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

Who We Are: IMG is a leading global sports marketing agency, specializing in media rights management and sales, multi-channel content production and distribution, brand partnerships, strategic consulting, digital services, and events management. It powers growth of revenues, fanbases and IP for more than 200 federations, associations, events, and teams.

Director, Premium Sales – EMEA (London)

Location: EMEA (London)

Reports To: Sr, Director, Hospitality & Premium Sales

Employment Type: Full-Time

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.

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.

TKO EEO Statement: TKO is an Equal Opportunity Employer and complies with all applicable federal, state, and local laws regarding non-discrimination in employment.