Who you areLocated 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 areThe 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 responsibilitiesDeliver $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 bookBuild and maintain a net current pipeline at a minimum 5:1 coverage ratio against the net new targetStructure multi-year agreements as the default, not the exception. Single-year deals are the fallback position, not the opening onePartner with the CRO and marketing to formalize The Gathering's annual partnership plan and go-to-market strategyTranslate the plan into target categories, ideal partner profiles, category exclusivity positions, and priority accountsPersonally prospect and generate new partnership opportunities with target brands and decision-makersBuild relationships with senior marketing, brand, and executive stakeholders, and with the agency and media partners who influence themQualify opportunities against The Gathering's ideal partner profile and audience promise, and keep a full, healthy pipeline at all timesLead 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 itLead consultative partnership conversations from first contact through signed agreementDevelop compelling partnership concepts, packages, positioning, and pricing in collaboration with internal teamsNegotiate commercial terms, rights, and exclusivity, and drive agreements to signaturePersonally lead and close The Gathering's highest-value and highest-priority partnership opportunitiesReport on pipeline health, forecast accuracy, renewal rate, and revenue attainment to the CRODeliver 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 capturedCompetenciesTaking responsibility for your own successes and failuresSetting and exceeding ambitious new partnership revenue targetsBeing highly effective at new business development (prospecting)Qualifying opportunities and overcoming objectionsAssessing situations and effectively solving problems in complex, multi-stakeholder salesWorking backward from a fixed event date without letting the calendar dictate the quality of the dealLeading a direct report who carries part of your number, giving them ownership while staying close to the workResultsPersonally close six-figure partnership dealsSell and structure multi-year partnership agreements that renewProactively prospect to generate business from net new partnersBuild and manage a large, active sales forecast and pipeline without losing focus on the closeGet to the decision-makers in an accountGrow an existing partner book year over year through expansion, not just retentionCarry a total revenue number that includes revenue delivered by a direct reportDeliver against a defined annual revenue target with direct accountability to a CROIntangiblesDriven, focused,



and accountable to the numberA self-starter who builds pipeline rather than relying on inboundPersonable and collaborative with internal teams, leadership, and partners on siteExceptional at time management and prioritizing a full pipeline against a fixed event calendarCredible in a room full of CMOs and C‐Suite, as a peer, not a vendorThe kind of leader who sets the standard by example, and who makes the people reporting to them measurably betterSkillsProspecting for new partners face to face, at industry events, and via technologyConsultative, value-proposition-based sellingUncovering partner objectives and understanding what they are actually trying to buyBuilding partnership concepts and packages that serve the partner without compromising the attendee experienceDeveloping compelling proposals, positioning, and pricingNegotiating commercial terms, rights, and category exclusivity, and driving agreements to signatureCRM systems and disciplined pipeline managementPerformanceHeld 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 LeaderBuilt or improved a partnership function, rate card, or sales processSold to senior marketing, brand, or executive stakeholdersNegotiated and closed complex, multi-year agreementsMaintained pipeline coverage well ahead of target and forecasted with accuracyRetained and grown a partner book across multiple event cyclesManaged a partner development, account management, or client success resource against a renewal numberFront of the line: if you have the experience8+ years in partnership, sponsorship, or enterprise B2B salesA track record of personally closing seven-figure, multi-year partnership dealsExperience selling partnerships for live events, festivals, or experiential propertiesExperience selling to senior marketing and brand leaders at national or global brandsExperience owning a combined new business and renewal number with a partner-facing direct reportEducationAn MBA, bachelor's degree, or diploma in business, marketing, or a related field is an asset.TravelPosition 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.

📌 Head Of Partnerships Revenue (Calgary)
🏢 Cult Ideas
📍 Calgary