Senior Manager, Sales Marketing

INTERACTIVE ADVERTISING BUREAU•New York, NY

About The Position

The Senior Manager, Sales Marketing role at IAB is responsible for turning IAB's assets, expertise, and programming into compelling commercial opportunities for its members and partners. This role acts as the commercial connective tissue between IAB's sales organization and the teams behind its events, research, thought leadership, education, policy, and member programs. The position involves shaping the positioning and pricing for sponsorship opportunities, building custom partnerships, assisting sales teams with pitches, and coordinating internal teams to ensure ambitious ideas can be delivered. It requires a blend of strategy and execution, working closely with Sales, Events & Programming, Marketing, Research, Editorial, and Operations. The ideal candidate is a sharp storyteller, commercially minded problem solver, strong project manager, and natural connector who can simplify complexity into clear, compelling, and sellable solutions.

Requirements

6+ years of experience in sales marketing, integrated marketing, sponsorship marketing, media sales support, account management, or a related commercial role.
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.
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.

Nice To Haves

Experience in digital advertising, media, events, or a trade association is strongly preferred.
Experience and adaptability using AI tools and applications a plus.

Responsibilities

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.
Partner with internal subject-matter experts to ensure materials are accurate, compelling, on brand, and launched on time.
Build reusable narratives and modular assets that support annual, multi-touch, and theme-based partnerships.
Own the creation, maintenance, and communication of sponsorship inventory, availability, tiers, packages, and product-level offerings.
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.
Monitor inventory pacing and surface risks, gaps, and opportunities early, with recommendations to reposition, bundle, expand, or retire offerings based on demand.
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.
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-base 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.
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.