Sr. Manager, Integrated Sales (Exhibits, Sponsorship & Advertising)

POSITION SUMMARY

The Sr. Manager, Integrated Sales (Exhibits, Sponsorship & Advertising) drives non-dues revenue growth across AOTA’s commercial portfolio, including INSPIRE, Specialty Conferences, Advertising, Sponsorships, and Corporate Memberships. Partnering closely with the VP, Commercial Partnerships & Events, this role develops high-value partnerships, executes the full sales cycle from prospecting through close, and collaborates with the Sales Operations & Client Success Specialist to deliver operational excellence, strong client retention, and long-term account growth.

Balancing strategic partnership development with transactional sales, this role contributes to evolving AOTA’s commercial strategy, expanding revenue streams, and strengthening market positioning. As the commercial function matures, the scope of this role will expand to include more complex partnerships, greater revenue ownership, and increased influence over go-to-market strategy.

POSITION SPECIFIC DUTIES

Revenue Generation & Pipeline Ownership

• Drive sales across AOTA’s full product portfolio including:
  • INSPIRE exhibits and sponsorships
  • Specialty Conference exhibits and sponsorships
  • Print and digital advertising products
• Meet and exceed annual revenue targets.
• Develop and execute territory and account growth strategies.
• Identify, qualify, and pursue new business opportunities.
• Lead client discovery conversations and develop customized proposals.
• Negotiate contracts and close new and renewal business.
• Maintain accurate pipeline forecasting and reporting in Salesforce.
• Monitor market trends and competitive activity to identify emerging revenue streams.
• Drive new sponsorship and partnership opportunities, including regional and hybrid event activations, and expand Organizational Membership participation.

Strategic Partnership Development:

• Develop and manage strategic partnerships that extend beyond transactional sales into long-term, value-driven collaborations.
• Build and nurture executive-level client relationships.
• Identify cross-sell and upsell opportunities across the portfolio.
• Develop multi-year partnership strategies with key accounts.
• Partner closely with the VP to shape partnership strategy, packaging, and revenue growth initiatives.
• Represent AOTA at INSPIRE to cultivate relationships and expand revenue.

Collaboration with Client Success, Sales & Operations:

• Partner closely with the Sales Operations & Client Success Specialist to deliver a seamless end-to-end client experience.
• Lead all revenue-generating activities, including pipeline development, prospecting, pricing, negotiation, and account growth, while leveraging the Sales Operations & Client Success Specialist for operational execution, including contract activation, Salesforce reporting, advertising coordination, sponsorship and exhibit logistics, and corporate member onboarding.
• Retain overall accountability for account performance, revenue outcomes, and client satisfaction.
• Provide direction and feedback to improve processes, client experience, and overall sales effectiveness.

Business Strategy, Innovation & Commercial Growth

• Contribute to marketing strategy and promotional planning.
• Recommend pricing strategy adjustments and packaging enhancements.
• Identify new sponsorship inventory and monetization opportunities.
• Contribute to long-term revenue forecasting and strategic planning.
• Lead evaluation and adoption of new tools, technologies, and vendors to modernize and scale the sales function (e.g., CRM enhancements, prospecting tools, analytics platforms).
• Leverage data and insights to inform sales strategy, partnership development, and revenue optimization.