Associate Account Executive

Associate Account Executive

Defense Strategies Institute – Jersey City, NJ

As an Associate Account Executive , you will be responsible for driving sponsorship and exhibit revenue across a portfolio of national security events. You will manage the full sales cycle for assigned opportunities, working with new and existing sponsors to build relationships, generate revenue, and deliver successful event partnerships. This role is designed for an ambitious sales professional looking to develop their skills while contributing to a growing conference portfolio.

About Us

Founded in 2012, Defense Strategies Institute is a non-partisan organization serving the U.S. defense, national security, and federal government communities. We deliver mission-relevant conferences, summits, and symposiums that bring together leaders from government, military, and private industry to address critical challenges, share ideas, best practices, and support mission success. DSI’s work centers on collaboration, ethical engagement, education, and support for those who serve.

At DSI, you’ll be part of a growing team helping to create trusted forums for dialogue, innovation, and partnership across the national security community

About the Role

As an Associate Account Executive, you will own the full sales cycle—from prospecting and outreach through discovery, proposal development, negotiation, and close. You will initially focus on smaller and less complex events while developing the skills and experience needed to manage larger events and opportunities. Your primary focus will be DSI's government portfolio, with additional responsibility for supporting events within our ASI energy portfolio.

The ideal candidate is a competitive, results-driven sales professional who thrives on developing new business, expanding existing accounts, and building relationships with decision-makers.

Key Responsibilities

• Prospecting & Pipeline Development: Build a pipeline of prospective sponsors through outbound calls, email, LinkedIn, referrals, and industry research.

• Lead Generation & Research: Research and identify prospective exhibitors and sponsors using LinkedIn, industry publications, and other market intelligence sources to build a targeted pipeline.

• Full Sales Cycle Management: Manage the full sales cycle for assigned sponsorship opportunities, including prospecting, discovery, proposal development, negotiation, and close, while collaborating with sales leadership.

• Sponsor Relationship Management: Build relationships with sponsors to support renewals, repeat business, and future event participation.

• Inbound Lead Management: Promptly follow up on marketing-generated leads, qualify opportunities, and convert qualified prospects into exhibitors and sponsors.

• CRM & Pipeline Management: Maintain accurate records of prospect interactions, pipeline activity, and sales opportunities in HubSpot, ensuring consistent pipeline progression, forecast accuracy, and achievement of revenue goals.

• Collaboration: Work cross-functionally with sales, marketing and event teams to ensure successful execution of sponsorship deliverables.

Who You Are

· Competitive, resilient, and motivated by achieving sales goals

· Motivated to build a successful career in B2B sales

· Comfortable making outbound calls and building new relationships

· Strong written and verbal communication skills, with the ability to build rapport and develop professional relationships with sponsors and industry contacts.

· Organized and disciplined in managing sales activities, pipeline and CRM

· Self-starter who thrives in a fast-paced environment, is coachable, and is motivated to grow into an Account Executive through strong performance and continuous development.

· Coachable and receptive to feedback, with a strong desire to develop consultative selling and negotiation skills.

Required Skills & Qualifications

· 1 – 2 years of B2B sales, business development, account management, or relevant customer -facing experience

· Experience with outbound prospecting through phone, email and LinkedIn

· Strong communication and relationship-building skills

· Demonstrated drive to achieve goals 

· Ability to manage multiple opportunities and maintain organized follow-up

· Previous experience closing business is preferred but not required

· Limited travel required to support on-site execution of events and sponsor engagement

· Experience with HubSpot, Salesforce or another CRM is preferred

Compensation & Benefits

• Base Salary: $50,000-$60,000 (commensurate with experience)

• On-Target Earnings (OTE): $85,000-$95,000

• Uncapped Commission

• Health insurance (Silver, Gold, Platinum PPO plans)

• Dental and Vision coverage available

• 401(k) with employer matching

• Paid Time Off (vacation and sick leave)

• Paid Winter Break

• Work-from-home Fridays

• Quarterly team outings and professional development opportunities