Senior Delegate Sales Manager

Informa Group Plc.; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Great community

Broader impact

Career opportunity

Time off 25 days

Job summary

Informa Festivals, part of Informa, seeks a Senior Delegate Sales Manager to lead high‑value, complex sales cycles for Cannes Lions and related events. You will target senior decision‑makers, build strategic account plans, and drive revenue growth within the LIONS ecosystem.

The role reports to the Head of Delegate Sales and offers collaboration with global teams, with hybrid in‑office work at 5 Howick Place and flexible remote options. 5‑8 years B2B sales experience is essential.

Qualifications

• 5–8 years of proven B2B sales or business development experience.
• Consistent history of exceeding sales targets and revenue growth.
• Strong consultative selling skills with experience engaging C‑suite and senior stakeholders.
• Excellent communication, negotiation, and presentation abilities.
• Proficiency in CRM systems (e.g., Salesforce).
• Demonstrated ability to mentor and support junior team members.
• Self‑motivated, resilient, and highly target‑driven.
• Strategic thinker with strong business acumen.

Responsibilities

• Own and manage complex, high‑value sales cycles from prospecting through to closing.
• Develop and execute strategic account plans targeting senior decision‑makers and C‑suite executives.
• Build and manage a robust sales pipeline, consistently exceeding revenue targets.
• Deliver sophisticated consultative sales conversations that align customer needs with the Cannes Lions experience.
• Lead outbound prospecting initiatives and convert high‑priority marketing‑generated leads.
• Provide mentorship and guidance to one Account Executive.
• Maintain accurate CRM records and provide strategic market insights to inform business planning.
• Cross functional collaboration to optimise conversion and customer experience.
• Represent Cannes Lions at industry events and networking opportunities.

Skills

B2B sales

Consultative selling

Stakeholder management

Communication

Negotiation

Presentation

Mentorship

Strategic thinking

Tools

Salesforce

Job description

Informa Festivals marks an exciting new chapter in B2B events, bringing some of the world's most influential creative, technology and business festivals together. We’re combining prestigious events like Cannes Lions, Black Hat, Money20/20, GDC, and London Tech Week with cutting-edge marketing intelligence platforms and advisory services to deliver unmissable experiences and insights.

Our festival-led approach reimagines traditional B2B events, creating powerful, immersive experiences that drive innovation and industry advancement. Building on decades of expertise and powered by Informa's international reach, we're shaping the next generation of business festivals.

We’re part of Informa, a global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100 who are #3 in Glassdoor's Best Places to Work 2025 UK list.

About LIONS

LIONS powers the marketing segment, showcasing global best practice in creativity. As the global benchmark in creative and effective marketing, we help influential brands and companies use creativity to drive growth.

We provide a suite of creative tools that connect, inform and unlock potential for people and businesses, covering events, intelligence, training and advisory services. Our five‑day Festival in Cannes, France is the meeting place for the global marketing community and a celebration of the world’s most excellent and effective work.

This role is based in our 5 Howick Place office.

The Delegate Sales team plays a critical role in supporting the ambitious growth goals of Cannes Lions Festival. This team drives new customer acquisition and expands the reach of the broader LIONS ecosystem through consultative sales and strategic lead conversion.

We are seeking a highly experienced Senior Delegate Sales Manager to lead complex sales cycles, drive strategic new business acquisition, and mentor junior team members. This role focuses on high‑value customer acquisition across key growth sectors and strategic geographies, while contributing to the development of sales strategy and best practices.

Reporting directly to the Head of Delegate Sales, this is an excellent opportunity for an accomplished sales professional with 5‑8 years of B2B sales or business development experience within events, media, advertising, tech, or creative industries.

Key Responsibilities:

• Own and manage complex, high-value sales cycles from prospecting through to closing
• Develop and execute strategic account plans targeting senior decision‑makers and C‑suite executives
• Build and manage a robust sales pipeline, consistently exceeding revenue targets
• Deliver sophisticated consultative sales conversations that align customer needs with the Cannes Lions experience
• Lead outbound prospecting initiatives and convert high-priority marketing-generated leads
• Provide mentorship and guidance to one Account Executive
• Maintain accurate CRM records and provide strategic market insights to inform business planning
• Cross functional collaboration to optimise conversion and customer experience
• Represent Cannes Lions at industry events and networking opportunities

About You:

Essential

• 5‑8 years of proven B2B sales or business development experience
• Consistent history of exceeding sales targets and driving significant revenue growth
• Strong consultative selling skills with experience engaging C‑suite and senior stakeholders
• Excellent communication, negotiation, and presentation abilities
• Proficiency in CRM systems (e.g., Salesforce)
• Demonstrated ability to mentor and support junior team members
• Self‑motivated, resilient, and highly target‑driven
• Strategic thinker with strong business acumen

Desirable

• Experience in events, media, advertising, tech, or creative industries
• Deep understanding of the creative and advertising landscape
• Experience developing sales strategies and processes
• Passion for creativity and innovation

We believe that great things happen when people connect face‑to‑face. That's why we work in‑person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say LifeAt.Informa.com

Our benefits include:

• Great community: a welcoming culture with in‑person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on‑demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. At Informa, you’ll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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