Director, Program Sales and Revenue Management

Want to join a growing non-profit organization dedicated to the science and technology of decision making? INFORMS is looking for a Director, of Program Sales & Revenue Management to join our team who has proven leadership in growing non-dues revenue and bringing creative, innovative ideas to life. INFORMS is a 50+person staff team located in Catonsville, MD. INFORMS is a hybrid working environment with two days in our Catonsville office .

The Director, Program Sales and Revenue Management is responsible for driving non-dues revenue by developing and growing INFORMS products, certification program, sponsorships, advertising, career board and career fair, and vendor partnerships. This position focuses on generating sales, building strong relationships with vendors and industry partners, and identifying related revenue opportunities that support the association's mission and strategic goals.

This senior leadership role reports to the CEO and serves on the Leadership Team. They recommend and administer pricing strategy across their portfolio, grow and optimize INFORMS’ existing revenue lines, and determine how best to cross-sell and up-sell across INFORMS’ network of sponsors, exhibitors, advertisers, and corporate accounts. The emphasis is on selling, strengthening, and optimizing what INFORMS already offers.

The Director has responsibility for INFORMS certification ecosystem and the strategy, management, and success of the sponsorship, advertising, career board, career fairs, and vendor partnership programs. The Director is expected to assess program needs and opportunities, determine the most effective strategies and solutions for achieving organizational goals, and provide direction and oversight to ensure successful execution. The Director manages a dedicated staff team responsible for day-to-day execution of the certification ecosystem.

The Director will work directly with external vendors and partners and is responsible for managing these relationships, evaluating performance, identifying opportunities for improvement, and determining the appropriate approach to maximize the success and value of each program.

Much of this work intersects with Marketing, Meetings, Publications, and Membership, so success will depend on building strong partnerships with those functional leads and coordinate effectively as a peer rather than through direct authority — with the Director of Marketing as the closest and most active partner.

PERFORMANCE EXPECTATIONS & METRICS

Performance will be assessed annually against the following outcomes:

Area

Success Indicators

Non-Dues Revenue

Annual revenue targets met or exceeded; year-over-year growth in non-dues revenue; variances identified and corrected proactively.

Certification (CAP®)

Growth in CAP® candidates and renewals year-over-year; certification revenue targets met; program perceived as credible and competitive; preparation offerings actively promoted and generating revenue.

Vendor Partnerships

Vendor partnerships meeting or exceeding revenue targets; underperformance identified and addressed promptly; contracts renewed on improved terms.

Growth & Cross-Sell

Cross-sell and account-growth opportunities identified and converted across the existing portfolio; pipeline of growth opportunities maintained; sound business cases delivered to the CEO.

Pricing Strategy

Sound, data-backed pricing recommendations delivered across the portfolio and for cross-departmental fee-setting.

Cross-Functional Coordination

Effective, proactive coordination with Marketing, Meetings, Publications, and Membership; alignment achieved without direct reporting authority.

Revenue Visibility

Leadership has timely, accurate visibility into portfolio performance and market conditions.

QUALIFICATIONS

• Minimum 10 years of relevant senior-level experience in revenue development, business development, sales, pricing, marketing, or a related field.
• Strong history of growing sales, building client relationships, and consistently meeting or exceeding performance targets.
• Demonstrated track record of leading revenue programs and growing revenue; association, nonprofit, or mission-driven organization experience preferred, not required. Knowledge of UBIT is a plus.
• Familiarity with professional certification programs strongly preferred.
• Strong pricing and business-development acumen — able to build business cases, evaluate revenue-growth opportunities, and prioritize investment across a mixed portfolio of mature and early-stage programs.
• Experience managing revenue-generating vendor relationships, including varied compensation structures (e.g., retainer, tiered commission, revenue-share).
• Demonstrated ability to lead across reporting lines — managing direct reports, operating as a peer with fellow department heads (particularly Marketing), and building alignment with senior leadership without direct authority.
• Strong analytical skills; comfortable using data to assess program performance and market trends.
• Experience working with volunteer governance structures in a professional association environment preferred, including drawing on subject-matter experts within the volunteer community for analysis and market insight.
• Positive, collaborative attitude and a commitment to contributing to a supportive and productive team environment that is welcoming and inclusive.
• Active engagement with professional communities focused on association revenue and business development (e.g., Professionals for Association Revenue) a plus.
• Bachelor’s degree and advanced degree are preferred but not required; CAE (Certified Association Executive) credential, or a related pricing, sales, revenue management, or business development certification a plus.
• Occasional travel required (2-4 times a year).