Sales Capture Manager and Client Executive

American Institute of Aeronautics and Astronautics • Reston, VA

1d • Hybrid

About The Position

AIAA is seeking a high-performing Manager, Sales Capture and Client Executive to drive revenue growth by developing $1M-$2M in sales with aerospace companies and adjacent markets. Reporting to the Senior Director, Sales, this role is responsible for expanding and deepening revenue focused relationships with corporate members, advertisers, exhibitors, and sponsors while ensuring alignment with AIAA's strategic initiatives. In this role, you will serve as a trusted advisor and revenue driver, responsible for building and growing a robust pipeline of corporate partners, sponsors, advertisers, and exhibitors. You will proactively identify and close new business opportunities while expanding existing relationships to maximize long-term value. This includes developing tailored value propositions, executing strategic account plans, and engaging senior decision-makers and C-suite executives across the aerospace and defense ecosystem. You will also collaborate closely with internal teams across Revenue Development, Marketing, Communications, and Sales Operations to ensure seamless execution of all contracted programs, including sponsorships, exhibits, and advertising initiatives. Strong CRM discipline and pipeline management will be essential to success in this role. Success in this role is defined by consistent achievement of revenue targets, a strong and expanding pipeline of qualified opportunities, and the ability to build long-term, trusted relationships with corporate partners. High performers in this role are proactive hunters who open doors, close complex deals, and grow accounts year over year. They are equally comfortable developing new business as they are deepening executive-level relationships within existing accounts.

Requirements

• At least 4–6+ years of success in quota-carrying sales, business development, or account management roles
• Demonstrated track record of generating $1M–$2M+ in annual revenue or equivalent performance
• Confident, consultative seller with strong interpersonal and communication skills
• Ability to engage senior stakeholders and decision-makers
• Excel in building pipeline, navigating complex sales cycles, and closing multi-stakeholder deals
• Curiosity and motivation to develop an in-depth understanding about the aerospace industry and client needs

Nice To Haves

• Experience in sponsorship sales, media, trade shows, associations, or other complex B2B sales environments
• Proficiency in CRM systems (Salesforce, HubSpot, or NetForum) and Microsoft Office Suite

Responsibilities

• Drive revenue growth by developing $1M-$2M in sales with aerospace companies and adjacent markets
• Expand and deepen revenue focused relationships with corporate members, advertisers, exhibitors, and sponsors
• Ensure alignment with AIAA's strategic initiatives
• Serve as a trusted advisor and revenue driver
• Build and grow a robust pipeline of corporate partners, sponsors, advertisers, and exhibitors
• Proactively identify and close new business opportunities
• Expand existing relationships to maximize long-term value
• Develop tailored value propositions
• Execute strategic account plans
• Engage senior decision-makers and C-suite executives across the aerospace and defense ecosystem
• Collaborate closely with internal teams across Revenue Development, Marketing, Communications, and Sales Operations to ensure seamless execution of all contracted programs, including sponsorships, exhibits, and advertising initiatives
• Maintain strong CRM discipline and pipeline management

Benefits

• Comprehensive healthcare coverage (medical, dental, and vision)
• Generous paid time off, including vacation, sick leave, holidays, parental leave, and bereavement
• 403(b) retirement plan with up to 5% company match
• Short-term & long-term disability coverage
• Education benefits and professional development opportunities
• A hybrid work environment (two in-office days per week, three remote)

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 251-500 employees