Team Lead, Delegate Relations - Reuters Events

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. 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 mu ... (truncated, view full listing at source)