-year sales programs with long and complex deal cycles. 

• Comfortable operating in ambiguity within large-scale, matrixed global organizations. 

• Background in major sporting events, global hospitality programs, or large-scale premium initiatives strongly preferred. 

Skills & Leadership Attributes 

• Results-driven leader with a strong closer’s mindset. 

• Confident communicator with executive presence and cultural fluency. 

• Strategic, organized, and highly accountable. 

• Able to influence without authority and drive alignment across regions. 

• Passion for the Olympic & Paralympic Movements and LA28’s mission.