REAL finds itself in the enviable position of managing one of the most interesting and versatile connected spaces in North America with an opportunity to impact the lives of millions by creating life-long memories and delivering exceptional experiences.
The Director, Partnerships & Sales is a leadership role responsible for driving revenue growth, advancing REAL’s business development strategy, and leading a high-performing team focused on sponsorship, event sales, and funding opportunities. Reporting to the Vice President, Revenue, Experience & Event Delivery, the Director is accountable for delivering aggressive revenue targets through partnership cultivation, external stakeholder engagement, and proactive sales management.
As Director, you will oversee a portfolio that includes event sales, sponsorship development, and grant and proposal writing. The Director fosters a strong sales culture while empowering the team to secure new clients, grow sponsorship portfolios, maximize venue bookings, and unlock new funding streams. As a key leader, this role requires financial acumen, strategic relationship management, and a collaborative mindset to align sales and partnership initiatives with organizational goals.
What You’ll Do:
Revenue Strategy & Financial Leadership
Develop and implement sales strategies that grow revenue across sponsorships, consumer and trade events, venue rentals, and grant-supported initiatives
Develop and manage the annual budget for the Partnerships & Sales portfolio, ensuring targets, resource allocation, and financial performance align with revenue goals and strategic priorities
Track and analyze KPIs, forecasts, and pipeline performance to support data-driven decision making and sales optimization
Collaborate with Finance to ensure pricing models, reconciliations, and reporting systems reflect business priorities and profitability goals
Translate organizational growth objectives into tactical action plans across sales and partnership channels
Sponsorship & Partnership Development
Oversee REAL’s sponsorship strategy, including prospecting, negotiation, and relationship management
Enable and support the Manager of Sponsorships to deliver on portfolio growth through innovation, clear targets, and partner stewardship
Build and maintain senior-level relationships with key sponsors and community partners, stepping in on high-value or complex opportunities as needed
Identify and commercialize new partnership assets and revenue-generating opportunities across REAL’s venues and events
Ensure sponsorships are integrated into marketing, events, and guest experience strategies to deliver mutual value
Event Sales & Venue Utilization
Lead a dynamic team responsible for selling and servicing third-party events such as expos, tradeshows, banquets, meetings, and rentals
Set clear sales goals and pipeline expectations, ensuring regular progress updates and performance reviews
Provide guidance on event pricing, client service models, and booking strategies that optimize venue use and client satisfaction
Support the team in securing new business, maintaining strong industry relationships, and collaborating cross-functionally on event delivery
Drive strategies to increase campus utilization, repeat bookings, and client retention
Grants, Bids & Proposal Coordination
Guide the identification and pursuit of grants, bids, and funding opportunities that align with REAL’s business and community objectives
Ensure high-quality written submissions are prepared in alignment with program criteria and strategic goals
Partner with internal teams to gather data, outcomes, and reporting materials for funded projects
Strategic Relationships & External Engagement
Build and maintain productive relationships with local and regional business, tourism, and economic development partners to support shared goals and expand REAL’s reach and impact
Represent REAL at external events, trade shows, and partner meetings to elevate the organization’s visibility and business network
Ensure alignment between REAL’s partnership activities and the broader economic development goals of the region
Core Competencies:
Revenue Generation & Business Development
Demonstrates a strong commercial mindset with a proven ability to drive revenue through sales strategy, prospecting, and relationship building
Identifies and acts on growth opportunities to maximize value across sponsorships, partnerships, and event sales
Strategic Leadership & Accountability
Leads high-performing teams with clear targets, consistent performance monitoring, and a results-driven culture
Translates strategic direction into practical execution plans and holds self and others accountable to outcomes
Relationship Building & Stakeholder Engagement
Builds trust and rapport with internal and external stakeholders, including clients, partners, and collaborators
Navigates complex relationships with diplomacy, professionalism, and long-term vision
Financial Acumen & Budget Management
Develops and manages program-level budgets, interprets financial reports, and applies insights to improve profitability and performance
Balances revenue growth with cost control and operational efficiency
Communication & Influence
Communicates clearly and persuasively in written and verbal forms, including pitches, proposals, and partner-facing materials
Influences across teams and functions to drive alignment and support for key initiatives
Innovation & Problem Solving
Encourages creative thinking to unlock new opportunities, enhance sponsorship offerings, and increase event sales
Applies a solutions-oriented mindset to challenges and identifies practical, forward-looking improvements
WHAT IT TAKES
Apply today if you meet the following requirements:
Education & Experience:
Bachelor’s degree in business, marketing, communications, commerce, event management, or related field is required
A minimum of 7–10 years of progressive experience in business development, sales, sponsorship, or event-related industries
At least 3 years in a leadership or management role with demonstrated success overseeing teams and delivering on revenue targets
Proven ability to develop and manage budgets, analyze financial performance, and drive accountability for revenue outcomes
Experience within event venues, tourism, sports, entertainment, or nonprofit sectors is strongly preferred
Experience with grant writing, bid coordination, or public funding applications is considered an asset
Knowledge, Skills and Abilities:
B2B and B2C sales and sponsorship strategies, client development, CRM systems, and strategic account management
Corporate sponsorships, partnership strategy, and brand activation
Event and venue booking cycles, pricing models, and utilization strategies
Proposal development, grant programs, and public funding processes
Building and managing high-performing, multidisciplinary teams
Communication - verbal, written, presentation, and negotiation
Strategic planning, revenue forecasting, and pipeline management
Relationship development and stakeholder engagement
Time management and balancing competing business priorities
Lead by example and foster a performance-driven team culture
Translate strategic revenue targets into clear actions and measurable outcomes
Build and maintain relationships with public, private, and community stakeholders
Translate strategic goals into measurable actions and operational plans
Represent REAL with credibility and professionalism across business sectors
Adapt quickly in a dynamic, fast-paced, event-driven environment
Other Requirements
Ability to work flexible hours, including evenings and weekends, as required for events or partner engagements
A valid Class 5 driver’s license and access to a vehicle may be required for off-site meetings or client visits
Ability to obtain and maintain a satisfactory criminal record check
WHY CHOOSE REAL?
Here at REAL, we can offer unique experiences unlike any other organization:
Make a difference in your own community.
Be a part of an industry responsible to create fun and memorable moments for our guests.
A wide range of employment opportunities to fit your own lifestyle – whether that’s committing to us in a full-time capacity or more of a casual role that is event specific and tailored around your own availability.
We offer competitive wages and industry standard benefits.
Matching Group RRSP plan.
For more information visit our website at www.realdistrict.ca. Posting will be up until a suitable candidate is found.
Please click the link to apply: https://apply.workable.com/real1884/j/37C8A37525/
