Sales Capture Manager and Digital Ad Sales

AIAA; Reston (VA); On-site; USD 80,000 - 120,000; Full time

Benefits offered by this job

Comprehensive healthcare coverage

Generous paid time off

403(b) retirement plan with up to 5% company match

Short-term & long-term disability coverage

Education benefits

Job summary

AIAA seeks a dynamic Manager, Sales Capture and Client Executive in Reston, Virginia, to drive revenue growth through effective sales strategies targeting aerospace companies. With responsibility for developing a pipeline of corporate partners, this role involves identifying new business opportunities and leveraging existing relationships. The ideal candidate will have over 4 years of experience in sales and a successful track record of generating significant annual revenue. AIAA offers a competitive benefits package, including comprehensive healthcare and a hybrid work environment.

Qualifications

• 4-6+ years in quota-carrying sales or business development.
• Track record of generating $1M-$2M in annual revenue.
• Experience in sponsorship sales or trade shows preferred.

Responsibilities

• Build and grow a robust pipeline of corporate partners.
• Identify and close new business opportunities.
• Collaborate with internal teams for program execution.

Skills

Quota-carrying sales

Business development

Account management

Interpersonal and communication skills

CRM systems proficiency

Tools

Salesforce

HubSpot

NetForum

Microsoft Office Suite

Job description

AIAA is seeking a high-performing Manager, Sales Capture and Client Executive to drive revenue growth by developing $1M-$2M in sales with aerospace companies and adjacent markets. Reporting to the Senior Director, Sales, this role is responsible for expanding and deepening revenue-focused relationships with corporate members, advertisers, exhibitors, and sponsors while ensuring alignment with AIAA's strategic initiatives.

What You’ll Do

In this role, you will serve as a trusted advisor and revenue driver, responsible for building and growing a robust pipeline of corporate partners, sponsors, advertisers, and exhibitors.

You will proactively identify and close new business opportunities while expanding existing relationships to maximize long-term value. This includes developing tailored value propositions, executing strategic account plans, and engaging senior decision-makers and C-suite executives across the aerospace and defense ecosystem.

You will also collaborate closely with internal teams across Revenue Development, Marketing, Communications, and Sales Operations to ensure seamless execution of all contracted programs, including sponsorships, exhibits, and advertising initiatives. Strong CRM discipline and pipeline management will be essential to success in this role.

What Success Looks Like

Success in this role is defined by consistent achievement of revenue targets, a strong and expanding pipeline of qualified opportunities, and the ability to build long-term, trusted relationships with corporate partners.

High performers in this role are proactive hunters who open doors, close complex deals, and grow accounts year over year. They are equally comfortable developing new business as they are deepening executive-level relationships within existing accounts.

What You Bring

You bring at least 4-6+ years of success in quota-carrying sales, business development, or account management roles, with a demonstrated track record of generating $1M-$2M+ in annual revenue or equivalent performance.

You are a confident, consultative seller with strong interpersonal and communication skills, and the ability to engage senior stakeholders and decision-makers. You excel in building pipeline, navigating complex sales cycles, and closing multi-stakeholder deals.

Experience in sponsorship sales, media, trade shows, associations, or other complex B2B sales environments is strongly preferred. You are highly self-directed, comfortable working in ambiguous environments, and motivated by performance-driven success.

Prefer proficiency in CRM systems (Salesforce, HubSpot, or NetForum) and Microsoft Office Suite. Curiosity and motivation to develop an in-depth understanding of the aerospace industry and client needs.

Why Join AIAA?

AIAA offers a collaborative and dynamic work environment, along with a competitive benefits package, including:

• Comprehensive healthcare coverage (medical, dental, and vision).
• Generous paid time off, including vacation, sick leave, holidays, parental leave, and bereavement.
• 403(b) retirement plan with up to 5% company match.
• Short-term & long-term disability coverage.
• Education benefits and professional development opportunities.
• A hybrid work environment (two in-office days per week, three remote).

About AIAA

The American Institute of Aeronautics and Astronautics (AIAA) is the world's largest aerospace technical society, uniting nearly 30,000 members and 100 corporate members across 91 countries. AIAA drives innovation and collaboration in aviation, space, and defense by fostering connections between industry, academia, and government. To learn more, visit www.aiaa.org.

AIAA is proud to be a Equal Opportunity Employer. We welcome applicants of all backgrounds and ensure equal consideration regardless of race, color, religion, national origin, sex, age, sexual orientation, gender identity, disability, veteran status, or other protected characteristics.

Pre-employment screening, including background checks and credential verification, may be required.