National Account Manager

National Account Manager

Position Summary

Reporting to the Senior Manager, Membership Strategy, the National Account Manager (NAM) is responsible for managing and growing the association’s national accounts and driving membership growth by identifying, engaging, and converting prospective members across targeted segments. This role combines strategic account management with outbound and inbound prospecting, relationship-building, and consultative selling to promote the association’s membership offerings to law firms, legal departments, organizations, employers, and professional communities.

Working closely with Membership, Marketing, and Business Development teams and CBA Branches, the National Account Manager plays a critical role in retaining and expanding national accounts, extending the association’s reach, increasing group memberships, and strengthening representation within priority segments. The role also manages a portfolio of national accounts, serving as the primary relationship lead for multi-jurisdictional organizations and driving their retention, renewal, and growth. The ideal candidate is a confident communicator and trusted relationship builder with a strong customer-centric mindset, capable of translating the association’s value proposition into compelling, segment-specific solutions.

Location

66 Slater Street, Suite 1200 Ottawa, ON

Languages

The CBA delivers services in both of Canada’s official languages. Fluent bilingual skills, both written and oral, are essential.

Annual Salary

$80,000 – 85,000

Benefits

• Health & Dental
• Short-Term and Long-Term disability
• EAP
• Professional Development Funding
• Yearly Wellness Credit
• Pension

Responsibilities

Lead Generation & Prospecting

• Identify and prospect potential members across priority group and niche segments, including employers, professional groups, associations, and networks.
• Execute outbound outreach through email, phone, LinkedIn, and event-based follow-up.
• Qualify inbound leads generated through marketing campaigns, events, and partnerships.
• Build and maintain a healthy sales pipeline aligned to membership growth targets.
  
  

Membership Sales & Conversion

• Conduct discovery conversations to understand prospect needs and challenges.
• Present membership value propositions tailored to individual, group, and niche segments.
• Promote group, corporate, and bundled membership offerings.
• Close new individual and group memberships and facilitate a smooth onboarding handoff.
  
  

Segment & National Account Management

• Develop a strong understanding of priority niche segments and their professional needs.
• Build relationships with HR leaders, managers, and decision-makers for group memberships.
• Support account expansion opportunities by identifying additional members within organizations.
• Manage a portfolio of national accounts, including national and multi-office law firms, corporate and in-house legal departments, and government legal services.
• Develop and execute account plans for each national account, with defined retention, renewal, and growth targets.
• Serve as the primary point of contact for national account decision-makers, coordinating with CBA Branches and internal teams to deliver a consistent experience across jurisdictions.
• Lead group membership renewals and negotiations for national accounts, identifying upsell and cross-sell opportunities such as professional development, conferences, and member benefits.
• Monitor account health, member engagement, and benefit utilization, and proactively address risks to retention.
• Conduct regular account reviews with national account stakeholders and report on account performance to leadership.
• Collaboration & Enablement
• Partner with Marketing to align outreach with campaigns, events, and content.
• Work closely with Membership and Programs teams to ensure prospects understand available benefits.
• Provide feedback on market needs, objections, and opportunities to improve membership offerings.
  
  

Reporting & CRM Management

• Accurately track leads, activities, and opportunities in the CRM.
• Maintain clean, up-to-date records of prospect interactions.
• Report on pipeline performance, conversion rates, and segment trends.
• Contribute insights to improve acquisition strategy and segmentation.
  
  

Qualifications

Education

Bachelor’s degree in Business, Marketing, Communications, or a related field (or equivalent experience).

Experience

• 4+ years of experience in sales development, customer management, inside sales, membership sales, or a customer-facing role.
• Experience selling to professionals, organizations, or within not-for-profit or association environments is an asset.
• Demonstrated experience managing national or key accounts, including account planning, renewals, and stakeholder relationship management.

Skills and Abilities

• Strong communication and interpersonal skills.
• Ability to conduct consultative, needs-based sales conversations.
• Comfortable with outbound prospecting and relationship-building.
• Organized, results-oriented, and self-motivated.
• Ability to tailor messaging to different audiences and segments.
• Strategic account management skills, with the ability to build trusted relationships with senior stakeholders and negotiate multi-year or group agreements.
• Proficiency with CRM systems and sales productivity tools.
• Advanced hands-on experience with Microsoft Word and Excel, experience with PowerPoint, Outlook, Teams, and Zoom
• Excellent communication and presentation skills, written and verbal
• Excellent analytical and research skills
• Detail-oriented, excellent organizational skills and adherence to strict deadlines
• Ability to work efficiently and effectively under pressure, and as a part of a team
• Bilingualism is essential (English and French)
  
  

Additional Requirements

• Valid driver’s licence with a clean driving record.
• Ability to travel locally and nationally to meetings, events, or client and partner sites, as required.
  
  

Interested applicants must submit a cover letter and resume.

We thank all applicants for their interest. However, we will only contact those under consideration. All applicants are encouraged to join the CBA Talent Community which establishes a list that may be considered for similar positions of various tenures.

The CBA is committed to the principles of equity, diversity, and inclusion in its learning, work environments, and in its operations. We encourage applications from traditionally marginalized groups. We believe in and promote the rights of all persons with disabilities as outlined in the Ontario Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA 2005) and its related Accessibility Standards Regulations. To meet this obligation, the CBA will make appropriate accommodations available upon request. Please inform the CBA, in advance, of the need for accommodation(s) during the recruitment and selection process to ensure your equal participation. Requests can be made by email to HR (@) cba.org.

No Agency, please.