National Account Executive

VCI EVENTS

USA

$125,000 - $140,000 a year - Full-time

• $125,000 - $140,000 a year

• Full-time

Pulled from the full job description

• Health insurance
• 401(k) matching
• Paid time off
• Vision insurance
• Dental insurance

VCI Events is a boutique audio-visual production company in Lake Forest, California. Our approach is grounded in our core values and delivered through our three pillars: Meticulous Project Management, Genuine Client Engagement, and Adaptive Engineering. We prioritize thorough planning, build authentic client relationships, and solve challenges with expertise and creativity.

Job Summary

We are establishing a direct business development function focused on the association sector. Associations host high-profile events such as annual conferences, conventions, and leadership summits, where audio-visual quality is critical. We are seeking an Account Executive to lead this vertical by identifying prospects, securing meetings, and closing deals. This full-cycle role requires proactive prospecting, presenting, negotiating, and closing, with responsibility for building and managing your own pipeline.

Responsibilities

• Conduct outbound prospecting for association executives, meeting planners, and event directors, identifying organizations with upcoming annual conferences.
• Own the full sales cycle, from first conversation through final invoicing.
• Lead discovery to understand both event requirements and the broader professional and reputational considerations for the client.
• Consistently represent VCI's core values in all client interactions.
• Develop relationships within association-industry networks such as PCMA, MPI, and ASAE-related groups.
• Work closely with VCI's internal teams to ensure alignment between sales commitments and project delivery.
• Maintain accurate sales pipeline and forecasting in HubSpot.
• Research and identify association organizations that fit VCI's target profile, including upcoming annual conferences, conventions, and member events.
• Conduct consultative outreach to prospects via email, phone, LinkedIn, and in-person.
• Lead discovery conversations, deliver presentations and proposals, and nurture client relations through closeout.
• Develop and maintain a working knowledge of VCI's production capabilities and service model.
• Attend association conferences and industry events to build network presence and generate opportunities.
• Coordinate with the VCI team to ensure project delivery aligns with sales commitments.
• Accurate and current HubSpot records, including contacts, deal stages, activities, and revenue forecasts.
• This role requires a “hunter's drive”. Provide regular updates on pipeline status, win/loss outcomes, and market insights to the Director of Client Services. Closing business, self-management, organization, and follow-through are key to succeeding without day-to-day oversight.

Qualifications

• 5-8 years of full-cycle B2B sales experience, preferably in events, meetings, hospitality, sponsorship, or related fields. AV experience is a strong advantage but not required. A solid understanding of association event purchasing processes and key decision-makers is essential.
• 2-3 years experience with CRM systems (HubSpot preferred) for pipeline management and forecasting
• Ability to meet or exceed aggressive sales goals through strategic planning and proactive outreach.
• Strong leadership qualities combined with effective client relationship management skills.
• Demonstrated success in building a sales pipeline from the ground up, with a proactive approach to prospecting and closing.
• Ability to work remotely and independently, with strong self-discipline to manage a pipeline without significant oversight.
• Genuine curiosity about people and organizations, with a preference for understanding client needs before presenting solutions.
• A consultative, empathetic sales style: asks real questions, listens for what is not being said, and builds trust before building a pitch. Comfortable with a “no” and knows how to use it to keep a conversation open rather than end it.
• Travel will be required for association conferences, industry events, and client meetings as business needs demand.
• Must possess a current and valid driver’s license and maintain an acceptable motor vehicle driving record (MVR).
• Compliance with all rules and policies in the VCI Events Driver Safety Manual.

While performing the duties of this job, the employee is frequently required to sit and stand. The employee is occasionally required to handle tools or controls including but not limited to computer, laptop, phone, etc. Additionally, the employee may be required to reach with hands and arms; climb or balance; stoop, kneel, and crouch. The employee must occasionally lift, and/or move up to 10 pounds and occasionally lift, transport, and/or move up to 25 pounds.

For remote work, employees must maintain a professional, quiet, and distraction-free workspace with reliable high-speed internet to ensure effective communication and productivity.

Event site conditions often involve high-traffic areas in convention centers or hotels, with noise levels ranging from moderate to loud. While traveling, employees are responsible for the security and proper care of all company-issued tools and equipment.

VCI Events is committed to equal employment opportunity, not to discriminate against any applicant for employment, or any employee because of age, color, sex, disability, national origin, race, religion, or veteran status. Candidates who can contribute to this mission are encouraged to apply and to identify their strengths in this area

Pay: $125,000.00 - $140,000.00 per year

Benefits:

• 401(k) matching
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Application Question(s):

• Do you have experience selling services to the events, meetings, hospitality, or sponsorship industry, either as a planner, agency representative, venue representative, or vendor?
• What was your biggest annual sales quota, and you achieve the your goal?

Experience:

• B2B sales, prospecting, building a pipeline & closing : 5 years (Required)

Work Location: On the road