Responsibilities
Include:
1. Develop and execute a delegate sales strategy to hit/exceed targets for volume, revenue, and delegate mix.
2. Lead, mentor, and grow the Delegate Sales team; set goals, track performance, and ensure training & development.
3. Manage the delegate sales pipeline: forecasting, budgeting, reporting, and KPI tracking.
4. Use data and insights to inform targeting, outreach, and lead qualification.
5. Collaborate with Marketing to align messaging, campaigns, and content to drive sales.
6. Partner with Event Producers & Operations to ensure a seamless delegate experience.
7. Build and maintain relationships with delegates, partners, and sponsors.
8. Optimise pricing, promotions, and discounts to maximise revenue without compromising delegate quality.
9. Maintain a high standard of delegate vetting to protect the senior decision-maker profile of our events.
Ideal Candidate:
10. Proven track record in B2B delegate or ticket sales, ideally in tech/cybersecurity
11. Experience managing and developing a team with strong leadership and performance management skills.
12. Strong commercial acumen: forecasting, budgeting, pricing, and meeting revenue targets.
13. Excellent communication, negotiation, and relationship-building skills.
14. Data-driven, with the ability to leverage CRM and analytics to optimise the sales process.
15. Resilient, adaptable, and comfortable in a fast-paced environment.
Success in the Role Looks Like:
16. Delegate revenue vs. target
17. Delegate count and quality (seniority, demographics)
18. Pipeline conversion rates and lead velocity
19. Average revenue per delegate
20. Delegate satisfaction / post-event feedback
21. Team performance, including quota attainment and retention
Benefits Include:
22. Lead sales in a growth-focused, mission-driven B2B events business.
23. Exposure to multiple event formats and international markets.
24. Competitive salary with performance-based bonus.
25. Collaborative, inclusive, and supportive culture.
26. Professional development and growth opportunities.