Job Details
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. You'll 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.
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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: what's resonating, what's not, competitor narratives, and market trends—keeping 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., 3–4x pipeline against 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)
3+yrs experience within a Sales Team Lead / Player-Coach role with direct responsibility for team 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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What’s in it For You?
Hybrid Work Model: We’ve 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.
Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
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.
Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
About Us
Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency. Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.
We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.
As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.
We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. More information on requesting an accommodation here.
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