Inside Sales Manager, Events

Job Description

Job Description

The Role

GovExec is seeking an Inside Sales Manager to lead and scale the event sales team within our Federal Business Council (FBC) division. This leader will be responsible for managing a team of inside sales professionals focused on selling sponsorships and participation in a robust portfolio of government-focused events.

The ideal candidate is a hands-on sales leader who excels at pipeline management, forecasting, and coaching teams to consistently exceed revenue targets. This role will work closely with marketing, event production, and senior sales leadership to ensure a strong pipeline of opportunities and predictable event revenue growth.

Responsibilities

Team Leadership

• Lead, coach, and develop a team of inside sales representatives responsible for event sponsorship and participation revenue.
• Establish clear sales goals, KPIs, and accountability measures for the team.
• Conduct regular pipeline reviews, deal coaching, and performance management.

Pipeline & Revenue Management

• Own and manage the event sales pipeline across the FBC portfolio.
• Drive consistent pipeline generation and ensure sufficient coverage against revenue targets.
• Monitor deal progression, remove roadblocks, and improve close rates.
• Deliver accurate weekly and monthly revenue forecasting.

Sales Execution

• Support the team in closing high-value sponsorships and strategic accounts.
• Develop sales strategies for key events and priority accounts.
• Ensure best practices in CRM usage, pipeline hygiene, and reporting.

Cross-Functional Collaboration

• Partner with marketing to drive demand generation and lead flow for events.
• Collaborate with event production teams to align sales strategy with event positioning and sponsor value.
• Work with leadership to refine pricing, packaging, and sales playbooks.

Qualifications

• 7+ years of B2B sales experience, with 3+ years managing a sales team.
• Experience selling events, sponsorships, or media solutions.
• Proven track record managing a revenue number and delivering against quota.
• Strong experience managing sales pipelines and forecasting.
• Experience using CRM platforms (Salesforce, Hubspot or similar).
• Strong coaching and team development skills.
• Ability to thrive in a metrics-driven environment.

Preferred Experience

• Experience selling into government contractors or the federal market.
• Background in B2B media, events, or marketing services.
• Experience managing inside sales or high-volume sales teams.

What Success Looks Like

• Consistently achieving or exceeding event revenue targets.
• A disciplined and healthy pipeline supporting the full FBC event portfolio.
• A highly engaged, accountable sales team with strong performance.
• Improved forecast accuracy and deal velocity.

About GovExec

GovExec’s data and insights set the standard for depth, accuracy, and impact for government leaders and contractors. As the market-leading information and intent-based marketing platform, for over fifty years GovExec has empowered the government ecosystem to engage and support government leaders as they work to achieve their missions across federal, defense, and state and local agencies. Our strategic sales enablement and intent-based marketing solutions accelerate revenue growth to fuel market success. The platform is powered by the largest and most sophisticated database in the public sector, GovExec’s platform reaches 3.3 million government influencers each month and provides its marketing clients with a significant competitive advantage in driving higher conversion and growth.

Working at GovExec

At GovExec, we believe that a new era of work -- particularly when, where, and how it gets done -- has arrived. We are building a hybrid workplace that allows for greater freedom and flexibility while also fostering a collaborative culture, no matter where you are working. GovExec offers permanent remote work in 20+ states across the US, as well as the option to work out of one of our offices based in Washington DC, New York or Connecticut. GovExec also offers a range of great benefits including:

• Medical, dental, and vision insurance plans
• 401(k) retirement plan with company match
• Open time off policy
• Twelve weeks paid parental leave
• Supportive, collaborative teams
• Unique opportunity to help government officials from a private sector company
• Expansive learning and development opportunities

Commitment to Shared Values

GovExec recruits talent for four salient attributes or qualities:

• Soul of Entrepreneurship
• Culture of Inclusion
• Force of Ideas
• Spirit of Generosity

The compensation range for this role is $175,000 to $195,000 per year, including commission potential.

Government Executive Media Group, Inc. and its affiliates ("GovExec") are Equal Opportunity Employers. We do not discriminate against our applicants because of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other status protected by applicable law.