Director of Partnerships at National Security Media Company

Job Description

Job Description

War on the Rocks is the premier platform for analysis, commentary, and debate on strategy, defense, and foreign affairs. Our podcasts, events, and digital content reach a global audience of senior decision-makers, military professionals, and engaged citizens. We are seeking a Director of Partnerships to drive revenue growth across our expanding portfolio of podcasts and live events.

Please note, this role is only open to people who currently have a right to work in the United States and are able to work in the Washington, DC area (we are in the office on Tuesdays, Wednesdays, and Thursdays and WFH on Mondays and Fridays). In your cover letter (mandatory), please include an amusing story about yourself.

The Director of Partnerships will own and grow two critical revenue streams for War on the Rocks: podcast advertising and event sponsorships. This is a player-coach role. You will build and manage a pipeline of sponsors and advertisers, close deals, and ensure flawless execution of partnership commitments across our shows and events. You will work directly with company leadership to set revenue targets and develop new partnership offerings as the business grows.

This person will be the face of War on the Rocks to the sponsorship and advertising market, so a genuine interest in national security, defense, and foreign policy is important. You do not need to be a subject matter expert, but you need to credibly represent a brand that the national security community trusts.

Why War on the Rocks?

At War on the Rocks, you will help connect leading voices in strategy and statecraft with organizations that want to reach the most influential audience in national security. You will be part of a small, scrappy team with outsized impact, where initiative and results are rewarded. This is an opportunity to shape the commercial future of one of the most respected brands in the defense and foreign policy space.

War on the Rocks is an equal opportunity employer and will not discriminate against any employee or applicant on the basis of age, color, disability, gender, national origin, race, religion, sexual orientation, veteran status, or any classification protected by federal, state, or local law.

Responsibilities

Podcast Ad Sales

• Develop and execute a strategy to sell advertising across the War on the Rocks podcast portfolio, including host-read ads, pre-produced spots, and branded segments.
• Build and maintain relationships with media buyers, agencies, and direct advertisers in the defense, technology, and professional services sectors.
• Manage the full sales cycle from prospecting through close, including proposal development, pricing, negotiation, and contract execution.
• Track and report on campaign performance, ensuring sponsors receive the reach and engagement they were promised.
• Identify new ad formats and sponsorship packages that serve both advertiser goals and listener experience.

Event Sales and Organization

• Sell sponsorship packages for War on the Rocks live and virtual events.
• Collaborate with leadership and the editorial team to develop event concepts that attract both high-quality speakers and paying sponsors.
• Manage event logistics in coordination with vendors and venues, ensuring sponsor obligations are met and events run smoothly.
• Serve as the primary point of contact for event sponsors before, during, and after each event.
• Build a repeatable events calendar and grow the events business from its current base.

General

• Maintain a CRM pipeline and provide regular revenue forecasts to leadership.
• Develop and refine sales collateral, media kits, and partnership decks.
• Represent War on the Rocks at industry events, conferences, and networking opportunities.
• Contribute to the overall growth strategy of the organization alongside a small, high-performing team.

Requirements

• 3+ years of experience in media sales, sponsorship sales, business development, or partnerships, ideally in podcasting, events, digital media, or a related field.
• A proven track record of meeting or exceeding revenue targets.
• Strong relationship-building skills and a knack for consultative selling.
• Experience managing the full sales cycle, from lead generation to close to post-sale account management.
• Excellent written and verbal communication skills.
• Comfort working in a small, fast-moving organization where you will wear multiple hats.
• Familiarity with podcast advertising metrics.
• Experience with event sponsorship sales and/or event production is a strong plus.
• An interest in national security, defense, or foreign policy is a strong plus.

Compensation

This role is built so that a strong performer can earn meaningfully above base salary. We want the person in this seat to have real upside tied directly to the revenue they close, and there is no cap on commission.

• Base salary: $125,000 to $135,000, depending on experience.
• Commission: You will carry an annual revenue target across podcast advertising and event sponsorships. Commissions are paid at a standard rate up to quota, with an accelerated rate for revenue closed above quota. There is no cap.
• New business and renewals: New business pays at the full commission rate. Renewals pay at a lower rate, reflecting our priority on growth while still rewarding account stewardship.
• Retention kicker: For event sponsorships, you will earn an additional bonus when a sponsor returns for a subsequent event. We want this role to be invested not only in closing deals, but in delivering partnerships that sponsors want to renew.
• Payment timing: Commission is paid on cash received.
• Full details on quota, commission rates, accelerators, and payment timing will be shared with finalists.

Benefits

• Fully covered premiums for medical, dental, and vision insurance.
• Generous vacation policy.
• Hybrid schedule: in-office Tuesday through Thursday, remote Monday and Friday.