Sponsorship and Exhibitor Engagement Manager

International Franchise Association; Washington (District of Columbia); Hybrid; USD 75,000 - 85,000; Full time

Benefits offered by this job

Health coverage

Generous paid time off

Competitive retirement plans

Job summary

The International Franchise Association (IFA) seeks a Manager of Sponsorship & Exhibitor Engagement to own the execution, systems, and workflows supporting IFA’s events and sponsorship strategy. This role will report to the Senior Director, Sponsorship and Events and is responsible for owning the execution, systems, and operational workflows that support IFA’s events and sponsorship strategy.

This individual will play a critical role in ensuring seamless coordination across Sales, Marketing,

Qualifications

• 4-7+ years of experience in events, sponsorship, sales operations.
• Strong proficiency in CRM systems (Salesforce preferred) and project management tools.
• Demonstrated ability to manage multiple priorities in a fast-paced environment.
• Strong analytical, organizational, and problem-solving skills.
• Excellent communication and cross-functional collaboration abilities.
• Experience working in a revenue-driven environment (events, media, sponsorship, or association preferred).

Responsibilities

• Own end-to-end execution of sponsorship and exhibitor operations across all events, ensuring seamless delivery from contract through post-event reporting.
• Oversee event logistics related to sponsors and exhibitors, including pre-event planning, on-site execution, and post-event follow-up.
• Collaborate on development and ongoing management of the event floor plan, ensuring alignment with inventory, and exhibitor needs.
• Serve as on-site lead for sponsor and exhibitor needs, troubleshooting issues and ensuring a high-quality experience.
• Partner with sales leadership to track pipeline, pacing, and inventory utilization within Salesforce.
• Support sales team with inventory tracking, prospect insights, and packaging alignment to maximize revenue opportunities.
• Own and manage the renewal process for prior-year sponsors and exhibitors, including proactive outreach, tracking, and coordination with sales to drive retention and early commitments.
• Maintain and manage renewal pipeline, ensuring timely follow-up and accurate forecasting.
• Design, implement, and continuously improve scalable processes for sponsorship fulfillment, exhibitor management, and event execution.
• Ensure alignment and data integrity across CRM, finance, and registration systems.
• Manage workflows and timelines using project management tools such as Monday.com.
• Own and manage sponsor and exhibitor deliverables across all events, ensuring all contractual benefits are executed accurately and on time.
• Maintain and manage a centralized deliverables tracker to ensure accountability across teams.
• Coordinate with marketing and events teams to ensure proper recognition, branding, and fulfillment.
• Work directly with Decorator for execution of sponsorship deliverables.
• Oversee execution and tracking of Preferred Vendor program benefits across events and marketing channels.
• Ensure all PV commitments (content, activations, branding, etc.) are fulfilled.
• Support ongoing engagement and operational coordination of PV partners.
• Serve as liaison between Sales and Finance for invoicing, payment tracking, and collections coordination.
• Ensure contracts, invoices, and deliverables are aligned.
• Monitor accounts receivable status and proactively flag risks.
• Act as primary liaison between Sales, Marketing, Finance, and Events teams to ensure alignment on timelines, deliverables, and priorities.
• Assist with internal planning and execution meetings related to sponsorships and event readiness.
• Identify and resolve operational inefficiencies across departments.
• Develop and deliver post-event reports analyzing sponsorship and exhibitor performance, including revenue, engagement, and retention.
• Track key metrics and provide insights to help improve future sales strategy and event execution.
• Maintain accurate databases and reporting for sponsors, exhibitors, and event performance.
• Coordinate with external vendors (decorator, registration, etc.) to ensure alignment with sponsor and exhibitor needs.
• Work closely with the general service contractor (decorator) to manage floor plan design, updates, and on-site execution, ensuring accuracy, optimization of space, and alignment with sponsorship inventory and sales priorities.
• Partner with sales team on booth placement, inventory adjustments, and real-time floor plan updates to maximize revenue opportunities.
• Assist in managing exhibitor communications, service kits, and ordering processes in coordination with the decorator.

Skills

CRM proficiency

Project management

Analytical thinking

Communication

Tools

Salesforce

Monday.com

Job description

Celebrating over 60 years of excellence, education, and advocacy, the International Franchise Association (IFA) is the world’s oldest and largest organization representing franchising globally. The IFA's mission is to protect, enhance, and promote franchising through government relations, public relations, and educational programs. IFA members adhere to the highest standards, including franchise companies in over 120 business format categories, individual franchisees, and companies supporting the industry in marketing, law, and business development.

