Position Summary:The Senior Sales Manager is a revenue-focused role responsible for growing sponsorships for Novogradac's twelve annual national conferences and advertising across the Novogradac Journal of Tax Credits, the company's website and email campaigns. This position will build and manage relationships with sponsors, advertisers, industry organizations and key decision-makers to expand revenue, deepen client engagement and identify new market opportunities. The Senior Sales Manager will own the full sales cycle, from prospecting and pipeline development through proposal strategy, negotiation, closing and account growth. This role also represents sponsorship and advertising sales onsite at select conferences, with travel used as a core sales strategy to strengthen relationships, accelerate opportunities and generate new business.
Your Contributions and Responsibilities- Maintain and grow existing sponsor and advertiser relationships while establishing new sponsor and advertiser relationships with companies, associations, media partners and industry stakeholders.
- Own the full sales cycle, including prospecting, outreach, discovery, proposal strategy, negotiation, closing, renewal and account expansion.
- Build a strong pipeline of qualified prospects by researching target accounts, identifying decision-makers and using competitive intelligence to uncover new revenue opportunities.
- Design, implement and manage sponsorship and advertising plans focused on revenue growth across conferences, print, web, digital media and campaign-driven offerings.
- Use a consultative selling approach to understand client goals and develop customized sponsorship and advertising packages that deliver value for clients and revenue for the company.
- Identify and launch new revenue opportunities, including sponsorship concepts, advertising products, placements and audience-engagement opportunities.
- Represent sponsorship and advertising sales onsite at select conferences to deepen relationships, host sponsor conversations, prospect new accounts and accelerate active opportunities.
- Enter, update and maintain daily sales activities, client information, contracts, revenue projections and opportunity stages in Salesforce or a similar customer relationship management system.
- Track performance metrics and generate reports, dashboards and pipeline updates to measure sales effectiveness and inform revenue strategy.
- Perform timely follow-up on inbound leads, referral opportunities, sponsor inquiries and dormant or win-back accounts.
- Establish, develop and maintain positive business relationships with sponsors, advertisers, prospects, partners and internal stakeholders.
- Achieve or exceed sales targets and revenue outcomes within designated timelines.
- Coordinate with Marketing Department team members to ensure sponsor and advertiser benefits, logos, deadlines, deliverables and related details are clearly communicated and fulfilled.
- Gather and summarize marketplace intelligence related to sponsorship, advertising, partnerships, competitors and emerging client needs.
- Assist with other duties and revenue-focused projects as assigned.
Your Background and Skills- Proven sponsorship, advertising, or business development sales experience, preferably in conferences, media, professional services, real estate, finance, community development or related industries.
- Strong consultative sales skills, with the ability to understand client goals and recommend sponsorship, advertising and partnership solutions that support measurable business objectives.
- Ability to build and maintain strategic relationships with senior decision-makers, industry partners, sponsors, advertisers and internal stakeholders.
- Strong prospecting, pipeline management and prioritization skills, with the ability to manage multiple events, products, deadlines and client relationships at once.
- Salesforce or similar CRM proficiency, including accurate activity tracking, account updates, pipeline management, forecasting and reporting.
- Excellent written and verbal communication skills, including proposal development, client-facing presentations and clear internal handoffs.
- Responsive, professional and solutions-focused relationship management style, with strong follow-through and attention to detail.
- Ability to clearly explain products, services, audiences and sponsorship/advertising opportunities to clients and prospects.
- Strong research skills, with the ability to identify target accounts, market trends, competitive positioning and new revenue opportunities.
- Ability to meet deadlines and effectively prioritize a fast-paced and varied workload with concurrent and shifting priorities.
Minimum QualificationsBachelor's degree and 8 or more years of progressively responsible experience in sponsorship sales, advertising sales, business development, account management, media sales, conference sales or a related revenue-generating role, preferably within professional services, media, conference, real estate, finance, community development or related industries; or an appropriate balance of education and work experience.
Preferred QualificationsBachelor's degree in business, marketing, communications or a related field preferred. Experience selling sponsorships, advertising or integrated media packages to senior-level decision-makers.
We are proud to offer:- Increased number of paid holidays per year
- Competitive salaries with continuous review of market conditions
- Flexible working hours and work arrangements
- Remote and hybrid opportunities
- Expanding Social Impact department for a healthy, happy, inclusive and productive workplace
The benefits of joining our team- Strong growth opportunities
- Competitive benefits package
- 401(k) package with firm profit-sharing
- Discretionary annual bonuses for eligible positions & CPA bonus plan
- Strong emphasis on quality work-life integration
- Dress for your day policy
- Resources of a national firm
- Compensation: $103,000 - $139,000 depending on experience.
- More is possible if experience dictates.
