Sacramento, CA

Sponsorship and Development Manager

Job Title: Sponsorship and Development Manager
Classification: Exempt, Full-Time
Location:  400 Capitol Mall, Sacramento and Remote
Reports to: C.E.O. And Executive Director


The Sponsorship and Development Manager works to generate non-dues revenue in the form of sponsorships, affinity relationships, advertising, and contributions for the strategic priorities of the California Lawyers Association (CLA) and the California Lawyers Foundation. CLA has a current, organization-wide budget in excess of $10 million and over time, this position would be expected to contribute to adding several million dollars in non-dues revenue to the organization’s budget.  The functions include working with the senior executive team to help develop and execute a non-dues revenue strategy.   The Sponsorship and Development Manager forges connections that create opportunities and matches the strategic priorities of CLA with the interests and goals of partners and donors.  The Sponsorship and Development Manager is responsible for leading and strengthening a comprehensive non-dues revenue program.  Specific emphasis will be on raising sponsorship revenue, identifying possible member benefit providers willing to enter into affinity relationships, and selling advertising and charitable fundraising for the California Lawyers Foundation.

The Sponsorship and Development Manager will strive to build a greater understanding and support for CLA’s mission, vision and goals in the industry and must be professional, responsive, innovative, persuasive, entrepreneurial and dedicated to the mission of the California Lawyers Association.  Very strong written and oral communications skills along with attention to detail and relentless follow-through are essential qualities for this position.

Skills and Requirements

  • Work collaboratively to plan and develop an integrated non-dues revenue program to benefit CLA
  • Work with law firms and industries that support the legal profession such as e-discovery firms, and other businesses to educate them about CLA and mutually beneficial opportunities for partnership
  • Identify leads, facilitate meetings, and when appropriate, negotiate or facilitate the negotiation by others of partnerships with organizations and businesses
  • Develop, cultivate and maintain effective relationships with new and existing partners and their representatives, including marketing directors, program officers, board members, and other influencers and decision-makers
  • Cultivate and maintain awareness of relevant trends and opportunities
  • Ensure effective stewardship of prospects and donors
  • Effectively represent and offer information about CLA, prepare effective and persuasive materials and presentations and make presentations to individuals and groups
  • Participate in industry and business meetings, gather and compile intelligence from these interactions, analyze industry developments to determine new business and partnership opportunities
  • Possess a keen awareness of initiatives, stakeholders and programs of interest, and leverage existing network of contacts to identify mutually beneficial partnerships
  • Establish credibility and trust quickly and skillfully among stakeholders
  • Nurture and cultivate relationships with potential partners and donors
  • Provide exceptional service for both internal and external stakeholders
  • Develop and maintain appropriate databases and identify and cultivate potential partners and donors
  • Track and report success and overall performance of all development activities
  • Produce monthly reports of prospective business development activity and other reports as needed
  • Perform additional related duties and tasks as assigned


  • Proven track record and demonstrated ability of generating 6+ figures in non-dues revenue from sponsorships, advertising, affinity relationships, etc.
  • 4-year degree or commensurate experience
  • 5+ years of experience in aspects of sponsorship, fundraising and/or development with a non-profit organization
  • Creativity, diplomacy and ability to navigate among competing stakeholders
  • Experience working with or in the legal industry or in sales is desirable
  • Existing relationships in the legal industry highly desirable
  • Preferably 5+ years of experience in positions of increasing responsibility and leadership roles
  • Experience working with volunteer leaders is desirable
  • Ability to work with different members of CLA
  • Strong business sense, organizational and analytical skills
  • Proven ability to exercise initiative and mature judgment
  • Computer literacy in word processing, database management and applicable software
  • Possess intermediate-level skills in Excel, Word and PowerPoint
  • Strong oral and written communications skills and ability to persuade across different mediums
  • Work under minimal supervision

Essential Functions

  • Ability read, write and speak the English language fluently (additional language skills a “plus”)
  • Interact with members, potential members, partners, potential partners, or other staff to provide a high level of service
  • Possess visual capability and digital dexterity to operate a computer and other standard office equipment
  • Make fine visual distinctions upon proofreading written documents and viewing information on computer screen
  • Endure constant walking, sitting and standing
  • Regular typing
  • Overnight travel may be required

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CLA Membership is $99 and includes one section. Additional sections are $99 each.