Description

About Kellen

Kellen stands as a global leader in providing management and services to professional and trade organizations. We empower Board leaders by offering operational frameworks and strategic guidance to better serve their organization's mission and vision.  

As a dedicated professional services company, we offer solutions to organizations, such as association management, public affairs, marketing, meeting management, education, and strategic communication. Leveraging our expertise across diverse industries including healthcare, food and beverage, buildings and materials, and technology, as well as our global perspective with a presence in North America and Europe, we collaborate with over 100 organizations to help achieve their goals.  

Understanding the importance of a strong and effective Board of Directors, we offer customized management solutions that address the unique needs of each organization we partner with. 

Position Summary

We are seeking a strategic and performance-driven Vice President, Sales to lead revenue generation across a portfolio of association clients. This role oversees a team of sales executives responsible for sponsorship, exhibit, advertising, and digital media sales across multiple annual conferences, trade shows, and year-round engagement programs.

The Vice President is accountable for setting and executing portfolio-wide sales strategy, leading and developing a high-performing sales team, driving revenue growth across diverse industry verticals, and personally contributing to key account and high-value sales.

Essential Functions

Revenue Strategy & Portfolio Growth

• Develop and execute annual sales strategy across multiple association clients
• Establish revenue targets by product line (exhibit, sponsorship, digital, print, custom programs)
• Identify new revenue streams and develop innovative sponsorship offerings
• Partner with association leadership to align sales strategy with organizational goals
• Oversee pricing strategy and packaging structure across portfolio
• Team Leadership & Performance Management

Lead, mentor, and manage a team of sales executives

• Work with leadership and teams to set individual quotas and performance benchmarks
• Conduct pipeline reviews and forecast meetings
• Provide coaching on prospecting, proposal development, and closing strategies
• Recruit and onboard new sales talent as needed

Key Account & Strategic Sales

• Personally manage high-value accounts and strategic corporate partners
• Lead complex, multi-year negotiations
• Support team members on large or challenging deals
• Build executive-level relationships with major sponsors and exhibitors

Forecasting & Financial Oversight

• Drive portfolio-level revenue forecasting and reporting
• Provide monthly revenue projections to executive leadership
• Analyze sales performance metrics and adjust strategy as needed
• Monitor renewal rates, category strategy, pipeline velocity, and close ratios

Requirements

• 7–12+ years of B2B sales experience (sponsorship, exhibit, media, or association sales preferred)
• 3+ years of sales team leadership experience
• Demonstrated success managing multi-million-dollar revenue portfolios
• Strong forecasting and pipeline management skills
• CRM experience
• Comfort working in multiple industry verticals
• Association experience preferred