Senior Manager, Sales Marketing

If you're the person who can take a great idea and turn it into something a sales team can confidently take to market, this role is for you. IAB sits at the center of the digital advertising ecosystem, bringing together brands, agencies, publishers, platforms, and ad tech companies to tackle the industry's biggest opportunities and challenges. We're looking for a Senior Manager, Sales Marketing who can turn that access, expertise, and programming into compelling commercial opportunities for our members and partners. You'll be the commercial connective tissue between IAB's sales organization and the teams behind our events, research, thought leadership, education, policy, and member programs. You'll take our strongest assets and turn them into market-ready solutions with the right story, value proposition, inventory, pricing, packaging, and sales tools and help ensure what we sell translates into an exceptional sponsor experience. This is a highly cross-functional role for someone who loves both strategy and execution. You'll work closely with Sales, Events & Programming, Marketing, Research, Editorial, and Operations and become a central source of truth for IAB's sponsorship offerings and revenue-driving programs. The person who will thrive here is a sharp storyteller, commercially minded problem solver, strong project manager, and natural connector who knows how to turn complexity into something clear, compelling, and sellable. What You'll Own Turn IAB's Best Work Into Market-Ready Opportunities Lead the development and ongoing evolution of go-to-market materials for IAB's monetizable offerings, including event prospectuses, one-sheets, custom pitch decks, proposal modules, rate cards, FAQs, and talk tracks. Translate complex programming, research, policy, and industry initiatives into differentiated value propositions with clear sponsor benefits that resonate across IAB's various member categories, including publishers, platforms, ad tech, brands, and agencies. Partner with internal subject-matter experts to ensure materials are accurate, compelling, on brand, and launched on time against agreed-upon commercial milestones. Build reusable narratives and modular assets that support annual, multi-touch, and theme-based partnerships, reducing reliance on isolated, event-by-event proposals. Shape How We Package & Price Our Portfolio Own the creation, maintenance, and communication of sponsorship inventory, availability, tiers, packages, and product-level offerings across IAB's portfolio. Recommend pricing and packaging strategies using historical sales performance, sell-through, market context, delivery requirements, member feedback, and revenue goals. Partner with Sales leadership, Events, Programming, Operations, and Finance to establish clear guardrails for discounts, pricing exceptions, bundling, close dates, and out-of-scope requests. Maintain accurate product and inventory information in Salesforce and related systems; help advance Salesforce as the source of truth for pipeline, commitments, fulfillment status, and performance. Monitor inventory pacing and surface risks, gaps, and opportunities early, with recommendations to reposition, bundle, expand, or retire offerings based on demand. Build Custom Partnerships That Solve Real Member Needs Lead intake, scoping, development, and internal approval of custom sponsorship proposals, including complex, cross-functional, and multi-element partnerships. Translate member objectives, budgets, and decision criteria into tailored solutions that draw across IAB events, research, content, marketing, education, boards, groups, and emerging initiatives. Bring the right stakeholders together to validate feasibility, costs, timelines, inventory, deliverables, and ownership before commitments are made. Support sellers in high-value member conversations and proposal presentations; provide strategic recommendations that strengthen the solution and improve the likelihood of close and renewal. Turn the Sale Into an Exceptional Sponsor Experience Oversee the handoff from sale to execution, ensuring each sold program has an approved SOW, complete sponsor context, confirmed deliverables, named owners, milestones, and escalation paths. Lead kickoff and touch-based communications for complex sponsorships and serve as the coordinating liaison among the sponsor, seller, and IAB delivery teams. Maintain clear visibility into deliverables, asset deadlines, revenue pacing, execution status, and risks through shared trackers and systems; provide concise, recurring updates to stakeholders and leadership. Proactively anticipate sponsor needs, resolve issues, and protect the integrity and feasibility of IAB programs while delivering a consistent, high-touch partner experience. Ensure fulfillment is complete and accurate, including attendee and registration data, sponsor recaps, post-program reporting, and other contracted