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

Location: EMEA (London)

Reports To: Sr, Director, Hospitality & Premium Sales

Employment Type: Full-Time

On Location is a global leader in premium experiential hospitality working with the 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. The role is a selling position; the Director is expected to personally own and close a significant portfolio of complex, high‑value deals while 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.