Senior Trade Show Business Development Executive

This is a pure hunting position. You will be responsible for finding companies that exhibit at major U.S. trade shows, identifying those that are ready for a better exhibit partner, and closing multi-year service agreements with them. You will attend 15–25 shows per year — not as an exhibitor, but as a prospector — walking the floor, reading booth quality, and starting conversations with marketing and exhibit managers at companies that deserve better than what they have. If you have spent years in the exhibit industry, know the show calendar better than most, and have closed deals in the $200K–$2M+ range, this role was designed for you. About Ruckus Ruckus is a premium trade show design and production company that builds exhibit experiences for brands serious about their presence on the show floor. Our work includes managing a flagship client’s presence at CES — one of the most competitive environments in the world — where our exhibit took the show by storm and garnered international attention. We work with companies that invest $500K or more annually in their exhibit programs, and we deliver the creativity, precision, and operational excellence to match that investment. We are building out our trade show division and are looking for a seasoned business development professional who can identify and close new anchor clients at that level. What You’ll Do Identify and target companies exhibiting at major and mid-tier national trade shows with annual booth investment potential of $500K or more. Attend 15–25 trade shows per year as a prospecting and canvassing activity — working the show floor, attending exhibitor networking events, and building a qualified pipeline. Develop and manage a robust CRM pipeline of target accounts from initial contact through signed contract, with clear stage progression and close timelines. Partner with Ruckus design and production teams to develop customized proposals, ROI narratives, and presentations for prospective clients. Leverage existing industry relationships — including exhibit house contacts, show organizers, marketing agencies, and brand managers — to generate referrals and introductions. Negotiate and close multi-year service agreements covering full-service design, build, and ancillary show services. Represent Ruckus at industry events, EDPA chapter meetings, and trade show industry gatherings. Feed market intelligence back to leadership on competitor activity, client trends, show growth and decline, and emerging industries worth targeting. Maintain detailed activity logs, pipeline reporting, and weekly forecasting within the company CRM. What We’re Looking For 5–10+ years of business development, sales, or account management experience in the trade show, events, exhibit design, or experiential marketing industry. A demonstrated track record of closing deals at the $200K–$2M+ level — you must be able to speak to specific wins with context, timeline, and deal size. An existing network of relationships with marketing directors, VPs of Marketing, CMOs, and exhibit managers at mid-to-large companies that actively exhibit. Deep familiarity with major U.S. trade shows across multiple verticals — you should know the show calendar, the key players, and the exhibitor culture. Comfort in C-suite and VP-level conversations; the ability to build trust and credibility quickly with senior decision-makers. A self-starter mentality — this is not an inbound role. You will be expected to generate your own pipeline from day one with minimal hand-holding. Strong written and verbal communication skills; the ability to craft compelling proposals and deliver persuasive presentations without heavy creative support. Proficiency with CRM tools (Salesforce, HubSpot, or equivalent) and standard business productivity tools. Willingness and ability to travel 40–60% of the year, including extended stays around major shows. Based in Las Vegas, Orlando, or New York preferred; we will consider a remote arrangement for an exceptional candidate with the right network and self-discipline. Preferred Qualifications Prior experience at a top-tier exhibit house — Freeman, Czarnowski, Derse, George P. Johnson, or equivalent — in a production, account management, or business development capacity. Experience working with high-spend verticals: Technology, Defense, Medical Devices, Automotive, Aviation, FinTech, or Healthcare IT. Working knowledge of I&D (Installation and Dismantle) vendors, general contractors, and union labor requirements. Understanding the operational side of exhibit execution makes you a more credible seller. $82,000 – $108,000 depending on experience and market Year 1 Commission 12% of net profit on all new client revenue you close Renewal Commission 7% of net profit on client renewals year over year Commission Base Calculated on Ruckus margin only — pass-through costs (labor, I&D, freight, drayage, materials, vendor costs) are excluded. This protects margin integrity and means your commission reflects real business value, not inflated pass-throughs. Travel & Expenses All show attendance, travel, and client entertainment fully covered by Ruckus Medical, dental, and vision insurance; 401(k); paid time off Upside Example A single $500K client engagement with a 40% net margin generates $24,000 in Year 1 commission. Three such clients in Year 1 = $72,000 in commission on top of base salary. Why Ruckus • We have already proven the model. Our CES flagship work is not a pitch — it is a reference. When you are selling Ruckus, you are selling an exhibit partner that has already delivered at the highest level on the world’s most competitive show floor. • Uncapped commission tied to actual profit, not gross revenue. The structure is designed to reward you for bringing in well-priced, well-structured deals, not for chasing volume. • A collaborative creative and production team that will invest real effort in your proposals. When you bring us a prospect, we will show up with a concept worth closing. • Leadership that understands how long exhibit deals take to close and will not pressure you for a 30-day result on a 6-month sales cycle. • A company that has deliberately chosen to work only at the premium end of the market. You will never be asked to chase a $40,000 booth.

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