deliverables, with a goal of avoiding make-goods. Analyze sell-through, close rates, proposal turnaround time, sales-cycle length, partnership value, fulfillment performance, sponsor feedback, and renewal signals to inform future product and pricing decisions. Make Our Sales Team Better Develop and deliver seller trainings, product briefings, launch sessions, talk tracks, proposal guidance, and ongoing updates that enable the sales team to confidently position IAB offerings. Create simple, scalable resources that clarify ideal buyers, member needs addressed, proof points, availability, pricing, customization options, delivery considerations, and common objections. Provide responsive in-market support for seller questions, sponsor inquiries, and priority opportunities, including participation in client calls and member-facing information sessions when appropriate. Manage sponsorship inquiry channels and route prospective and existing partners to the appropriate sales lead. Establish standardized intake, approval, handoff, tracking, and reporting workflows that improve accountability and reduce duplicative meetings, manual reconciliation, and last-minute execution risk. What Success Looks Like You’ll know you're succeeding when: We're market-ready: Offerings launch on time with a clear value proposition, approved pricing, accurate inventory, defined deliverables, and complete seller tools. We're selling smarter: Sell-through, custom-proposal close rates, average partnership value, and renewal potential improve through stronger packaging and in-market support.Everyone knows what's happening: Salesforce and shared workflows provide reliable visibility into inventory, pipeline, commitments, ownership, milestones, and fulfillment status. Sponsors want to work with us again: Partners receive consistent, proactive communication and complete delivery from kickoff through recap, with minimal escalations and no avoidable make-goods. We're learning from what we sell: Post-program data and feedback translate into better product, inventory, pricing, and member-value decisions for the next sales cycle. You're Probably a Great Fit If You Have 6+ years of experience in sales marketing, integrated marketing, sponsorship marketing, media sales support, account management, or a related commercial role; experience in digital advertising, media, events, or a trade association is strongly preferred. Demonstrated experience creating persuasive B2B sales collateral and custom proposals, with advanced PowerPoint skills and a strong eye for narrative, structure, and detail. Working knowledge of sponsorship inventory, pricing, packaging, pipeline management, campaign fulfillment, and client service across complex or multi-channel programs. Exceptional project-management skills, including the ability to establish scope, owners, timelines, decision points, and risk-management plans across multiple concurrent initiatives. Strong commercial judgment and analytical ability; comfortable using sales and performance data to shape recommendations and communicate trade-offs. Experience developing annual, integrated, or multi-touch partnerships that combine events, content, research, marketing, education, or membership benefits. Excellent written, verbal, and interpersonal communication skills, including confidence working with senior internal stakeholders, sellers, subject-matter experts, and external partners. Proficiency with Microsoft Office, particularly PowerPoint and Excel; experience with Salesforce or a comparable CRM is required. Experience and adaptability using AI tools and applications a plus. A collaborative, proactive, and solutions-oriented working style, with the ability to influence without formal authority and operate effectively in a fast-paced, evolving environment. Familiarity with the digital advertising ecosystem and the priorities of brands, agencies, publishers, platforms, and advertising technology companies. Why IAB At IAB, you don't just work adjacent to the digital advertising industry—you work at the center of it. Our members include more than 700 of the world's leading brands, agencies, publishers, media companies, platforms, and technology companies. That means the work you do here has the opportunity to reach far beyond one company, one client, or one campaign. You’ll work alongside people who are shaping where the industry goes next. We work hard, care deeply about the work and one another, and believe the best ideas come from curiosity, healthy debate, collaboration, and a willingness to roll up our sleeves. IAB is a proud equal-opportunity employer. We are a drug-free EEO employer committed to a diverse workforce. We will consider all qualified candidates regardless of race, color, national origin, sex, age, marital status, personal appearance, sexual orientation, gender identity, family responsibilities, disability, education, political affiliation or veteran status. #J-18808-Ljbffr