About the Role
We are looking for a driven, commercially sharp, and hands-on Delegate Sales Team Lead to lead and grow a high-performing global Delegate Sales team.
This is a high-revenue-generating role suited for someone who is confident in cold calling, consultative selling, pipeline management, and coaching sales team members to consistently hit and exceed targets. The ideal candidate is not only a strong individual seller but also someone who can lead by example, drive accountability, and raise the performance standard of a globally distributed team.
The role requires someone who understands structured sales methodologies, particularly SPIN Selling, and can apply this approach in real sales conversations, objection handling, call reviews, coaching sessions, and team performance management.
This is not a passive leadership role. We are looking for someone who is commercially hungry, resilient, target-driven, and comfortable working in a fast-paced, performance-based environment.
Key Responsibilities
- Lead, manage, coach, and motivate a global Delegate Sales team to achieve individual and team revenue targets.
- Personally contribute to revenue generation through outbound selling, cold calling, prospecting, pipeline development, and closing delegate sales.
- Apply and coach the team on SPIN Selling techniques, including situation, problem, implication, and need-payoff questioning.
- Conduct regular call reviews, sales role plays, objection-handling sessions, and pipeline coaching.
- Drive a strong sales culture built on accountability, discipline, resilience, and consistent daily activity.
- Monitor team performance against KPIs, including calls, connected calls, qualified leads, pipeline value, conversion rates, closed revenue, and event targets.
- Ensure team members maintain accurate sales records, CRM updates, pipeline notes, and forecasting data.
- Support team members in identifying decision-makers, qualifying prospects, building urgency, and closing delegate registrations.
- Work closely with Conference Production, Marketing, Sponsorship Sales, and Event Operations teams to align messaging, audience targeting, and delegate acquisition strategies.
- Identify performance gaps early and implement coaching plans, corrective actions, and productivity improvements.
- Prepare regular sales updates, forecasts, performance reports, and recommendations for management.
- Support onboarding and training of new Delegate Sales team members across different regions and time zones.
- Maintain strong knowledge of assigned conference portfolios, target markets, buyer personas, and industry trends.
- Lead by example by demonstrating strong call discipline, high-quality sales conversations, and consistent commercial output.
What We Are Looking For
- Proven experience in delegate sales, B2B sales, telesales, inside sales, conference sales, events sales, or consultative outbound sales.
- Previous experience leading, coaching, or mentoring sales team members is strongly preferred.
- Strong understanding and practical application of SPIN Selling or similar consultative sales methodologies.
- Confident and experienced in cold calling, prospecting, objection handling, and closing sales over the phone.
- Demonstrated ability to meet or exceed revenue targets in a fast-paced sales environment.
- Minimum 5 years strong leadership presence with the ability to manage team members across different countries, cultures, and time zones.
- Ability to coach salespeople using real call examples, pipeline reviews, sales questioning frameworks, and performance data.
- Commercially driven, resilient, proactive, and comfortable working in a target-led environment.
- Strong communication, follow-up, organisation, and stakeholder management skills.
- Comfortable using CRM systems, spreadsheets, sales trackers, and performance dashboards.
- Experience in conferences, exhibitions, business events, B2B media, life sciences, healthcare, pharma, biotech, or professional services is an advantage.
Success in This Role Looks Like
- Consistently achieving or exceeding delegate sales revenue targets.
- Building a disciplined, high-activity, high-conversion sales team.
- Improving team performance through structured coaching, call reviews, and SPIN-based selling.
- Increasing pipeline quality, conversion rates, and delegate acquisition across assigned events.
- Creating a culture where team members are confident to cold call, ask better questions, handle objections, and close.
- Providing accurate forecasts, clear performance visibility, and timely escalation of risks.
- Developing team members into stronger, more commercially confident sales professionals.
Ideal Candidate Profile
You are a sales leader who still enjoys selling.
You are not afraid to pick up the phone, make cold calls, challenge prospects professionally, and guide your team to do the same. You understand that strong delegate sales is not just about activity volume, but about asking the right questions, identifying real business needs, creating urgency, and confidently closing.
You know how to balance pressure with coaching, accountability with support, and individual selling with team leadership. You thrive in a high-performance environment and are motivated by revenue, results, and team growth.
Why Join Us
This is an opportunity to take ownership of a high-impact commercial function, lead a global team, and directly contribute to the revenue growth of international conferences and events.
You will work closely with commercial and event leaders, influence sales strategy, and play a key role in building a stronger, more disciplined, and more consultative Delegate Sales function.
If you are commercially hungry, confident in outbound sales, experienced in SPIN Selling, and ready to lead from the front, we would like to hear from you.
