Director, Member Revenue Development in Arlington, Virginia at Associated General Contractors of America, Inc

The Director, Member Revenue Development establishes and leads AGC National’s conference and education sales function, with a primary focus on increasing enrollment in EDGE courses and conference registration. The position will also actively promote member participation across AGC’s education programs, including webinars, Consensus DOCs and other products and services as possible. This position will support the association’s marketing operation by actively reaching out to and selling AGC members and chapters to enhance overall registrations.

As the department’s first hire and lead, this individual drives new business through cold calling, proactive outreach, and relationship development with members, prospective members, and AGC Chapters (not vendors or sponsors). Working collaboratively with Chapters, members, and internal departments, the Director identifies opportunities, strengthens relationships, and converts member interest into registrations, purchases, and ongoing engagement. The Director builds the strategy, sales pipeline, processes, and standard operating procedures needed to deliver measurable enrollment and revenue growth to supplement ongoing marketing efforts, then grows and leads the team as the function expands.

Essential Responsibilities & Duties

New Business Development and Education Sales

• Develop and execute a sales strategy to increase conference and EDGE enrollment and revenue among members, prospective members, and Chapters. Also executes, as possible, sales strategy in support of AGC products and programs, including the new Consensus Docs platform.
• Identify and qualify new opportunities through cold calling, email outreach, referrals, and targeted prospecting.
• Manage the sales cycle from initial contact through registration commitments and follow-up; communicate course value, address objections, and identify repeat business opportunities.
• Identify opportunities to increase registrations, product adoption, and repeat participation, including re-engaging past attendees and reaching underrepresented audiences.
• Support the introduction and adoption of new programs, products, and services, including ConsensusDocs initiatives, as prioritized by leadership.

Chapter Engagement and Relationship Management

• Build relationships with Chapter leaders and staff to identify education needs and expand participation in AGC National courses.
• Develop coordinated outreach plans and provide messaging and resources that help Chapters connect members with relevant EDGE offerings.
• Maintain relationships with members and prospects, using feedback to improve outreach and inform education program planning.
• Serve as a knowledgeable point of contact who can clearly communicate the value and benefits of AGC programs to members, prospective members, and Chapters.

Department Development and Sales Operations

• Establish repeatable sales processes and documented SOPs for prospecting, qualification, outreach, follow-up, enrollment handoffs, and relationship management.
• Build and maintain a CRM-based sales pipeline with clear stages, ownership, next steps, and accurate records.
• Work with leadership to establish enrollment, revenue, and activity goals; report pipeline progress, forecast results, and adjust outreach based on performance.
• Monitor outreach activity, conversion rates, registration growth, and revenue generated or influenced through outreach; provide regular performance updates and recommendations to department leadership, and use data and member feedback to refine strategies and improve return on investment.
• Create sales tools and onboarding resources; recommend staffing needs and recruit, onboard, coach, and manage team members as the department grows.

Cross Functional Collaboration

• Partner with education, marketing, events, and product staff to align outreach with course schedules, capacity, audience needs, and program priorities.
• Coordinate targeted campaigns and sales materials to support prospecting and conversion, including phone calls and personalized email follow-ups that complement existing marketing efforts.
• Share market insights and recommend changes that address enrollment barriers and improve the customer experience.
• Recommend improvements to sales messaging, outreach timing, and campaign targeting based on results.

Qualifications & Experience:

• Bachelor’s degree in business, marketing, communications, or a related field, or an equivalent combination of education and relevant experience.
• Demonstrated success in outbound sales, business development, or account executive roles, including generating new business and achieving measurable sales or revenue goals.
• Experience building and managing sales pipelines, using CRM systems, and measuring activity, conversion, and results.
• Experience establishing or improving sales processes, documenting SOPs, and building the structure needed to scale a sales function.
• Experience leading, coaching, or developing others, with the ability to build and manage a growing team.
• Ability and willingness to travel as needed to Chapters, conferences, and member events.
• Experience selling education, training, professional development, or association services preferred; Chapter or construction industry experience is a plus.

Skills & Competencies:

• Cold calling, prospecting, consultative selling, and objection handling.
• Relationship management and clear written and verbal communication.
• Sales planning, forecasting, data analysis, and accountability for results.
• Process development, organization, and independent prioritization.
• Proficiency with CRM systems, Microsoft Office, and virtual meeting tools.

Work Environment & Expectations:

• Travel is a requirement of this position, including visits to Chapters and attendance at AGC conferences, events, and member meetings; expected frequency will vary but likely to exceed six times a year.
• Regular outbound phone and virtual outreach to members, prospective members, and Chapters.
• Uses a CRM and outreach tracking system to log calls, document conversations, track follow-ups, and measure registrations and revenue attributable to outreach, along with an AGC-branded business phone line (such as Microsoft Teams Phone) and access to registration, sales, and participation data.
• Balances hands-on sales execution with department development and future team leadership.
• Ability to work independently, manage competing priorities, and respond promptly to time-sensitive department and organizational needs.