Head of External Relations

International Institute for Strategic Studies; Greater London; Hybrid; GBP 80,000 - 120,000; Full time

Job summary

International Institute for Strategic Studies (IISS) seeks a highly capable Head of External Relations to lead membership and sponsorship activities and drive growth across global programmes. Reporting to the Director of External Relations, the role combines strategic leadership with hands-on execution, managing a five-person team and delivering on ambitious income targets.

The role focuses on shaping strategy, expanding the value proposition for clients, and developing multi-channel engagement

Qualifications

• Significant experience in membership, sponsorship, corporate partnerships or business development.
• Commercial acumen with a proven track record of securing five- and six-figure sums through corporate sponsorship or memberships.
• Experience managing and developing a high-performing income-generating team.
• Strong analytical and strategic planning skills for growth, retention and engagement of corporate memberships and sponsorships.
• Confidence working with income targets, budgets, forecasts and performance data.
• Excellent relationship management, influencing and negotiation skills with senior stakeholders.
• Hands-on leadership style with ability to delegate and engage directly when needed.
• Highly organized to manage competing priorities and changing circumstances.

Responsibilities

• Lead and develop a team of five across membership and sponsorship with clear objectives.
• Deliver the external relations strategy in collaboration with the Director.
• Shape growth targets for pipeline, acquisition, retention, and income.
• Lead strategic pitches and high-level negotiations where appropriate.
• Build and maintain relationships with key members, sponsors and stakeholders.
• Oversee client communications, events, benefits, and engagement activities.
• Monitor performance and budgets; forecast and report on activity.

Skills

Membership & sponsorship

Team leadership

Strategic planning

Budgeting & forecasting

Client relationship management

Negotiation

Data analysis

CRM systems

Job description

The International Institute for Strategic Studies (IISS) is a defence and security think tank that has a deep understanding of regional geopolitics and geo-economics in a global context. Its international researchers provide best-in-class, independent and impartial analysis and offer insights on strategic challenges and priorities to governments and the private sector. It is expert at bringing together national leaders and senior policymakers in foreign policy, defence and security; promoting dialogue; and facilitating effective and influential bilateral and multilateral consultations.

About the Role:

We are looking for an experienced, commercially minded and inspirational Head of External Relations to lead the organisation's membership and sponsorship activity. Reporting to the Director of External Relations, this is a senior role with responsibility for setting strategy, leading a team of five and delivering growth across both membership and sponsorship for the Institutes global activities.

Approximately 50% of the role is focused on membership and 50% on corporate sponsorship. You will be responsible for developing strategies that grow membership, strengthen member engagement, and increase sponsorship income through high-value corporate relationships with an international client base.

You will play a key role in shaping the wider external relations strategy alongside the Director of External Relations, translating organisational priorities into clear plans and measurable objectives for the team. You will be equally comfortable operating at strategic level and being involved in smaller scale tasks as needed - whether that means leading a major partnership pitch, resolving a member issue, reviewing pipeline data or coaching a team member.

This is a hands‑on leadership role. We are looking for someone who knows when to delegate and empower their team, but who is also willing to actively involve themselves when circumstances require.

Responsibilities:

Leadership & Team Management

• Lead, manage and develop a team of five across membership and sponsorship, setting clear objectives, priorities and performance expectations, and identifying opportunities for professional growth and development.
• Maintain a positive, collaborative and high-performing team culture, ensuring the team has the resources, processes and support required to deliver against its objectives.
• Delegate effectively while maintaining appropriate oversight of and involvement in activities.

Membership & Sponsorship Strategy and Development

• Work closely with the Director of External Relations to shape and deliver the Institute’s external relations strategy.
• Lead the development and delivery of the Institute’s membership and sponsorship strategies, setting ambitious but achievable pipeline, acquisition, retention, and income targets.
• Identify opportunities to grow the membership and sponsorship base by strengthening the value proposition for clients, creating new offers and expanding into new sectors.
• Support the Senior Sponsorship Manager and the Senior Membership Account Manager in all stages of the sponsorship and membership lifecycle.
• Personally lead strategic pitches, negotiations and relationship management discussions where appropriate.
• Build strong relationships with key members, sponsors, and other external stakeholders, acting as a senior escalation point where appropriate.
• Ensure sponsorship and membership propositions are commercially compelling, using client insight, data and feedback to craft proposals, identify opportunities for cross‑selling, upselling, retention, and deepening engagement across all IISS services.
• Oversee client communications, events, benefits, stewardship plans, and engagement activity.

External Relations Strategy

• Monitor client performance and trends, providing insight and recommendations on market opportunities and emerging risks to the Director of External Relations.
• Lead on organisational planning, forecasting and budget‑setting for external relations.
• Represent the external relations function internally and build strong relationships with colleagues across the organisation.
• Provide regular performance updates, analysis and recommendations to the Director of External Relations and senior leadership.

Operations & Financial Management

• Hold responsibility for setting and monitoring membership and sponsorship budgets and income targets.
• Maintain oversight of membership and sponsorship activity and ensure timely and accurate forecasting and reporting across the team.
• Ensure robust processes are in place across membership and sponsorship activity.
• Identify opportunities to improve systems, workflows and use of CRM and data.
• Maintain a strong focus on quality, responsiveness and continuous improvement across the team.

Requirements:

We are looking for a senior membership, partnerships or sponsorship professional with a strong track record of leading teams and delivering measurable growth in an international setting.

• Significant experience in membership, sponsorship, corporate partnerships or business development.
• Commercial acumen with a proven track record of personally raising or securing five- and six-figure sums through corporate sponsorship or memberships.
• Demonstrable experience managing and developing a high-performing income-generating team.
• Strong analytical and strategic planning skills, with experience developing and delivering growth, retention and engagement strategies for corporate memberships and sponsorships.
• Confidence working with income targets, budgets, forecasts and performance data.
• Excellent relationship management, influencing and negotiation skills, with confidence engaging senior internal and external stakeholders.
• A practical, collaborative, hands‑on leadership style, able to work effectively across the Institute, with the judgement to know when to delegate and when to get directly involved.
• Highly organized, able to manage competing priorities, changing circumstances and periods of high demand.
• Excellent written and oral communication skills and the ability to manage competing priorities effectively.
• A genuine interest in building strong, long‑term client relationships to deliver sustainable income growth and clear value to clients.

Remuneration:

The IISS provides a full employment package. The benefits package at the Institute includes Life Assurance, Private Medical Insurance, BUPA health cashback plan, Season Ticket Loan, Cycle scheme and Contributory Pension Scheme. More information about the IISS can be found at www.iiss.org .

The IISS is an equal opportunities employer.