Ad & Sponsorship Sales Manager

CalMatters seeks a results-driven Ad and Sponsorship Sales Manager to lead and grow our advertising and sponsorship revenue program. This person is responsible for generating earned revenue through the sale of newsletter and website advertising and event sponsorships while building strong, long-term partner relationships.

This is a frontline revenue role with clear performance goals tied to growth, retention, and new business development. The ideal candidate will be a creative, thoughtful seller who takes the time to understand a client’s goals and deliver solutions that achieve those goals.

What You Will Do

Drive Revenue

• Meet or exceed annual sponsorship revenue goals.
• Sell digital, newsletter, and event sponsorship packages.
• Develop compelling bundled sponsorship opportunities aligned with our mission and audience.

Build and Manage Relationships

• Serve as primary contact for sponsors from pitch through renewal.
• Lead renewal strategy with a target retention rate of 70 percent or higher.
• Share performance metrics and audience insights with clients.

Develop New Business

• Build and maintain a strong prospect pipeline.
• Conduct ongoing outreach to secure new sponsors across relevant sectors.
• Add new sponsor accounts each quarter to support growth goals.

Strengthen Sales Strategy and Operations

• Create and maintain persuasive, data-informed sales materials.
• Track activity and revenue accurately in Salesforce.
• Collaborate internally to ensure seamless fulfillment, billing, and reporting.
• Partner on event sponsorship strategy and packaging.

What You Bring

• At least three years of experience in advertising, sponsorship, or media sales.
• Proven success in meeting or exceeding revenue targets.
• Strong communication, negotiation, and relationship management skills.
• Experience using audience data and analytics in sales strategy.
• Organized, self-directed, and comfortable working in a mission-driven newsroom environment.
• Enthusiasm for working in a team environment and supporting teammates reach their fundraising goals.

CalMatters is a nonprofit, nonpartisan newsroom dedicated to explaining California policy and politics. Our sponsors support our mission while connecting with one of the most engaged civic audiences in the state.

If you are energized by building partnerships that align mission and revenue, we would love to hear from you.

This full-time position is represented by the Pacific Media Workers Guild and is based in California with a preference for a candidate in the Sacramento area.

We offer a complete benefits package with medical, dental and vision insurance — we cover 95% of the cost for employees and dependents — from a range of HMO and PPO providers. We also offer paid family leave and will match contributions of up to 4% of your salary to our 401(k) program and provide life insurance at no cost.