Director of Membership Sales

2 weeks ago

Washington, United States Institute for Portfolio Alternatives Full time

The Institute for Portfolio Alternatives (IPA) is seeking an enthusiastic, self-motivated individual to serve as the Director of Membership Sales & Development. This role will oversee IPA’s member recruitment and retention efforts, ensuring that all membership-related revenue goals are achieved. The primary objectives of the position are to expand member recruitment, enhance retention, and elevate the overall IPA membership experience.


The association is based in Washington, D.C. but our staff works 100% remotely. This role requires travel as necessary to accomplish the position’s goals. 


Key Responsibilities


  • Foster a “hunter” mindset and instill a sales-driven approach within the organization to drive growth.
  • Drive new member acquisition.
  • Cultivate strong relationships with existing members, focusing on successful onboarding and ongoing member engagement.
  • Establish and implement performance tracking and metrics.
  • Take full ownership of monthly and annual new member and renewal targets.
  • Develop weekly prospect lists, leveraging IPA’s CRM platform for effective prospecting and follow-up.
  • Implement new policies and procedures to enhance efficiency and maximize revenue.
  • Meet or exceed annual revenue goals by regularly analyzing membership progress to ensure IPA stays on track with budgeted targets.
  • Define key metrics for membership satisfaction to drive retention.
  • Develop retention initiatives aimed at fostering member loyalty by actively listening to feedback, taking responsive action, analyzing data, and implementing changes for continuous improvement.
  • Develop and measure key performance indicators (KPIs) and recommend additional data to track in order to establish actionable metrics that reflect what matters most to IPA’s members.
  • Implement processes that fully engage new members, boost member engagement, and increase revenue through event attendance and other services.
  • Develop, track, and implement “at-risk” member programs, including focusing on members in their first 1 to 3 years of membership. Monitor reports to identify and engage at-risk members, with the goal of boosting participation and retention.
  • Review and analyze monthly non-renewals to identify trends.
  • Conduct monthly, quarterly, and annual reviews of overall progress.
  • Maintain up-to-date documentation of all subject-relevant policies and processes in a comprehensive membership operations manual.
  • Perform other projects as assigned by the President & CEO.


Experience Required:


  • Proven sales performer with a strong track record in executive-level engagement, relationship building, strategic and consultative sales, partner development, and achieving sales goals.
  • Extensive sales and client management experience, with a focus on building lasting client relationships and delivering strong financial results.
  • Self-starter with a motivated, proactive approach; versatile and willing to take risks to drive growth.


Multiple Backgrounds Will Be Considered:


  • Minimum of 3 years of experience in business development, membership sales, partnership management, or strategic alliances.
  • Financial industry sales experience is desirable but not required. Existing relationships in key markets and deep industry knowledge are a plus.
  • Experience in new business recruitment and member retention, with the ability to promote programs and services to members—preferably in a trade association—is a strong advantage.


General Requirements:


  • High-energy, self-motivated, with a positive attitude and a strong drive to succeed, backed by a track record of progressive career advancement.
  • Ability to balance multiple tasks with competing priorities, prioritize effectively, meet deadlines, and work independently with minimal supervision.
  • Strong business acumen with effective problem-solving, negotiation abilities.
  • Ability to think strategically.
  • Superior interpersonal, oral and written communication skills and excellent time management skills. 
  • Ability to work both independently and as part of a team.


Reporting Relationships:


Reports to the President & CEO 


Compensation Range:


Base salary between $90,000 and $110,000, commensurate with experience, with significant additional earning potential through commissions based on a percentage of dues from new members.


About IPA


The Institute for Portfolio Alternatives (IPA) is the leading national trade organization representing the interests of asset managers, broker-dealers, registered investment advisers, and other entities that offer and support alternative investments. For almost 40 years, IPA has advocated, through education and public awareness, for increased investor access to alternative investment strategies with low correlation to the equity markets, as part of a diversified portfolio. Such strategies include real estate, public and private credit and other real assets through investments in real estate investment trusts (REITs), business development companies (BDCs), closed-end funds, interval funds and other vehicles. With over $300 billion in capital investments, these portfolio diversifying investments remain a critical component of an effectively balanced investment portfolio and serve an essential capital formation function for national, state and local economies. Further information about IPA is available at www.ipa.com.

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