Manager, regional development - southeast

Job Description

The Regional Development Manager - Southeast is responsible for driving membership and sponsorship revenue growth throughout the Southeast United States through new corporate member acquisition, membership renewals, upgrades, and strategic account development. This is a revenue-driven, consultative sales role requiring an experienced professional who understands the value proposition of trade association membership and can effectively engage C-suite executives, government affairs leaders, and other senior decision-makers. The successful candidate will own the Southeast territory, develop and execute a regional business plan, manage the full sales lifecycle from prospecting through close and renewal, and deliver a high level of member service and engagement. Success in this role will be measured through annual and quarterly membership revenue, new member acquisition, member retention, membership upgrades, sponsorship revenue, qualified pipeline growth, executive meetings, digital lead conversion, sales activity, Salesforce accuracy, and overall member engagement and satisfaction. The role will also leverage digital prospecting, marketing campaigns, events, and CRM data to build pipeline, convert leads, and expand SEIA's membership and revenue base.

Territory Responsibility

This position is responsible for SEIA's Southeast Region and for developing relationships with prospective and existing member companies throughout the territory. The Regional Development Manager will conduct executive-level meetings, attend industry conferences and events, recruit new members, strengthen member engagement, and identify opportunities for membership upgrades and sponsorship sales.

Core Duties and Responsibilities

• Develop and execute an annual strategic sales and territory plan for the Southeast region with clear revenue, acquisition, retention, upgrade, and sponsorship goals.
• Own and manage the full membership sales lifecycle, including prospecting, qualification, discovery, proposal development, negotiation, close, onboarding, renewal, and expansion.
• Consistently achieve or exceed quarterly and annual membership and sponsorship revenue goals and sales quotas.
• Lead member retention and customer service efforts by building strong, long-term relationships with existing member companies and proactively demonstrating the value of SEIA membership.
• Use consultative selling techniques to understand prospective members' business priorities and connect those needs to SEIA's advocacy, research, events, networking, and industry leadership.
• Partner with Marketing to develop and execute digital lead-generation and conversion strategies, including targeted email campaigns, social selling, digital advertising, webinars, and event-based campaigns.
• Develop pre-event, on-site, and post-event sales strategies for trade shows, conferences, networking events, and other industry programs, including systematic prospect follow-up.
• Identify and pursue sponsorship and other non-dues revenue opportunities that deepen company engagement with SEIA.
• Develop customized sponsorship packages and proposals that align SEIA opportunities with prospective sponsors' marketing, business development, brand visibility, and customer acquisition objectives.
• Build and maintain a qualified sponsorship pipeline among current members, prospective members, event attendees, industry partners, and other companies serving the solar and storage market.
• Maintain accurate sponsorship opportunities, activity, revenue forecasts, close dates, and next steps in Salesforce.
• Analyze membership and sales data to identify growth opportunities, at-risk accounts, upgrade prospects, and areas for improved conversion.
• Collaborate closely with Government Affairs, Research, Communications, Marketing, Events, and other SEIA teams to strengthen the member value proposition and improve the member experience.
• Capture and communicate member and market feedback to help SEIA improve products, programs, services, and engagement strategies.

Qualifications

• 5-8+ years of successful B2B consultative sales, membership sales, business development, account management, or related revenue-generating experience.
• Demonstrated trade association, professional society, chamber of commerce, or membership-based organization experience strongly preferred.
• Proven experience selling corporate memberships, sponsorships, subscriptions, or other recurring-revenue products and services.
• Demonstrated success selling event sponsorships, digital advertising, conference packages, and other non-dues revenue products within a trade association, professional society, or comparable B2B organization.
• Demonstrated record of achieving or exceeding individual sales and revenue quotas.
• Strong experience with membership recruitment, retention, renewals, upgrades, account growth, and customer/member service.
• Ability to confidently sell and present to C-suite executives and senior leaders at companies ranging from regional businesses to Fortune 500 organizations.
• Experience using digital marketing and digital prospecting strategies to generate and convert qualified leads; hands-on familiarity with digital advertising campaigns is strongly preferred.
• Strong understanding of pipeline management, forecasting, lead conversion, and sales performance metrics.
• Excellent oral and written communication, organizational, project management, and follow-through skills.

Working Conditions

• This position is based in the Washington, D.C. office.
• SEIA employees in the Washington, D.C. region follow a hybrid model. Employees are expected to work a minimum of 3 days a week in SEIA's offices (or engaged in in-person meetings on behalf of SEIA)
• Some travel is required for this role

Compensation Range

• $60,000-$65,000 annually, based on experience, plus generous quarterly commission based on achieving sales targets and an excellent benefits package.

Working at SEIA

SEIA welcomes different perspectives, identities, and backgrounds, working collaboratively in support of our mission, regardless of job function. We believe this creates a more resilient organization that supports a strong, equitable solar industry. SEIA envisions an industry that is committed to fostering a culture of inclusivity and respect for all.

SEIA provides equal employment opportunities (EEO) to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, homelessness, or any other characteristic protected by applicable federal, state, or local laws. SEIA complies with applicable federal, state, and local laws governing nondiscrimination in employment in every location in which we employ staff. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

SEIA is an EVerify employer.