Director of Trade Shows

Innovative Environments Houston•Houston, TX

About The Position

At Innovative Environments (IE), we are seeking a Director of Trade Shows to take full ownership of a growing division and lead it into its next phase of expansion. This role is responsible for driving revenue strategy, leading sales performance, and overseeing the entire client delivery engine—including Sales, Project Management, and Estimating. You will not only lead a team—you will shape the future of the division, influencing everything from pipeline strategy to execution, margin performance, and client experience. Innovative Environments is a nationally recognized, Houston-based design-build firm specializing in the creation of high-impact, custom environments. Our work has earned industry recognition, including honors from EXHIBITOR Magazine’s Find It – Top 40, Inc. Magazine’s 5000 Power Partner, the Houston Business Journal, and others. We bring brands to life through thoughtfully designed and expertly executed solutions across: Tradeshow exhibits and experiential marketing environments Corporate interiors and branded workplaces Broadcast studios and immersive brand experiences Corporate and multifamily signage systems Museums and specialty environments Every project we deliver is custom, complex, and design-driven—trusted by leading brands nationwide to create spaces that engage, inspire, and perform. The Director of Trade Shows will lead the trade show and exhibits division as a business unit, with full accountability for: Revenue growth and market expansion Gross margin performance and pricing discipline Sales team leadership and development Oversight of Project Managers and Estimators to ensure execution aligns with sales strategy End-to-end client experience, from pursuit through delivery This role operates at the intersection of sales, operations, and strategy, ensuring that what is sold is both profitable and executable at the highest level.

Requirements

Proven success leading sales organizations in trade show exhibits, experiential marketing, or design-build environments
Strong understanding of custom fabrication, project-based sales, and margin management
Experience overseeing or closely partnering with project management and estimating teams
Strategic mindset with the ability to scale revenue while maintaining operational discipline
Executive presence with exceptional communication, negotiation, and leadership skills
Bachelor’s degree in Business, Marketing, or related field
10+ years of B2B sales experience in relevant industries
5+ years in senior sales leadership roles
Demonstrated success driving revenue growth and building high-performing teams

Nice To Haves

Established network within the trade show, exhibit, or experiential marketing industry strongly preferred

Responsibilities

Own and execute the revenue strategy for the tradeshow division
Achieve or exceed revenue and gross margin targets
Maintain accurate forecasting (±10%) and 3× pipeline coverage
Identify and penetrate high-value verticals and strategic accounts
Drive deal strategy, pricing discipline, and margin protection
Lead and develop a high-performing sales organization
Oversee Project Managers and Estimators to ensure alignment from proposal through execution
Establish clear accountability metrics, KPIs, and performance standards across all teams
Leverage and optimize established processes that position the division for scalable growth, driving alignment between sales strategy and operational delivery
Ensure seamless handoff and collaboration between sales and execution teams
Recruit, coach, and retain top-tier talent across sales, PM, and estimating functions
Implement structured onboarding, training, and career development programs
Elevate team performance in win rates, deal size, and profitability
Foster a culture of accountability, collaboration, and continuous improvement
Partner closely with COO and operational leadership
Ensure all sales commitments align with capacity, budget, and execution realities
Protect margin throughout the project lifecycle
Resolve escalated client or project issues impacting revenue or retention
Strengthen IE’s position within the trade show and experiential marketing industry
Leverage and expand your industry network and client relationships
Represent IE at industry events, trade shows, and executive-level client meetings
Partner with marketing to enhance brand positioning and demand generation