Manager, Business Development

Company: PBExpo (PartsBase Inc.)
Location: Remote

Company Overview

PartsBase Inc. is the world’s largest online Aviation Marketplace and Community, serving over 6,500 companies in 140+ countries. We partner with major aviation brands like Delta, Northrop Grumman, and Air France Industries. PartsBase offers a fully remote environment where you can work at the forefront of aviation technology.

Life at PartsBase

We foster a TEAM-focused culture where successes are celebrated. Our inclusive culture values unique contributions, and our people set us apart. We strive to hire the very best talent – motivated, well-organized individuals with a deep understanding of prospecting and developing strong customer relationships.

Position Overview

PBExpo is seeking a highly motivated Manager, Business Development to drive revenue growth and provide leadership, coaching, and strategic direction to a growing sales organization. This role is ideal for a proven sales leader who has managed account executives or sales teams while maintaining personal ownership of key revenue-generating relationships. You will be responsible for exhibitor, sponsorship, and attendee sales, while helping build, develop, and scale the PBExpo sales function. The successful candidate will possess a strong background in sales leadership, account management, business development, and revenue growth, leading by example, developing talent, driving accountability, and creating scalable sales processes.

Key Responsibilities

Leadership & Team Management

• Lead, mentor, and develop a team of Account Executives and sales professionals.
• Establish sales goals, performance expectations, and accountability measures.
• Conduct regular coaching sessions, pipeline reviews, and performance evaluations.
• Assist in recruiting, onboarding, and training new sales team members.
• Partner with executive leadership to develop and execute revenue growth strategies.
• Foster a high-performance, results-oriented sales culture.

Revenue Growth & Account Management

• Manage and grow a portfolio of strategic exhibitor and sponsor accounts.
• Drive exhibitor, sponsorship, and attendee revenue through renewals, upselling, and new business acquisition.
• Prospect and close new sponsorship, booth, and partnership opportunities.
• Build executive-level relationships with decision-makers in the aviation, aerospace, and defense industries.
• Conduct strategic account planning sessions and post-event business reviews.
• Develop long-term account growth strategies that maximize client retention and revenue expansion.

Sales Operations & Strategy

• Maintain accurate forecasting, pipeline management, and CRM reporting.
• Monitor sales performance metrics and identify opportunities for process improvement.
• Collaborate with marketing, events, and executive leadership to support revenue initiatives.
• Develop scalable sales processes that improve productivity and client experience.
• Provide market intelligence and competitive insights to leadership.

Qualifications

Required

• 4+ years of experience in B2B sales, account management, sponsorship sales, or trade show/event sales.
• 3+ years of direct people management experience leading sales or account management teams.
• Demonstrated success managing and developing high-performing sales professionals.
• Proven track record of consistently achieving and exceeding revenue targets.
• Experience overseeing both account retention strategies and net-new business development initiatives.
• Strong leadership, coaching, and performance management capabilities.
• Exceptional communication, negotiation, and executive relationship-building skills.
• Experience utilizing CRM platforms for forecasting, reporting, and pipeline management.

Preferred

• Experience managing sales teams within a trade show, conference, media, events, or sponsorship environment.
• Aviation, aerospace, defense, or adjacent industry experience.
• Experience scaling teams and building sales processes in a growth-oriented organization.

What Sets You Apart

• You are a leader first and a salesperson second.
• You have a proven ability to build, motivate, and retain top-performing sales teams.
• You thrive in environments where revenue growth and team development are equally important.
• You lead through accountability, coaching, and data-driven decision-making.
• You can balance strategic leadership responsibilities while remaining actively involved in key client relationships and revenue generation.

Compensation & Benefits

• Competitive base salary.
• Performance-based bonus and commission structure.
• Remote work environment.
• Leadership opportunity within a premier aviation industry event.
• Significant career growth potential.
• Comprehensive benefits package.