Vice President, Sales
Tennessee Society of Association Executives, Washington, District of Columbia, United States
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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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
#J-18808-Ljbffr