The Investment Adviser Association (IAA) is the leading organization dedicated to advancing the interests of investment advisory firms. Through advocacy, education, and community-building, the IAA supports investment advisers in navigating regulatory challenges, industry best practices, and business growth.

Position Summary

The Director of Membership Development is responsible for driving membership sales and expanding IAA’s member base among investment advisory firms. This role will focus on developing and executing a strategic sales plan to acquire new members, strengthen relationships with prospective firms, and increase annual new membership revenue.

The ideal candidate is a results-driven sales leader with experience in membership growth, business development, or consultative sales within the investment adviser arena.  Association or non-profit experience at the staff or volunteer level also appreciated.

Key Responsibilities

Membership Growth & Business Development

• Execute a strategic plan, including various annual campaigns, to identify, engage, and convert prospective investment advisory firms into IAA members.
• Manage the full sales cycle, from lead generation to closing membership deals.
• Build and maintain a strong sales pipeline through proactive outreach, networking, and relationship-building.
• Conduct virtual and in-person meetings and have ongoing dialogue to demonstrate the value of IAA membership.
• Utilize data-driven insights to refine development strategies and improve conversion rates.

Relationship Management & Engagement

• Cultivate relationships with key decision-makers at investment advisory firms.
• Work closely with marketing and communications team to develop compelling membership messaging and outreach campaigns.
• Partner with internal teams to ensure seamless onboarding experience for new members.
• Assist membership services team with ongoing relationships, renewals, and special projects as needed.
• Partner with staff member leading Associate Member development efforts, collaborating on campaigns and other activities to drive growth and foster strong relationships with existing Associate Members.
• Serve as co-staff liaison with Membership Committee.

Strategy & Market Insights

• Analyze industry trends and competitive landscape to identify opportunities for growth.
• Leverage Salesforce – Sales Module to track progress, measure effectiveness, and optimize sales efforts.
• Provide regular reports and insights to colleagues, Membership Committee, and Board of Governors on membership growth performance.

Qualifications & Experience

• 7-10 years of experience in membership sales, business development, or a related field, preferably within the investment advisory or financial services arena.
• Proven track record of meeting or exceeding sales targets.
• Strong understanding of the investment industry and its key stakeholders.
• Excellent communication, negotiation, relationship-building, and closing skills.
• Ability to develop and implement strategic sales plans.
• Experience with Salesforce (or similar) tools and data-driven sales strategies.
• Self-motivated, results-oriented, and comfortable working with various internal teams and implementing accordingly.

About Investment Adviser Association

For more than 80 years, the Investment Adviser Association (IAA) has been advocating for investment advisers before Congress and U.S. and global regulators, promoting best practices and providing education and resources to empower advisers to effectively serve their clients, the capital markets, and the U.S. economy. The IAA’s member firms manage pension plans, trusts, mutual funds, private funds, endowments, foundations, and corporations. The IAA provides a friendly, collegial atmosphere and professional work environment, and we are conveniently located steps from the Farragut West and Farragut North Metro stations. IAA offers a flexible work arrangement. For more information, please visit our web site: www.investmentadviser.org.

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