Senior Business Partnerships, Account Executive

Senior Business Partnerships Account Executive

Department: Business Partnerships and Innovation

Reports to: VP, Business Partnerships and Innovation

Employment Status: Full time

Direct Reports: None

Position Overview

The Senior Business Partnerships Account Executive generates sustainable revenue by managing and growing a portfolio of high-value business and non-profit partners, developing new revenue through partnerships, and creating mission and values-aligned partnerships.

This position secures revenue, sponsorship and partnership opportunities by managing the full partnership-development cycle, including market and prospect research, CRM management, discovery, proposal development, negotiation, closing, fulfillment coordination, renewal, expansion, and relationship stewardship.

In addition to individual revenue responsibilities, the Senior Account Executive provides department leadership with market intelligence, partner feedback, partnership opportunities and revenue insights that inform strategic innovation, partnership/product development for revenue diversification that supports RMPM's friendship business model and demonstrates an understanding and appreciation for public media and community impact.

Essential Duties and Responsibilities

Revenue and Portfolio Management

• Own, retain, and grow an assigned portfolio of values-aligned business partners, using RMPM's portfolio of assets that include underwriting acknowledgements and placements on broadcast and streaming audio, podcasts, newsletters, web and events.
• Achieve annual individual revenue goals through renewals, account growth, new business, multiyear agreements, and expanded partnerships .
• Develop account, territory, and revenue strategies aligned with department goals.

• Maintain a qualified and accurately tracked pipeline sufficient to support current- and future-year revenue expectations.
• Provide accurate revenue forecasts and identify risks or opportunities affecting portfolio performance.
• Prioritize activity based on revenue potential, strategic alignment, timing, probability of closing, and organizational capacity.
• Build trusted relationships with partner contacts, decision-makers, and senior executives, maintaining consistent communication and year-round stewardship.
• Understand each partner's objectives, audiences, community priorities, investment criteria, and desired outcomes.
• Identify opportunities to expand relationships across additional platforms, initiatives, events, content, or organizational priorities.

New Business and Partnership Development

• Research, identify, and qualify prospective partners whose goals and values align with RMPM's mission, audiences, platforms, and community priorities.
• Maintain a consistent prospecting and research process that continually replenishes the partnership pipeline.
• Develop opportunities through outreach, referrals, networking, events, community relationships, and existing partner connections.
• Lead discovery conversations to understand partner objectives, audiences, budgets, timing, decision-making processes, and measures of success.
• Develop and present tailored partnership recommendations using approved products, platforms, pricing, inventory, and strategic initiatives.

Strategic Innovation and Revenue Diversification

• Provide the VP & SVP with insights and feedback regarding partner needs, market trends, competitive conditions, and emerging revenue opportunities.
• Identify business sectors, partner categories, audience needs, and community priorities that may support new or diversified revenue streams.
• Recommend innovative partnership concepts, offerings, pricing approaches, and revenue models based on market and partner intelligence.
• Evaluate potential opportunities for strategic fit, revenue potential, repeatability, scalability, and required organizational resources.
• Share lessons from partner conversations, proposals, objections, wins, and losses to help strengthen department strategy and value propositions.
• Participate in the development and testing of new partnership offerings and go-to-market approaches.
• Help translate successful partnership concepts into renewable, scalable, or repeatable opportunities.
• Provide constructive feedback regarding internal processes, capabilities, and barriers that may affect innovation or revenue growth.

CRM, Pipeline, and Forecast Management

• Maintain complete, accurate, and timely CRM records for assigned accounts, prospects, contacts, activities, opportunities, proposals, agreements, and renewals with support from the Business Partnerships Revenue Operations Manager.
• Track partner priorities, research findings, opportunity stages, values, probabilities, close dates, decision-makers, next steps, and relationship history.
• Maintain an accurate pipeline reflecting realistic revenue values, timing, progression, and next actions.
• Use CRM data, market intelligence, and revenue performance to identify pipeline gaps, risks, and opportunities.
• Participate in account reviews, pipeline meetings, forecast discussions, and revenue-planning sessions.
• Provide leadership with timely insights regarding significant changes in partner activity or revenue expectations.