IFA is seeking a highly organized, process-driven, and results-oriented professional to serve as the Manager of Sponsorship & Exhibitor Engagement. This role will report to the Senior Director, Sponsorship and Events and is responsible for owning the execution, systems, and operational workflows that support IFA’s events and sponsorship strategy.

This individual will play a critical role in ensuring seamless coordination across Sales, Marketing, Finance, and Events, while driving efficiency, accountability, and a high-quality sponsor and exhibitor experience. The ideal candidate is detail-oriented, technologically proficient, and thrives in a fast-paced, revenue-focused environment.

Responsibilities:

Operational Ownership & Execution

• Own end-to-end execution of sponsorship and exhibitor operations across all events, ensuring seamless delivery from contract through post-event reporting
• Oversee event logistics related to sponsors and exhibitors, including pre-event planning, on-site execution, and post-event follow-up
• Collaborate on development and ongoing management of the event floor plan, ensuring alignment with inventory, and exhibitor needs
• Serve as on-site lead for sponsor and exhibitor needs, troubleshooting issues and ensuring a high-quality experience
• Partner with sales leadership to track pipeline, pacing, and inventory utilization within Salesforce
• Support sales team with inventory tracking, prospect insights, and packaging alignment to maximize revenue opportunities
• Own and manage the renewal process for prior-year sponsors and exhibitors, including proactive outreach, tracking, and coordination with sales to drive retention and early commitments
• Maintain and manage renewal pipeline, ensuring timely follow-up and accurate forecasting

Process Design & Systems Management

• Design, implement, and continuously improve scalable processes for sponsorship fulfillment, exhibitor management, and event execution
• Ensure alignment and data integrity across CRM, finance, and registration systems
• Manage workflows and timelines using project management tools such as Monday.com
• Own and manage sponsor and exhibitor deliverables across all events, ensuring all contractual benefits are executed accurately and on time
• Maintain and manage a centralized deliverables tracker to ensure accountability across teams
• Coordinate with marketing and events teams to ensure proper recognition, branding, and fulfillment
• Work directly with Decorator for execution of sponsorship deliverables
• Oversee execution and tracking of Preferred Vendor program benefits across events and marketing channels
• Ensure all PV commitments (content, activations, branding, etc.) are fulfilled
• Support ongoing engagement and operational coordination of PV partners

Financial Coordination & Billing Oversight

• Serve as liaison between Sales and Finance for invoicing, payment tracking, and collections coordination
• Ensure contracts, invoices, and deliverables are aligned
• Monitor accounts receivable status and proactively flag risks

Cross-Functional Leadership

• Act as primary liaison between Sales, Marketing, Finance, and Events teams to ensure alignment on timelines, deliverables, and priorities
• Assist with internal planning and execution meetings related to sponsorships and event readiness
• Identify and resolve operational inefficiencies across departments

Data, Reporting & Insights

• Develop and deliver post-event reports analyzing sponsorship and exhibitor performance, including revenue, engagement, and retention
• Track key metrics and provide insights to help improve future sales strategy and event execution
• Maintain accurate databases and reporting for sponsors, exhibitors, and event performance
• Coordinate with external vendors (decorator, registration, etc.) to ensure alignment with sponsor and exhibitor needs
• Work closely with the general service contractor (decorator) to manage floor plan design, updates, and on-site execution, ensuring accuracy, optimization of space, and alignment with sponsorship inventory and sales priorities
• Partner with sales team on booth placement, inventory adjustments, and real-time floor plan updates to maximize revenue opportunities
• Assist in managing exhibitor communications, service kits, and ordering processes in coordination with the decorator

Required Qualifications:

• 4-7+ years of experience in events, sponsorship, sales operations
• Strong proficiency in CRM systems (Salesforce preferred) and project management tools
• Demonstrated ability to manage multiple priorities in a fast-paced environment
• Strong analytical, organizational, and problem-solving skills
• Excellent communication and cross-functional collaboration abilities
• Experience working in a revenue-driven environment (events, media, sponsorship, or association preferred)

Key Facts About this Role:

• This position follows a hybrid work model, with employees expected to work from our Washington, DC headquarters at least two days per week and remotely for the remainder of the week.
• Salary range is between 75 and 85k, depending on experience.
• Our benefits package is designed to support you both professionally and personally. We offer comprehensive health coverage, generous paid time off, and competitive retirement plans to help you plan for the future. With added perks that promote work-life balance and overall well-being, we make sure you’re set up to thrive at work and beyond.