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
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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.

• 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.

• 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.

• 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-based communications for complex sponsor ships 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…