VP of Association Sales & Revenue Growth

Position Summary

We are seeking a strategic and performance-driven Vice President, Sales to lead revenue generation across a portfolio of association clients. This role oversees a team of sales executives responsible for sponsorship, exhibit, advertising, and digital media sales across multiple annual conferences, trade shows, and year-round engagement programs.

The Vice President is accountable for setting and executing portfolio-wide sales strategy, leading and developing a high-performing sales team, driving revenue growth across diverse industry verticals, and personally contributing to key account and high-value sales.

Essential Functions

Revenue Strategy & Portfolio Growth

• Develop and execute annual sales strategy across multiple association clients
• Establish revenue targets by product line (exhibit, sponsorship, digital, print, custom programs)
• Identify new revenue streams and develop innovative sponsorship offerings
• Partner with association leadership to align sales strategy with organizational goals
• Oversee pricing strategy and packaging structure across portfolio

Team Leadership & Performance Management

• Lead, mentor, and manage a team of sales executives
• Work with leadership and teams to set individual quotas and performance benchmarks
• Conduct pipeline reviews and forecast meetings
• Provide coaching on prospecting, proposal development, and closing strategies
• Recruit and onboard new sales talent as needed

Key Account & Strategic Sales

• Personally manage high-value accounts and strategic corporate partners
• Lead complex, multi-year negotiations
• Support team members on large or challenging deals
• Build executive-level relationships with major sponsors and exhibitors

Forecasting & Financial Oversight

• Drive portfolio-level revenue forecasting and reporting
• Provide monthly revenue projections to executive leadership
• Analyze sales performance metrics and adjust strategy as needed
• Monitor renewal rates, category strategy, pipeline velocity, and close ratios

Qualifications

• 7–12+ years of B2B sales experience (sponsorship, exhibit, media, or association sales preferred)
• 3+ years of sales team leadership experience
• Demonstrated success managing multi-million-dollar revenue portfolios
• Strong forecasting and pipeline management skills
• CRM experience
• Comfort working in multiple industry verticals
• Association experience preferred.

Performance Expectations

• Achievement of portfolio-wide revenue goals
• Team quota attainment
• Year-over-year revenue growth
• Renewal and retention benchmarks
• Expansion of cross-portfolio corporate partnerships

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