David Brull, Senior Vice president, Global Accounts. He is involved with guiding and strategizing sales. He is a visionary when it comes to strategic execution of client partnerships to shape their stories. He recently celebrated his 13-year work anniversary at Kubik. Drawing on his extensive knowledge, he shares what might be the key to building long-term global client partnerships in a dynamic, fast-paced industry and so much more!
What is your role at Kubik? What are your everyday responsibilities?
David: I work with new and existing clients to understand their goals, shape the stories they want to tell, and help ensure their programs run smoothly from the initial conversation through execution. My everyday responsibilities include building client relationships, guiding sales and account strategy, connecting the right Kubik teams, asking the hard questions, and keeping everyone aligned around the client’s objectives.
Can you map out your career journey for us? What brought you to Kubik?
David: That’s an interesting question. I first worked on events as part of sales and marketing roles in the hospitality industry, but I truly entered the exhibit and event world after answering a Craigslist ad for a membership manager position at an association for exhibit and event professionals. That role introduced me to an industry that was far bigger and more creative than I had imagined. I later joined a Kubik competitor, then ran into Elliot Kohn at an event and asked whether he had an opening for me. Two weeks later, I joined Kubik and I have never looked back.
You recently celebrated 13 years with the company. What is the biggest secret to building long-term, global client partnerships in the fast-paced events industry?
David: The biggest secret is trust: never be afraid to take a chance, tell the truth, or push the team toward something better. “Clients want to work with me and with Kubik because we are honest about what will work, willing to have difficult conversations, and committed to achieving great things together.” Long-term partnerships are built when clients know you will protect their brand not just tell them what they want to hear.
What’s one of the biggest risks you’ve taken in your career? How do you feel about having taken it?
David: One of the biggest risks I took was reinventing my career after 9/11. I had been working in sales and marketing in the hospitality industry when I was laid off. I decided to spend the summer working at a camp because I thought, when else would I ever have the chance to do that? That summer led to five years as Director of Informal Education for a nonprofit before I joined the staff of the Trade Show Exhibitors Association. The experience taught me to think differently about how people learn, connect, and engage and that perspective still shapes how I approach events today. Looking back, taking that risk changed the direction of my career for the better.
Kubik is famous for building environments where "real connections are made". What is your personal golden rule for making an event space feel human?
David: Take a step back and remember people interact with people. We are not designing for photos, we are designing for human interactions.
As a global account leader, what are your top three non-negotiable items for a sales pitch?
David: “My three non-negotiables are honesty, the willingness to ask hard questions, and a true team/partner mindset.”A strong pitch is not about telling a client what we think they want to hear; it is about understanding the challenge, challenging assumptions when necessary, and showing how we will work together to achieve the right outcome.
Outside of 9-to-5, what would we find you engaging in?
David: One of the best things to come out of the COVID era was that I started running for the first time in my life. Since then, I have completed five half marathon races. It has become an important way for me to challenge myself and recharge outside of work.
Emoji: What’s your current mood/favourite work emoji?
David: 🤦 the facepalm- It captures those moments when the unexpected happens, but you take a breath, smile, and figure it out.
Fun-fact: What’s your unique trait/surprising talent?
David: I have an incredible visual memory for exhibits. I can talk with someone whose company has never worked with Kubik and immediately picture their exhibit from the show floor sometimes from a decade earlier.
Would you rather: Have a coffee machine that tells jokes v/s a water dispenser that gives life advice?
David: Coffee machine because I love to laugh and smile.
Keep up with David on LinkedInAbout Kubik Storytellers Series.
From the drawing board to the floor, a project only succeeds because of the passionate team making it happen behind the scenes. That’s why we created the Kubik Storyteller Series. We want to introduce you to the incredible people who keep our operations running smoothly and build the deep trust our clients place in us. Ultimately, our team’s own personal stories and journeys are what motivate us to craft yours.