Head of Delegate Sales

Caselton Clark; Greater London; Hybrid; GBP 50,000 - 60,000; Full time

Job summary

Caselton Clark in London is seeking a Head of Delegate Sales to lead a growing function across 40+ B2B events, strengthening the managers and reps and driving commercial performance.

This senior role focuses on coaching six delegate sales managers, enabling disciplined training, structured follow-up, and scalable growth.

Qualifications

• Experience building and developing delegate sales teams.
• Strong coaching and training skills with diagnostic ability.
• Experience improving sales structure, process or performance in a growing business.

Responsibilities

• Coach and develop six delegate sales managers, guiding leaders of seven to eight reps.
• Collaborate with representatives on calling, discovery, objection handling and follow-up.
• Identify capability gaps and create practical training to raise field performance.
• Strengthen management rhythms, performance processes and team structures for scalable growth.
• Improve delegate revenue, attendance and vendor-side commercial results across the portfolio.
• Support recruitment, induction, resourcing and talent retention across the function.
• Bring fresh thinking on campaign planning, training and sales execution to fit the culture.
• Attend selected flagship events to learn delivery on site and gather customer feedback.

Skills

Lead teams

Sales leadership

Coaching & development

B2B events domain

Job description

Position: Head of Delegate Sales

Location: London Victoria/Hybrid

Salary: £50/60k + £40/45k OTE

A senior leadership opportunity to strengthen a growing delegate sales function, develop its managers and representatives, and improve commercial performance across a portfolio of more than 40 B2B events.

The successful person will initially focus on two of the six sales teams at a time, typically working with them intensively for around six months before moving to another pair. This provides the scope to understand each team properly, introduce targeted improvements and demonstrate measurable results rather than applying a single generic programme.

The opportunity

The wider business is performing strongly. It has achieved record net profit in eight of the past ten years and is on course for another record year. The delegate sales department has nearly doubled over the past two to three years and now supports more than 40 events, creating a genuine need for additional senior leadership.

The portfolio includes established conferences serving technology and financial services markets, alongside other specialist B2B sectors. Events range from approximately 200 to 2,500 attendees. The role offers the chance to influence mature flagship brands as well as growth-stage events, introduce proven ideas from elsewhere in the market and build a stronger leadership pipeline for the future.

What you will be responsible for

• Coach and develop six delegate sales managers, helping them become more confident and effective leaders of teams of seven to eight representatives.
• Work directly with representatives where useful, particularly on calling, discovery, objection handling, value-led pitching and structured follow-up.
• Identify capability gaps and create practical training that improves performance in the field.
• Strengthen management rhythms, performance processes and team structures so growth remains sustainable as the department expands.
• Improve delegate revenue, primary-market attendance and vendor-side commercial performance across the portfolio.
• Support recruitment, induction, resourcing and talent retention across the wider function.
• Bring fresh thinking on campaign planning, training, development and sales execution while adapting it to the existing culture and model.
• Attend selected flagship events to understand delivery on site, build market knowledge and gather feedback directly from customers.

The person

The strongest fit will be an experienced delegate sales leader from the B2B events market. Experience managing managers is particularly valuable, although an exceptional team leader ready to step into broader responsibility may also be considered.

• A proven record of building, managing and developing high-performing delegate sales teams.
• Strong coaching and training skills, with the judgement to diagnose gaps and tailor support to different managers and representatives.
• Experience improving sales structure, process or performance management within a growing business.
• A consultative, phone-led approach to sales, supported by thoughtful use of email and LinkedIn to secure conversations.
• Commercial curiosity and a genuine interest in developing new revenue opportunities, including vendor-side growth.
• The interpersonal confidence to complement established leadership, challenge constructively and win the trust of a relatively new management team.