Director of Sales, PSCA

Job Title: Director of Sales Organization: American Retirement Association Location: Hybrid (On-site 3+ days/week, Arlington, VA) or Remote Position Type: Full-Time | Exempt About Us At the American Retirement Association (ARA), we are dedicated to empowering retirement professionals to help all Americans achieve a secure retirement. We do this through education, advocacy, and innovation. Join our collaborative, mission-driven team and help shape the future of retirement in America. Position Summary We’re looking for an experienced Director of Sales to lead revenue generation across two complementary lines of business offered by the Plan Sponsor Council of America (PSCA), a division of the American Retirement Association: PSCA’s education and conference offerings, and individual licenses for Knowa powered by PSCA, an AI-powered governance platform purpose-built for 401(k) and 403(b) plan sponsors. This role is responsible for developing new business, expanding existing client relationships, and delivering tailored solutions that align with client operational, compliance, and participant engagement needs. The Director will manage the full sales lifecycle—from prospecting through close—while serving as a strategic partner to organizations navigating complex administrative and regulatory environments. Key Responsibilities Drive sales performance by identifying opportunities, building pipelines, and closing business to meet or exceed revenue targets Deliver compelling product presentations and proposals, including pricing, terms, and contract negotiations Maintain accurate records of sales activities, forecasts, and pipeline metrics; analyze performance trends and market conditions Build and sustain strong client relationships with plan sponsors, service providers, and industry stakeholders through proactive communication and ongoing account management Collaborate cross-functionally with product, marketing, and leadership teams to align client expectations with product capabilities Provide consultative guidance to clients on aligning budgets, engagement strategies, and participant-focused outcomes with appropriate solutions Support broader sales initiatives and contribute to overall performance across multiple offerings Qualifications Skills & Competencies Strong interpersonal, communication, and presentation skills Demonstrated ability to negotiate and close complex, consultative sales engagements Ability to build credibility with sophisticated buyers in a compliance-driven environment Strong organizational, time management, and project management skills Analytical mindset with the ability to interpret data and adjust strategies accordingly Adaptability in a dynamic, client-driven environment Knowledge & Experience Working knowledge of sales principles, pipeline management, and forecasting Experience selling products or services directly to HR professionals or benefits administrators strongly preferred Background in HR technology, benefits administration software, or similar HR services sales a plus Minimum of 5 years of relevant sales experience within a related ecosystem Technical Proficiency Experience with CRM systems (e.g., Salesforce) Experience with SaaS environments Proficiency in Microsoft Office tools Comfort leveraging emerging technologies, including AI-enabled tools Education Bachelor’s degree or equivalent experience Additional Information Travel: Occasional travel required, including periodic overnight trips Physical Requirements: Ability to perform standard office functions, including prolonged sitting and light lifting of materials Why Join Us? You’ll represent a brand that plan sponsors have trusted since 1947, with an existing membership base that gives you a foundation most sales roles simply can’t offer. At PSCA, you’re not cold-calling into a skeptical market; you’re bringing relevant, credible solutions to an audience that already knows and values us. And with Knowa powered by PSCA, you’ll have a genuinely differentiated product in a space that’s ready for it. We offer: Competitive salary Comprehensive benefits Hybrid workplace or remote work Opportunities for professional development Employee Benefits ARA offers its full-time director-level employees a robust benefits package that includes: Medical, Dental & Vision Insurance Life Insurance Short-Term & Long-Term Disability Insurance Profit Sharing 401(k) Plan Defined Benefit Pension Plan Health Savings Account Flexible Spending Account Eleven Paid Holidays Twenty-three Days of Paid Time Off Two Hours of Personal Leave Per Month Parental Leave Hybrid Work Arrangement (Telework on Mondays and Fridays) Commuting/Telework Benefits Employee Assistance Program Membership in Absorb Learning Management System Membership in You Need a Budget (YNAB) Membership in Experian My Financial Expert Membership in Calm App Spot Pet Insurance Discount Worldwide Travel Assistance Program Will Preparation Services Equal Opportunity Employer American Retirement Association is an Equal Opportunity Employer. American Retirement Association provides equal employment opportunities 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, or any other characteristic protected by federal, state, or local laws. Ready to Make an Impact? Apply now to join a team that’s helping build a secure retirement future for millions of Americans.