Delegate Sales Representative

Nicholas Howard Ltd; Greater London; On-site; GBP 40,000 - 60,000; Full time

Job summary

Nicholas Howard Ltd is seeking a Delegate Sales Representative to drive delegate revenue through consultative B2B outreach for high‑value events. You will own relationships with VIPs and senior stakeholders from first conversation to on‑site experience.

You will build targeted accounts, qualify leads, and nurture prospects across multiple channels, coordinating with Conference Producers and marketing to optimize attendee growth and sponsorship introductions.

Qualifications

• Outbound B2B sales experience in events.
• Experience engaging with C-level executives and senior decision makers.
• Lead qualification and nurturing capabilities.
• Pipeline management and revenue forecasting.
• CRM and data management experience (Salesforce).

Responsibilities

• Build and maintain a focused target account list with Conference Producers.
• Source, qualify, and nurture leads through the sales funnel.
• Re-engage past delegates to drive repeat attendance.
• Develop VIP acquisition and nurturing plan aligned with event milestones.
• Manage RSVPs and ensure high-value onsite engagement with sponsors.
• Collaborate with marketing to identify attendee growth areas and optimize outbound focus.

Skills

Outbound sales

B2B sales

C-level engagement

Lead nurturing

Sales forecasting

CRM (Salesforce)

Cross-functional collaboration

Events industry

Prospecting channels

Tools

Salesforce

Job description

As Delegate Sales Representative, you'll drive delegate revenue through consultative sales and outbound partnerships, owning relationships with VIPs and senior stakeholders from first conversation to on‑site experience. You'll play a key role in curating high‑value audiences, creating meaningful peer‑to‑peer networking, and ensuring every event delivers exceptional value—for our delegates and our partners.

About the Role

As a Delegate Sales Representative you will:

• Build and maintain a focused target account list in collaboration with Conference Producers, using LinkedIn, company research, and industry news.
• Source, qualify, and nurture leads through the sales funnel, ensuring accurate Salesforce CRM upkeep.
• Re‑engage past delegates and speaker contacts to drive repeat attendance.
• Develop and execute a VIP acquisition and nurturing plan aligned with event milestones, supported by the Sector Head and Head of Delegate Sales.
• Send personalized invitations, manage RSVPs, and ensure high‑value onsite engagement and networking.
• Maintain ongoing relationships with VIPs and industry groups to enhance delegate experience and retention.
• Collaborate with marketing and commercial teams to identify attendee growth areas and optimize outbound focus based on booking patterns.
• Provide insights into industry challenges and investment trends to support onsite sponsor introductions and strategic networking.
• Manage face‑to‑face VIP engagement during events, ensuring meaningful interactions with sponsors and other stakeholders.
• Follow through on nurture processes to secure attendance and post‑event relationship continuity.

About You

You will likely have:

• Previous outbound B2B sales experience in an events environment.
• Proven track record of engaging with C‑level executives and senior decision makers.
• Partnership development experience with focus on relationship building and lead conversion.
• Outbound prospecting expertise across multiple channels (LinkedIn, email, phone, referrals).
• Lead qualification and nurturing capabilities.
• Pipeline management and revenue forecasting.
• Cross‑functional collaboration abilities (working with marketing, sales teams, content teams).
• Event industry experience preferred, with understanding of delegate/attendee acquisition.
• CRM and data management experience preferred (specifically Salesforce).