Summary

The Institute for Portfolio Alternatives (IPA) is seeking a dynamic and results-driven Director of Sales & Business Development to lead sponsorship and partnership sales for our national conferences and initiatives. This is a frontline, revenue-generating role focused on selling sponsorship packages to asset managers, financial firms, and key industry stakeholders. The ideal candidate has strong B2B sales experience, excels at relationship-building, and is motivated by closing deals and driving growth in a mission-driven organization. This position offers a competitive base salary plus commissions.

While the association is based in Washington, D.C., this is a 100% remote position with occasional travel for conferences and team meetings.

 Key Responsibilities

• Foster a “hunter” mindset and instill a sales-driven approach within the organization to drive growth.
• Identify and drive innovative sponsorship sales and brand activation opportunities that align with partner goals while growing IPA revenue.
• Develop and maintain a target list of prospective sponsors in key industry segments and research decision-makers to initiate outreach.
• Lead high-touch outreach to prospective partners through calls, emails, and in-person meetings to introduce IPA sponsorship opportunities.
• Cultivate strong relationships with existing and new members.
• Establish and implement performance tracking and metrics.
• Take full ownership of sponsorship sales targets.
• Implement new policies and procedures to enhance efficiency and maximize revenue.
• Meet or exceed annual revenue goals by regularly analyzing membership progress to ensure IPA stays on track with budgeted targets.
• Define key metrics for sponsor satisfaction to drive repeat business.
• Coordinate with internal teams, including Meetings & Events and Marketing, to ensure seamless delivery of sponsorship benefits.
• Develop sponsor retention initiatives by actively listening to feedback, taking responsive action, analyzing data, and implementing changes for continuous improvement.
• Develop and measure key performance indicators (KPIs) and recommend additional data to track in order to establish actionable metrics.
• Conduct monthly, quarterly, and annual reviews of overall progress.
• Perform other projects as assigned by the President & CEO.

Experience Required:

• Proven sales performer with a strong track record in executive-level engagement, relationship building, strategic and consultative sales, partner development, and achieving sales goals.

• Extensive sales and client management experience, with a focus on building lasting client relationships and delivering strong financial results.
• Multiple backgrounds will be considered:
  • Minimum of 3 years of experience in business development, membership sales, partnership management, or strategic alliances.
  • Financial industry sales experience is desirable but not required. Existing relationships in key markets and industry knowledge are a plus.
  • Experience selling a mix of offerings such as sponsorships, media, events, or programs is strongly preferred.
• Self-starter with a motivated, proactive approach; versatile and willing to take risks to drive growth.

General Requirements:

• High-energy, self-motivated, with a positive attitude and a strong drive to succeed, backed by a track record of progressive career advancement.
• Ability to balance multiple tasks with competing priorities, prioritize effectively, meet deadlines, and work independently with minimal supervision.
• Strong business acumen with effective problem-solving, negotiation abilities.
• Ability to think strategically.
• Superior interpersonal, oral and written communication skills and excellent time management skills.
• Ability to work both independently and as part of a team.

Reporting Relationships:

Reports to the President & CEO.