Director, Organizational Sales

The Director of Organizational Sales is the primary outbound revenue generator within PRSA's Business Development department. This role drives externally-focused business development across the organization's full product and service portfolio — including memberships, sponsor ships, professional development, publications, and media — with a core mandate of prospecting and closing new B2B business (hunting).

The director executes outbound sales campaigns, manages the full sales cycle from first contact through close, and hands off won accounts to the team for ongoing cultivation. This position is fully accountable for generating new non-dues revenue, maintaining a healthy pipeline, and contributing market intelligence that informs product strategy.

The director will help establish the hunting function from the ground up — building processes, refining messaging, and opening doors with new B2B partners, sponsors, and member organizations.

• Lead the full sales cycle for new B2B sponsorship and partnership opportunities across all PRSA programs — including Membership, Certification, Professional Development (PD), Awards, Events, and the International Conference (ICON).
• Execute a structured outbound prospecting cadence (email, phone, Linked In, events) targeting corporate partners, solution providers, and employer organizations.
• Qualify leads using a consistent framework (e.g., BANT or MEDDIC) and advance opportunities through each pipeline stage with discipline and velocity.
• Develop customized value propositions and sponsorship packages tailored to each prospect's audience reach, brand, and business objectives.
• Establish sponsorship tiers, create benefit packages, initiate proposals, negotiate terms, and close agreements independently.
• Maintain a pipeline of at least 3x quota in qualified opportunities at all times.

• Own the exhibit sales process for ICON and other PRSA events — from initial outreach through contract execution.
• Coordinate logistical details with new sponsors and exhibitors in collaboration with the Events team, ensuring a smooth pre-event experience.
• Identify upsell opportunities within event relationships (e.g., session sponsorship, branded content, digital placements) and present them proactively.

• Manage and execute the full sales cycle for organizational partnerships and Professional Development (PD) product sales — including group licensing, cohort enrollments, and corporate training packages.
• Prospect into HR, L&D, PR/Communication, Marketing and workforce development leaders at companies and associations with a need for scalable professional development solutions.
• Negotiate and finalize partnership agreements, including multi-product bundles combining memberships, PD, and sponsorship elements.

• Identify opportunities to enhance the value of existing product lines through add-ons, bundling, or new packaging.
• Assist in developing and maintaining sales collateral, sponsorship prospectuses, proposal decks, pricing catalogs, and digital/print sales resources.
• Collaborate with Marketing and Programs teams to ensure all collateral is current, accurate, and aligned with PRSA’s brand standards.

• Own and maintain all activity, opportunity, and account data within the CRM (Hub Spot)— logging all outreach, calls, meetings, and deal updates within 24 hours.
• Develop and execute monthly and quarterly sales plans with defined activity targets, revenue goals, and segment strategies.
• Deliver consistent pipeline updates including opportunity status, deal velocity, and forecast updates.
• Track and analyze win/loss data to identify patterns and continuously refine targeting and messaging.

• Serve as the primary internal connector between external sales opportunities and PRSA’s program departments (Events, Education, Marketing, Membership, and Communications).
• Coordinate with the team on proposal development, fulfillment handoffs, and scheduling.
• Brief the team, on all newly closed…