Who you are Located in Calgary, Alberta, or ready to relocate here, you are a career partnership sales professional who sees opportunities through from first conversation to signature. Ambitious and driven, you have a demonstrated track record of personally closing six-figure, multi-year partnership deals for live events, festivals, and experiences with senior marketing, brand, and executive stakeholders. You build your own pipeline rather than waiting for inbound interest to arrive, you thrive against a fixed event date that does not move, and you hold yourself accountable for one number above all else: total partnership revenue committed. You have done this before, and owning the partnership engine for one of North America's most distinctive brand events is the next step in your career.
Who we are The Gathering Festival is an annual brand festival held in Banff, Alberta, produced by CULT Collective. It brings together the most ambitious brand, marketing, and executive leaders in North America for a few days that look nothing like a traditional conference. Our partners are not sponsors with a logo on a banner. They are co‑creators of the experience, and the best of them stay with us for years. We are scaling, and partnership revenue is the fuel. This role exists to make sure that fuel supply never runs dry.
Primary duties and responsibilities Deliver $1.8M in total annual partnership revenue for the 2027 festival: a minimum of $1M in net new partnerships, with the balance from renewal and expansion of the existing partner book
Build and maintain a net current pipeline at a minimum 5:1 coverage ratio against the net new target
Structure multi-year agreements as the default, not the exception. Single-year deals are the fallback position, not the opening one
Partner with the CRO and marketing to formalize The Gathering's annual partnership plan and go-to-market strategy
Translate the plan into target categories, ideal partner profiles, category exclusivity positions, and priority accounts
Personally prospect and generate new partnership opportunities with target brands and decision-makers
Build relationships with senior marketing, brand, and executive stakeholders, and with the agency and media partners who influence them
Qualify opportunities against The Gathering's ideal partner profile and audience promise, and keep a full, healthy pipeline at all times
Lead the Partner Success Manager against their renewal number, calendar, and execution.




Set the partnership strategy the Partner Success Manager executes against, covering category priorities, pricing discipline, activation standards, and what a healthy partner relationship looks like, and coach them against it
Lead consultative partnership conversations from first contact through signed agreement
Develop compelling partnership concepts, packages, positioning, and pricing in collaboration with internal teams
Negotiate commercial terms, rights, and exclusivity, and drive agreements to signature
Personally lead and close The Gathering's highest-value and highest-priority partnership opportunities
Report on pipeline health, forecast accuracy, renewal rate, and revenue attainment to the CRO
Deliver a clear, well-documented handoff to the Partner Success Manager once an agreement is signed, so activation starts with full context and every commitment made in the sale is captured
Competencies Taking responsibility for your own successes and failures
Setting and exceeding ambitious new partnership revenue targets
Being highly effective at new business development (prospecting)
Qualifying opportunities and overcoming objections
Assessing situations and effectively solving problems in complex, multi-stakeholder sales
Working backward from a fixed event date without letting the calendar dictate the quality of the deal
Leading a direct report who carries part of your number, giving them ownership while staying close to the work
Results Personally close six-figure partnership deals
Sell and structure multi-year partnership agreements that renew
Proactively prospect to generate business from net new partners
Build and manage a large, active sales forecast and pipeline without losing focus on the close
Get to the decision-makers in an account
Grow an existing partner book year over year through expansion, not just retention
Carry a total revenue number that includes revenue delivered by a direct report
Deliver against a defined annual revenue target with direct accountability to a CRO
Intangibles Driven, focused, and accountable to the number




A self-starter who builds pipeline rather than relying on inbound
Personable and collaborative with internal teams, leadership, and partners on site
Exceptional at time management and prioritizing a full pipeline against a fixed event calendar
Credible in a room full of CMOs and C‑Suite, as a peer, not a vendor
The kind of leader who sets the standard by example, and who makes the people reporting to them measurably better
Skills Prospecting for new partners face to face, at industry events, and via technology
Consultative, value-proposition-based selling
Uncovering partner objectives and understanding what they are actually trying to buy
Building partnership concepts and packages that serve the partner without compromising the attendee experience
Developing compelling proposals, positioning, and pricing
Negotiating commercial terms, rights, and category exclusivity, and driving agreements to signature
CRM systems and disciplined pipeline management
Performance Held roles such as Head of Partnerships, VP of Partnerships or Sponsorship, Director of Partnerships, Director of Business Development, Head of Commercial Partnerships, or Enterprise Sales Leader
Built or improved a partnership function, rate card, or sales process
Sold to senior marketing, brand, or executive stakeholders
Negotiated and closed complex, multi-year agreements
Maintained pipeline coverage well ahead of target and forecasted with accuracy
Retained and grown a partner book across multiple event cycles
Managed a partner development, account management, or client success resource against a renewal number
Front of the line: if you have the experience 8+ years in partnership, sponsorship, or enterprise B2B sales
A track record of personally closing seven-figure, multi-year partnership deals
Experience selling partnerships for live events, festivals, or experiential properties
Experience selling to senior marketing and brand leaders at national or global brands
Experience owning a combined new business and renewal number with a partner-facing direct report
Education An MBA, bachelor's degree, or diploma in business, marketing, or a related field is an asset.
Travel Position may require travel for partner pursuits, pitches, and industry events, as well as on-site presence in Banff for the duration of the festival and related events throughout the year.

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📌 Head of Partnerships Revenue (Alberta)
🏢 Cult Ideas
📍 Alberta