Description

ABOUT ICE 9 PRODUCTIONS:

For over two decades, Ice 9 Productions has been Boston's premier audiovisual staging and production company, transforming corporate events, trade shows, and experiential marketing campaigns for innovative global brands. We're at an exciting inflection point—scaling from $12.5M to $30M by 2030.

SUMMARY OF POSITION:

The Account Executive is responsible for driving new business development while converting existing clients into multi-year strategic partners. The expectation is the organization will scale from $12.5 million to $30 million in revenue by 2030, while evolving from project-based transactions to strategic partnerships. By focusing on revenue generation and business development, the Account Executive will support efforts to diversify our revenue base so that no single client exceeds 20% of total revenue by 2027. The Account Executive is expected to play a key role in establishing Ice 9 as the go-to innovation partner for Fortune 500 companies across New England.

The base range for this role is $75,000-$125,000 depending on experience with OTE expected to result in total compensation of $150,000 to $250,000+.

ESSENTIAL FUNCTIONS:

Generate revenue by acquiring new enterprise accounts. The target is 6-8 new logos annually with average contract values of $300K-$500K.

Responsible for building a strategic pipeline to support the development of new business. The Account Executive is expected to develop and maintain $6-8M qualified pipeline through systematic prospecting.

Convert RFPs to partnerships by Transforming one-off event requests into 2–3-year preferred vendor agreements. (Example: Instead of bidding on Company X’s annual sales meeting, propose managing their entire FY26 event calendar).

Expand market presence by penetrating new segments beyond the current concentration in life sciences and technology.

Responsible for Account Management which includes identifying expansion opportunities within current accounts. (Example: Client using Ice 9 for trade shows might add executive briefings, product launches, internal meetings).

Develop account plans for top 10 clients with Client Services team.

Strategically manager key relationships by building C-suite and procurement relationships beyond day-to-day event managers.

Protect base revenue by ensuring renewal and growth of key accounts during market diversification.

Effectively manage the sales process by maintaining an accurate prospect pipeline in HubSpot and conducting weekly forecasting.

Utilize Collaborative selling by partnering with the technical team on solutions design and proposals.

Ensure margins are optimized by balancing revenue growth with profitability targets.

Consistently and proactively seek market intelligence and provide competitive insights and client feedback to leadership team.

Requirements

MINIMUM REQUIREMENTS:

EDUCATION:

Bachelor’s degree in marketing, Communications, Multi Media, a related field or equivalent experience required

EXPERIENCE:

5+ years B2B sales experience with demonstrable new business success

Enterprise selling experience including procurement navigation and stakeholder management

REQUIRED SKILLS/QUALIFICATIONS:

Track record of achieving $2M+ annual quotas in complex, solution-based selling

Consultative selling approach with ability to position value over price

Pipeline management expertise with CRM systems (HubSpot preferred)

Comfort with longer sales cycles (3-12 months) and complex decision-making processes

PREFERRED SKILLS/QUALIFICATIONS:

Experience in events, AV production, or experiential marketing industries

Existing relationships with Fortune 1000 event managers or procurement teams

Track record of converting transactional customers to strategic partnerships

Experience with technical solution selling requiring collaboration with engineering teams

Boston area market knowledge and professional network

Exceptional communication skills

Detail-oriented with proactive attitude, strong follow-up and execution skills.

Ability to multi-task and work successfully in a fast-paced environment while making sound and informed decisions to adapt to various unforeseen changes at the last minute.

Ability to build and maintain strong working relationships with internal and external clients.

Ability to maintain a professional demeanor and positive attitude at all times.

Proven time management and problem-solving abilities