Director, Premium Sales, EMEA - LA28 Olympic & Paralympic Games

About the role

IMG is a leading global sports marketing agency, specializing in media rights management and sales, multi-channel content production and distribution, brand partnerships, strategic consulting, digital services, and events management. It powers growth of revenues, fanbases and IP for more than 200 federations, associations, events, and teams, including the National Football League, English Premier League, International Olympic Committee, National Hockey League, Major League Soccer, ATP and WTA Tours, the AELTC (Wimbledon), Euroleague Basketball, CONMEBOL, DP World Tour, and The R&A, as well as UFC, WWE, and PBR. IMG is a subsidiary of TKO Group Holdings, Inc. (NYSE: TKO), a premium sports and entertainment company. TKO Group Holdings, Inc. (NYSE: TKO) is a premium sports and entertainment company. TKO owns iconic properties including UFC, the world's premier mixed martial arts organization; WWE, the global leader in sports entertainment; and PBR, the world's premier bull riding organization. Together, these properties reach 1 billion households across 210 countries and territories and organize more than 500 live events year-round, attracting more than three million fans. TKO also services and partners with major sports rights holders through IMG, an industry-leading global sports marketing agency; and On Location, a global leader in premium experiential hospitality. Director, Premium Sales - EMEA (London) LA28 Olympic & Paralympic Games | On Location Location: EMEA (London) Reports To: Sr, Director, Hospitality & Premium Sales Employment Type: Full-Time The Director of Premium Sales - EMEA is a senior individual contributor and team leader for On Location's commercial premium sales operation across defined EMEA markets. This is a selling role first - the Director is expected to personally own and close a significant portfolio of complex, high-value deals while simultaneously setting the standard, rhythm, and culture for the regional sales team. This is not a behind-the-desk leadership position. The Director works alongside their team in market , leads from the front on key accounts, and uses every client interaction as a live coaching moment. They translate ground-level deal intelligence into sharper strategy, tighter forecasting, and smarter go-to-market decisions .

Responsibilities

• Personal Sales Execution & Revenue Ownership
• Carry and close a personal book of business across priority EMEA markets - this role is an active quota-bearing seller
• Own the full sales cycle on top-tier regional accounts: prospecting, needs assessment, solution design, negotiation, and close.
• Drive both inbound conversion and disciplined outbound prospecting, modeling the behaviors and cadence expected of the wider team.
• Maintain a healthy personal pipeline with CRM discipline and accurate stage-level forecasting.
• Team Leadership & Coaching
• Serve as the team leader for EMEA premium sales . Be present in the field, engaged in deals, and coaching sellers through live situations rather than from a distance.
• Build, develop, and hold accountable a high-performing regional sales team with clear performance benchmarks, pipeline standards, and activity expectations.
• Join seller calls and client meetings to model closing behaviors, provide real-time feedback, and elevate deal strategy.
• Run structured deal reviews, pipeline sessions, and 1:1s that sharpen seller skills and surface risk early.
• Foster a performance culture rooted in accountability, urgency, and collaboration - where winning together is the standard.
• Reporting, Forecasting & Sales Operations
• Own regional forecast accuracy and pipeline health reporting, providing senior leadership with a clear, honest view of performance, risk, and upside.
• Maintain CRM discipline across the team to ensur e pipeline data is current, stage definitions are applied consistently, and deal progression is tracked rigorously.
• Deliver regular performance updates that connect deal-level activity to regional revenue trajectory and identify actionable interventions.
• Advise up on market signals, competitive dynamics, and demand trends that should inform pricing, packaging, or inventory decisions.
• Market Strategy & Go-To-Market Execution
• Define and execute EMEA-specific sales strategies aligned to global premium objectives and product availability.
• Bring deep regional knowledge to inform pricing, segmentation, account targeting, and market prioritization.
• Adapt sales approaches to reflect cultural nuances, buying behaviors, and corporate hospitality dynamics across EMEA markets.
• Identify and pursue whitespace opportunities through new sectors, accounts, and buyer profiles across the region.
• Client Engagement & Stakeholder Representation
• Serve as a senior commercial presence with key clients, agencies, and partners across EMEA by building trust and closing business at the executive level.
• Support sellers in high-stakes presentations and contract negotiations, fu

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