Proposal and Fulfillment Coordination

• Develop persuasive proposals and presentations in collaboration with Business Partnership Operations, Production, Marketing, Content, Traffic, Finance, and other teams.
• Ensure proposals accurately reflect approved pricing, deliverables, timelines, expectations, and resource requirements.
• Serve as the primary relationship liaison between assigned partners and internal fulfillment teams.
• Communicate partner objectives, contractual commitments, assets, approvals, and timelines clearly.
• Monitor fulfillment progress, address partner questions, and elevate risks or delays promptly.
• Maintain partner relationship ownership while internal teams retain responsibility for execution within their assigned functions.

Senior-Level Team Contribution

• Model disciplined account management, CRM use, consultative selling, and partner stewardship.
• Share market knowledge, effective practices, and partnership insights with other Account Executives.
• Support collaborative selling, introductions, and complex opportunities that advance department priorities.
• Provide informal guidance to colleagues without assuming direct supervisory responsibility.
• Represent RMPM at approved business, industry, networking, and community events.
• Escalate unresolved pricing, inventory, compliance, fulfillment, ownership, or resource concerns to department leadership.

Performance Expectations

• Achievement of the assigned annual revenue goal.
• Based on Performance, Top Performers can earn up to the maximum salary amount
• Renewal, retention, and growth of assigned partners.
• New business revenue and qualified opportunities developed.
• Strength, accuracy, progression, and values alignment of the partnership pipeline.
• Forecast accuracy and quality of CRM records.
• Development of multi-year, expanded, or diversified partnerships.
• Partner satisfaction, relationship depth, and responsiveness.
• Quality of strategic insights provided to department leadership.
• Contribution to innovative partnership offerings and revenue-diversification opportunities.
• Collaboration and effectiveness in fulfillment coordination.
• Adherence to public-media standards, pricing guidelines, approval processes, and financial controls.

Required Qualifications

• A minimum of 5 years of experience with success in meeting or exceeding monthly and annual sales goals in business development, consultative sales, strategic partnerships, sponsorship, media sales, nonprofit revenue development, or a related field.
• Media sales experience is desired, however, a strong background in any sales field is acceptable.
• High School Diploma or GED.
• Experience working with advertising agency media buyers.

• Demonstrated success in managing and growing a substantial book of business.
• Proven ability to retain, renew, and expand complex partner relationships.
• Experience researching, developing, negotiating, and closing new business.
• Strong consultative selling, discovery, presentation, negotiation, and closing skills.
• Ability to develop tailored proposals and communicate strategic partner value.
• Experience managing a pipeline and maintaining accurate CRM records, forecasts, and renewal activity.
• Ability to analyze market conditions, identify emerging opportunities, and translate partner insights into actionable recommendations.
• Demonstrated judgment in balancing revenue potential, partner goals, community benefit, organizational capacity, and public-media standards.
• Strong written, verbal, interpersonal, and executive communication skills.
• Ability to work independently while collaborating effectively across departments.
• Commitment to RMPM's mission, editorial independence, and role as a trusted public-service organization.
• Ability to attend occasional evening or weekend events and travel as required.

Preferred Qualifications

• Experience in public-media underwriting, sponsorship, integrated marketing, nonprofit partnerships, or cause-related marketing.
• Experience selling broadcast, digital, streaming, event, content, or multiplatform partnerships.
• Experience developing strategic initiatives, new partnership products, or diversified revenue models.
• Existing relationships within Colorado business, agency, philanthropic, government, or community networks.
• Experience developing multi-year partnerships or partnerships connected to measurable community outcomes.
• Familiarity with public-media underwriting standards and editorial independence.