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About the Role

IAB sits at the center of the digital advertising ecosystem, bringing together brands, agencies, publishers, platforms, and ad tech companies. This role is for someone who can take a great idea and turn it into something a sales team can confidently take to market, acting as the commercial connective tissue between IAB's sales organization and internal teams.

Responsibilities

Lead the development and ongoing evolution of go-to-market materials for IAB's monetizable offerings.
Translate complex programming, research, policy, and industry initiatives into differentiated value propositions with clear sponsor benefits.
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.
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.
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.
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.
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.

Requirements

6+ years of experience in sales marketing, integrated marketing, sponsorship marketing, media sales support, account management, or a related commercial role.
Experience in digital advertising, media, events, or a trade association is strongly preferred.
Demonstrated experience creating persuasive B2B sales collateral and custom proposals.
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.
Experience and adaptability using AI tools and applications a plus.
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.

Skills

Sales Marketing
Integrated Marketing
Sponsorship Marketing
Media Sales Support
Account Management
Digital Advertising
Media
Events
Trade Association
B2B Sales Collateral Creation
Custom Proposal Development
PowerPoint
Narrative Development
Structure Development
Detail Orientation
Sponsorship Inventory Management
Pricing Strategy
Packaging Strategy
Pipeline Management
Campaign Fulfillment
Client Service
Project Management
Scope Definition
Timeline Management
Risk Management Planning
Commercial Judgment
Analytical Ability
Data Analysis
Excel
Salesforce CRM
AI Tools
Collaboration
Proactiveness
Solutions Orientation
Influence
Adaptability
Digital Advertising Ecosystem
Brand Priorities
Agency Priorities
Publisher Priorities
Platform Priorities
Ad Tech Priorities

Location

New York City

Work Type

Full-time

Experience Level

Senior Manager

About the Company

At IAB, you work at the center of the digital advertising industry.
IAB's members include more than 700 of the world's leading brands, agencies, publishers, media companies, platforms, and technology companies.
The work done at IAB has the opportunity to reach far beyond one company, one client, or one campaign.
You'll work alongside people who are shaping where the industry goes next.
IAB works hard, cares deeply about the work and one another, and believes the best ideas come from curiosity, healthy debate, collaboration, and a willingness to roll up our sleeves.
IAB's mission is to empower the media and marketing industries to thrive in the digital economy.
IAB's values are: bCourageous, bCurious, bCollaborative, bCommitted.
The Interactive Advertising Bureau (IAB) empowers the media and marketing industries to thrive in the digital economy.
Its membership comprises more than 700 leading media companies, brands, agencies, and the technology firms responsible for selling, delivering, and optimizing digital ad marketing campaigns.
The trade group fields critical research on interactive advertising, while also educating brands, agencies, and the wider business community on the importance of digital marketing.
In affiliation with the IAB Tech Lab, IAB develops technical standards and solutions.
IAB is committed to professional development and elevating the knowledge, skills, expertise, and collaboration of the workforce across the industry.
Through the work of its public policy office in Washington, D.C., the trade association advocates for its members and promotes the value of the interactive advertising industry to legislators and policymakers.
Founded in 1996, IAB is headquartered in New York City.

Equal Opportunity

IAB is a proud equal-opportunity employer.
We are a drug-free EEO employer committed to a diverse workforce.
We will consider all qualified candidates regardless of race, color, national origin, sex, age, marital status, personal appearance, sexual orientation, gender identity, family responsibilities, disability, education, political affiliation or veteran status.