Team Lead, Delegate Relations Reuters Events

London - UK

Monthly Salary: Not Disclosed

Posted on: Yesterday

Vacancies: 1 Vacancy

Job Summary

Lead a team of outbound Delegate Relations Leads (DRLs) to grow paid delegate revenue across our B2B conference portfolio through proactive outbound sales and partnership-led acquisition. Youll run multiple concurrent campaigns (ideally grouped by sector/vertical) and personally own revenue targets for a small number of assigned events. Success is measured on team revenue performance new business growth enabled through aligned marketing strategy pipeline quality/coverage and reducing year-on-year decline.

Reports to:Head of Delegate Sales

Primary goal:Build and maintain a high-performing well-resourced Delegate Relations team that consistently drives revenue from non-direct inbound sources and captures the full outbound opportunity across the portfolio.

About the Role

As the Team Lead Delegate Relations - you will:

Recruit onboard and manage DRLs across multiple event campaigns/verticals.
Set weekly/monthly targets and manage KPIs including: interested prospects created pipeline value and coverage booked revenue new business % and audience mix/vendor:end-user ratio compliance.
Coach consultative selling outbound prospecting partnership development negotiation and CRM discipline.
Run weekly pipeline reviews and performance cadence (1:1s call coaching deal strategy); report results risks and actions to the Head of Delegate Sales.
Own outbound revenue targets for assigned events and lead by example on activity quality and conversion.
Partner with inbound sales sponsorship and content teams to increase conversion shorten sales cycles and improve audience quality.
Partner with Marketing and Producers to define delegate growth strategy by event: priority sectors personas seniority targets geographic focus and must-win accounts.
Feed outbound learnings into positioning and messaging: refine value propositions hooks/angles and proof points based on buyer objections and conversion data.
Influence campaign plans: recommend themes content angles partner activations and channel focus to support outbound priorities (e.g. vertical warm-up content speaker-led outreach assets account-based pushes).
Support portfolio-level planning: identify cross-event audience overlaps re-engagement opportunities and portfolio packages Marketing can amplify (multi-event attendance team passes sector bundles).
Improve funnel performance: collaborate on landing page messaging feedback nurture sequences retargeting angles and outbound-to-inbound handoff processes.
Share a regular voice of customer view with Marketing: whats resonating whats not competitor narratives and market trendskeeping campaigns commercially sharp.
Develop and activate associations media partners and communities to drive group bookings and incremental pipeline.
Re-engage past delegates (2 years lapsed) and lapsed accounts to reduce year-on-year decline.
Use ecosystem mapping and hit lists to ensure full coverage of target stakeholder groups and buying committees.
Maintain high CRM hygiene (Salesforce preferred): accurate activity logging stage definitions next steps and forecasting.
Track audience composition against event goals and ratio requirements; course-correct early when mix is at risk.

Success measures

Consistent pipeline creation and coverage (e.g.34x pipelineagainst target event-dependent).
Growth in booked revenue and % new business attendees.
Strong forecast accuracy and pipeline hygiene across the team.
Reduced year-on-year decline and improved audience quality (including ratio compliance).
Demonstrable marketing alignment impact (improved conversion rates clearer messaging stronger campaign performance on outbound-led segments).

About You

To be a fit for the role of Team Lead Delegate Relations - you will likely have:

3 years outbound B2B sales (events/conferences media communities or similar).
Proven consultative selling to senior stakeholders (Director/C-level).
Strong multi-channel prospecting (LinkedIn email phone partners/referrals).
Solid pipeline management deal progression and forecasting skills.
Confident cross-functional collaborator (Marketing Producers Content Sponsorship Inbound Sales).

Desired (sales team lead / player-coach experience)

3yrs experience within a Sales Team Lead / Player-Coach role with direct responsibility forteam and personal targets.
Evidence of improving team outcomes: ramping new hires raising conversion rates increasing activity quality and tightening forecasting/pipeline discipline.
Experience running performance cadence (weekly 1:1s call coaching pipeline reviews) and managing underperformance.
Strong track record collaborating with Marketing to align campaigns targeting and messaging to hit sales revenue goals.

Please note that the closing date for applications is 11.59pm on Wednesday 11th March.

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Whats in it For You

Hybrid Work Model: Weve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.
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Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation two company-wide Mental Health Days off access to the Headspace app retirement savings tuition reimbursement employee incentive programs and resources for mental physical and financial wellbeing.
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