inD is a regional leader in B2B exhibitions and events with a team of over 1,000 colleagues operating across the Middle East, South Asia, Africa - and beyond.  

As a partnership between Informa PLC, the world's leading B2B live events organisation, and DWTC, the region's foremost business enabler and global events powerhouse, inD brings together unparalleled expertise and regional leadership.  

A subsidiary of Informa PLC, a publicly listed company on the London Stock Exchange, inD combines international scale and industry-leading knowledge with a strong portfolio of large-scale B2B event intellectual property. 

inD (pronounced "indee") brings together over 40 major B2B event brands spanning high-growth sectors including Healthcare (WHX Dubai), Energy (Middle East Energy), Aviation (Dubai Airshow), Food & Beverage (Gulfood), Technology (GITEX GLOBAL), and Information Security (GISEC GLOBAL).  

This role is based in our Dubai Office - One Central Tower.

Role Profile
We are seeking a Sponsorship Sales Manager to join our Aerospace Portfolio team in Dubai. This role replaces a departing Sales Manager and will lead the sales function for the Privé launch event while driving sponsorship revenue across our established aerospace portfolio. You will be responsible for driving revenue growth, executing sales strategies, managing key customer relationships, and ensuring sales targets are achieved while supporting business continuity and growth.

Key Revenue Targets
MEBAA Show 2026:

• Sponsorship Revenue: $1.5M (20% increase on previous event)

Dubai Airshow 2027:

• Sponsorship Revenue: $4.4M (23% increase on previous event)

Privé Launch Events:

• Hong Kong: $450K
• Riviera (Monaco): $1M

Key Responsibilities
Sponsorship Sales Strategy & Execution

• Develop and execute comprehensive sponsorship sales strategies across MEBAA Show, Dubai Airshow, and Privé events
• Identify and pursue new sponsorship opportunities aligned with event objectives and sponsor needs
• Create compelling sponsorship packages and value propositions tailored to different sponsor segments
• Achieve and exceed revenue targets: $1.5M (MEBAA), $4.4M (Dubai Airshow), $450K (Privé Hong Kong), $1M (Privé Riviera)
• Drive year-on-year revenue growth of 20-23% through strategic account development and new business acquisition

Privé Launch Event Leadership

• Lead the sales function for the Privé launch events in Hong Kong and Monaco (Riviera)
• Develop go-to-market strategies for this new luxury business aviation event series
• Build sponsorship propositions that resonate with ultra-high-net-worth individuals and luxury brands
• Establish Privé as a premium sponsorship opportunity within the business aviation sector
• Create foundational sales processes and best practices for future Privé events

Key Account Management

• Manage and grow relationships with strategic sponsors and high-value accounts
• Conduct regular account reviews and develop account growth plans
• Understand sponsor objectives, challenges, and ROI requirements
• Ensure exceptional sponsor experience from initial engagement through post-event evaluation
• Drive sponsor retention and repeat business across multiple events

New Business Development

• Identify and prospect new sponsorship clients across aerospace, aviation, luxury, technology, and related sectors
• Build robust sales pipeline to support current and future revenue targets
• Conduct market research to identify emerging sponsor categories and opportunities
• Attend industry events and networking functions to generate leads and build relationships
• Leverage industry knowledge and contacts to open doors with decision-makers

Sales Process & Pipeline Management

• Manage end-to-end sales cycle from prospecting through contract negotiation and closure
• Maintain accurate sales pipeline and forecasting in CRM system
• Prepare compelling proposals, presentations, and sponsorship packages
• Negotiate contracts and pricing to maximize revenue while delivering sponsor value
• Ensure timely contract execution and payment collection

Sponsor Relationship & Fulfillment

• Serve as primary point of contact for sponsors throughout the event lifecycle
• Coordinate with internal teams to ensure seamless sponsor onboarding and activation
• Monitor sponsor deliverables and ensure contractual obligations are met
• Conduct post-event evaluations and gather sponsor feedback
• Develop case studies and ROI reports that demonstrate sponsor success

Cross-Functional Collaboration

• Work closely with Marketing team to align sponsorship sales with marketing campaigns and lead generation
• Collaborate with Operations team to ensure sponsor requirements are operationally feasible and delivered
• Partner with Event Content team to integrate sponsors into conference programs and thought leadership opportunities
• Coordinate with Finance team on contracts, invoicing, and revenue recognition
• Support exhibitor sales team with integrated packages and cross-selling opportunities

Market Intelligence & Reporting

• Monitor competitor sponsorship offerings and market trends
• Provide insights on sponsor needs, market dynamics, and pricing strategies
• Prepare regular sales reports, forecasts, and performance analysis
• Present updates to senior management and stakeholders
• Contribute to strategic planning and business development initiatives

Business Continuity & Growth

• Ensure smooth transition and continuity following previous Sales Manager departure
• Maintain and strengthen existing sponsor relationships during transition period
• Identify opportunities to improve sales processes and increase efficiency
• Support team development and knowledge sharing
• Contribute to long-term portfolio growth strategy

Essential Requirements
Experience

• Minimum 5-7 years' experience in sponsorship sales, B2B sales, or commercial partnerships, preferably within events, exhibitions, aerospace, aviation, or luxury sectors
• Proven track record achieving and exceeding significant revenue targets
• Demonstrated experience managing high-value accounts and complex sales cycles
• Experience launching new products or events is highly desirable
• Background in the aerospace, aviation, or luxury industries is advantageous

Skills & Competencies

• Strong commercial acumen with ability to identify and close revenue opportunities
• Excellent negotiation and deal-structuring skills
• Outstanding relationship-building and account management capabilities
• Persuasive communicator with strong presentation and proposal-writing skills
• Strategic thinker with ability to execute tactically
• Proficiency in CRM systems (e.g., Salesforce) and Microsoft Office suite
• Strong organizational and time management skills

Knowledge

• Deep understanding of sponsorship sales principles and best practices
• Knowledge of B2B sales processes and pipeline management
• Familiarity with the aerospace and business aviation sectors
• Understanding of luxury market dynamics and high-net-worth audience engagement
• Awareness of event sponsorship trends and activation strategies

Personal Attributes

• Results-driven with strong focus on revenue achievement
• Self-motivated and entrepreneurial mindset
• Resilient and persistent in pursuing opportunities
• Collaborative team player with positive attitude
• Adaptable and comfortable with ambiguity, especially in launch scenarios
• Professional and polished with executive presence
• Culturally aware and able to work across international markets

Desirable Requirements

• Direct experience with MEBAA Show, Dubai Airshow, or similar aerospace exhibitions
• Experience selling sponsorships for luxury or VIP events
• Established network within aerospace, aviation, or luxury sectors
• Experience working in the Middle East, Hong Kong, or Monaco markets
• Knowledge of business aviation industry dynamics and key players
• Multilingual capabilities (English essential; Arabic, French, Mandarin, or Cantonese advantageous)
• Relevant sales or business development certifications

inD is a venture that represents the future of B2B events - combining local market leadership with international scale and expertise. inD offers the unique opportunity to work with world-class B2B event brands while being at the forefront of the region's rapid economic growth and Dubai's transformation into a global IP and knowledge hub. 

inD is not just participating in the industry's evolution, it's actively shaping it. With strong financial backing, ambitious growth targets and a portfolio of market-leading brands, inD represents an exceptional opportunity to build your career in one of the world's most dynamic business environments. 

Colleague experience is very important at inD. You will be joining a supportive, diverse and ambitious team that welcomes candidates from all backgrounds.