Delegate Sales Associate
Sell paid delegate passes across a portfolio of B2B conferences, build each pipeline, and close individual and group bookings against revenue targets.
About the role
You sell paid delegate passes to the ticketed B2B conferences we run for our clients. Each conference has a delegate revenue target, and meeting it is your job. These conferences range from 1,000 to 10,000 attendees. Success is measured on paid bookings against target. Interest, enquiries and registrations count only once they convert into a confirmed, paid delegate pass.
You do not sell one conference. You work a portfolio of them at different stages, building a pipeline for each, working it through the sales cycle, and closing individual and group bookings ahead of each conference's pricing deadlines.
You will work alongside the Client Partner who owns the account, the conference's marketing team, and our intelligence team, who build the target lists you work from.
This is a role for someone who likes a number that resets with every conference, who closes on the phone, and who can tell a senior buyer why the conference is worth the budget and the time out of the office.
Key responsibilities
Build the pipeline for each conference
- Work from the target lists our intelligence team supplies, past attendee data and inbound enquiries, and identify the companies most likely to send delegates, including group bookings.
Sell and close
- Outbound calls, email and LinkedIn; find out what each buyer needs from the conference; present the agenda and the case for attending; handle objections on price and time; close individual and group bookings.
Work to the pricing rules
- Sell within each conference's pricing and discount rules, and escalate exceptions rather than improvising around them.
Forecast and report
- Keep the CRM current, forecast bookings against target for each conference every week, and flag gaps early.
Hand over cleanly
- Make sure every booked delegate is registered, invoiced and confirmed, and pass attendee details to the delivery team in the agreed format.
Required qualifications
Essential
- 2 to 5 years in conference delegate sales, event ticket sales, or B2B inside sales with a personal revenue target
- A track record of converting interest into paid bookings, including closing on the phone with senior buyers who have to justify the spend
- Clear, confident spoken and written English, and the poise to sell to a General Counsel, CMO, or managing partner in the US, UK, or Europe
- Disciplined pipeline and CRM habits, and an honest forecast
- Comfortable with a target that resets with every conference
Nice to have
- Experience selling group bookings or delegate packages for B2B conferences
- Experience with CRM: HubSpot, Salesforce, Pipedrive
- Experience with event registration and ticketing platforms: Cvent, Bizzabo, Swoogo, Eventbrite
- Familiarity with any of our client sectors: law firms, conference organisers, associations, media companies, B2B technology
What is in it for you
Competitive salary with a discretionary performance bonus
Your birthday off, every year
Training and development opportunities as the function grows
Flexible working conditions, with much of the team working remotely
What this role is not
- This is not sponsorship or exhibition sales. You sell delegate passes, not sponsorship packages.
- This is not audience acquisition for invited events. Our audience acquisition team brings senior executives to invited roundtables and micro events; you sell paid places at ticketed conferences.
- This is not a venue and logistics role. You will not be sourcing hotels, managing catering, or running the event on the day.
Career path
- Delegate Sales Executive to Senior Delegate Sales Executive to Delegate Sales Manager. Delegate Sales Managers own the delegate revenue target across a client's conference portfolio and lead the executives assigned to it.
About Amzai
- Amzai is a global event delivery partner. Working across the entire event calendar as an extension of our clients' teams, we provide the expertise needed across audience engagement, sponsorship, logistics and execution, using audience and sponsor data and insight.
Ready to apply?
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