Strategic Account & Partnership Director

Strategic Account & Partnership Director - Hospitality Group

This position will be remote based in the US.

At Questex, you can make an impact by helping suppliers and buyers connect more efficiently and effectively. Questex is a leading global events, media, and business information company, yet we are still a place where your voice is heard, and your ideas are appreciated. So, you can make an immediate difference in our success while advancing your career.

Questex drives business forward through a rich engagement platform centered on leading events and surrounded by data insights and digital communities.

The Questex Hospitality Group brings together decision‑makers across restaurants, bars, hotels, resorts, contract dining and food service alongside investors, developers, advisors and solution providers who fuel growth in the experience economy. The Director of Strategic Accounts is embedded in the hotel sector, connecting decision‑makers across hotel operations, development, procurement and management companies with the partners and solutions that help their properties perform better.

This role is focused on connecting the right products and solutions with the people who buy them.

• Own and deliver against a defined annual revenue target, with full accountability for forecasting accuracy, pipeline health, and consistent goal attainment.
• Represent The Hospitality Show and Hotel Management, building event and media partnerships within target account list.
• Manage and grow a portfolio of strategic accounts focused on the hotel ecosystem, including hotel brands, ownership groups, and third‑party management companies.
• Build and maintain senior‑level relationships with hotel industry decision‑makers, including operations, procurement, development, marketing, and executive leadership.
• Develop and execute strategic account plans that align client business goals with event participation, sponsor ships, and year‑round media engagement opportunities.
• Navigate complex, multi‑stakeholder sales cycles that span Questex, ensuring alignment, transparency, and follow‑through across both organizations.
• Collaborate closely with Questex and leadership, marketing, operations, and content teams to deliver a seamless client experience.
• Manage the full sales cycle from prospecting through close, including proposal development, pricing alignment, contract negotiation, and post‑sale handoff.
• Maintain rigorous CRM discipline, including accurate opportunity tracking, forecasting, and documentation of next steps and client commitments.
• Represent the combined value of Questex in the market, acting as a trusted advisor to your accounts.
• Surface market intelligence, competitive insights, and customer feedback to leadership to inform product development and go‑to‑market strategy.

• Strong understanding and relationships in the hospitality industry, with a clear emphasis on hotels, hotel ownership groups, and third‑party hotel management companies.
• An established rolodex of hotel brand executives and third‑party management decision makers, with the ability to open doors and advance senior‑level conversations quickly.
• Experience selling high‑value partnerships with multiple stakeholders and long sales cycles.
• Demonstrated ability to work in matrixed organizations with shared accountability, dotted‑line reporting, and cross‑company collaboration.
• Strong organizational and communication skills (written and verbal), with the ability to manage competing priorities and stakeholders without dropping details.
• A track record of consistently delivering/exceeding revenue targets in a quota‑carrying role.
• Comfort operating with high accountability, limited oversight, and clear expectations for performance and execution.
• Experience using CRM systems, preferably Salesforce, and structured sales processes to manage pipeline, forecast revenue, and drive results.

• 10+ years of proven B2B sales experience within media, events, sponsorship, or experiential marketing environments.

• You proactively seek to adopt and implement diversity into…