Director, Organizational Sales

The Director of Organizational Sales is the primary outbound revenue generator within PRSA's Business Development department. This role drives externally-focused business development across the organization's full product and service portfolio — including memberships, sponsorships, professional development, publications, and media — with a core mandate of prospecting and closing new B2B business (hunting). The director executes outbound sales campaigns, manages the full sales cycle from first contact through close, and hands off won accounts to the team for ongoing cultivation. This position is fully accountable for generating new non-dues revenue, maintaining a healthy pipeline, and contributing market intelligence that informs product strategy. The director will help establish the hunting function from the ground up — building processes, refining messaging, and opening doors with new B2B partners, sponsors, and member organizations. Primary Responsibilities New Business Development & Outbound Sales Lead the full sales cycle for new B2B sponsorship and partnership opportunities across all PRSA programs — including Membership, Certification, Professional Development (PD), Awards, Events, and the International Conference (ICON). Execute a structured outbound prospecting cadence (email, phone, LinkedIn, events) targeting corporate partners, solution providers, and employer organizations. Qualify leads using a consistent framework (e.g., BANT or MEDDIC) and advance opportunities through each pipeline stage with discipline and velocity. Develop customized value propositions and sponsorship packages tailored to each prospect's audience reach, brand, and business objectives. Establish sponsorship tiers, create benefit packages, initiate proposals, negotiate terms, and close agreements independently. Maintain a pipeline of at least 3x quota in qualified opportunities at all times. Exhibit & Event Sales Own the exhibit sales process for ICON and other PRSA events — from initial outreach through contract execution. Coordinate logistical details with new sponsors and exhibitors in collaboration with the Events team, ensuring a smooth pre-event experience. Identify upsell opportunities within event relationships (e.g., session sponsorship, branded content, digital placements) and present them proactively. Organizational Partnership & PD Program Sales Manage and execute the full sales cycle for organizational partnerships and Professional Development (PD) product sales — including group licensing, cohort enrollments, and corporate training packages. Prospect into HR, L&D, PR/Communication, Marketing and workforce development leaders at companies and associations with a need for scalable professional development solutions. Negotiate and finalize partnership agreements, including multi-product bundles combining memberships, PD, and sponsorship elements. Revenue Strategy & Sales Collateral Identify opportunities to enhance the value of existing product lines through add-ons, bundling, or new packaging. Assist in developing and maintaining sales collateral, sponsorship prospectuses, proposal decks, pricing catalogs, and digital/print sales resources. Collaborate with Marketing and Programs teams to ensure all collateral is current, accurate, and aligned with PRSA’s brand standards. Pipeline & CRM Management Own and maintain all activity, opportunity, and account data within the CRM (HubSpot)— logging all outreach, calls, meetings, and deal updates within 24 hours. Develop and execute monthly and quarterly sales plans with defined activity targets, revenue goals, and segment strategies. Deliver consistent pipeline updates including opportunity status, deal velocity, and forecast updates. Track and analyze win/loss data to identify patterns and continuously refine targeting and messaging. Internal Liaison & Cross-Departmental Coordination Serve as the primary internal connector between external sales opportunities and PRSA’s program departments (Events, Education, Marketing, Membership, and Communications). Coordinate with the team on proposal development, fulfillment handoffs, and scheduling. Brief the team, on all newly closed accounts to ensure a seamless transition to ongoing relationship management. Secondary Responsibilities Market Intelligence: Monitor industry trends, competitor offerings, and sponsor/partner activity to surface actionable recommendations for product improvement or new revenue opportunities. Departmental Support: Assist with planning activities, and implementation of strategic initiatives as needed. Customer Logistics: Support coordination of client visits, site tours, and event logistics. BD Representation: Represent PRSA at industry events, conferences, and networking opportunities to build the prospect pipeline and raise organizational visibility. Qualifications Education Bachelor’s degree (4-year) required. Preferred fields: Business, Communications, Marketing, Public Relations, or related discipline. Experience 5+ years of progressive B2B sales experience, with a demonstrated, quantifiable track record of meeting or exceeding new business revenue quotas. Proven experience managing a full sales cycle independently — from prospecting and discovery through proposal, negotiation, and close. Background in at least one of the following environments strongly preferred: Association, nonprofit, or membership organization sales Sponsorship, media, or event-based sales Corporate partnership or B2B solution sales Professional development, training, or education product sales Required Skills & Competencies Consultative Sales Ability: Skilled at identifying prospect needs through discovery and positioning solutions that align to business objectives — not just features. C-Suite Presence: Comfortable building relationships with and presenting to senior decision-makers (VP, SVP, CMO, CHRO, CEO level). Negotiation & Closing: Proven ability to negotiate multi-element agreements and close complex deals independently, including contracts with legal review cycles. Pipeline Discipline: Strong CRM habits with experience in HubSpot or Salesforce; rigorous about pipeline hygiene and accurate forecasting. Financial Acumen: Comfortable with revenue forecasting, budget conversations, and basic P&L concepts in the context of sponsorship and partnership structures. Internal Collaboration: Ability to work cross-functionally with Events, Marketing, Programs, and Finance teams to build and deliver on sales commitments. Communication: Excellent written and verbal communication; strong proposal and presentation development skills. Resilience & Hunter Mindset: Self-motivated, goal-driven, and comfortable with the rhythm of outbound prospecting — able to manage rejection and maintain momentum. Technology Requirements CRM proficiency required (HubSpot preferred). Familiarity with outbound sales tools (e.g., Outreach, Apollo.io, LinkedIn Sales Navigator). Comfortable with proposal and document tools (e.g., PandaDoc, Proposify, or equivalent). Proficient in Microsoft Office / Google Workspace. Other Requirements Travel: Approximately 10–15% travel required for client meetings, industry events, and PRSA conferences (including ICON). Event Participation: Approximately 10% of time may involve event support, which can include extended periods of standing and on-site coordination. #J-18808-Ljbffr Tennessee Society of Association Executives