Head of Sales

The Head of Sales Role leads the iGB Live events commercials as a member of the Clarion Live senior leadership team, reporting to the IGB Event Director. This role also sits on the Gaming Events management board.

Responsibilities:

• Lead and execute the commercial strategy and revenue performance for iGB Live London, iGB Affiliate Barcelona, and the iGB Affiliate Awards.
• Own end-to-end sales strategy, including rebook planning, go-to-market initiatives, targets and KPIs across all events and manage and develop a high-performing sales team.

Commercial Strategy & Performance:

• Develop and implement pricing strategies aligned to market demand, competitive positioning and revenue objectives.
• Set, track and deliver against revenue targets, ensuring consistent performance across all portfolios.
• Maintain full ownership of sales pipelines, ensuring accurate forecasting and risk management.
• Drive continuous optimisation of commercial performance through data-led insights and post-event analysis.

Reporting & Governance:

• Deliver weekly and monthly reporting on key metrics (revenue pacing, sqm sales, pipeline health and risk) to senior stakeholders including the Event Director, Managing Director and Finance.
• Represent the commercial function in senior leadership and project meetings, providing clear performance updates and strategic input.
• Lead on forecasting stages during the event key milestones.

Team Leadership & Development:

• Lead, coach and develop a high-performing iGB Affiliate Sales team (four direct reports).
• Oversee collaboration with the wider B2B sales function (eight additional team members) during key campaign periods.
• Act as the escalation point for complex client issues, ensuring high standards of customer experience.

Client & Revenue Ownership:

• Manage and grow a portfolio of 20–30 key accounts, driving retention and revenue expansion.
• Build strong cross-functional relationships with the Event Director, Operations, Marketing and Customer Success teams to maximise commercial outcomes.

Event Delivery & Optimisation:

• Lead floorplan strategy and optimisation in partnership with Operations, aligning with growth objectives.
• Provide on-site commercial leadership during live events, driving rebook performance and team engagement.
• Conduct post-event analysis to identify opportunities and inform continuous improvement.

Qualifications:

• Previous experience in a senior sales management role is required.
• Solid Salesforce use and forensic pipeline management, sales forecasting and highly accurate reporting skills are a must.
• Highly self-motivated, driven, resilient and thrives in exciting, pressurised and challenging environments.
• Excellent communication skills; authoritative, confident, creative and able to tailor their approach to the room, both with clients and stakeholders.
• Outgoing individuals, with excellent social skills, who are used to dealing with a broad range of people at every level will be able to make the best of this opportunity.
• A hunger to reach and exceed sales targets with a positive, ‘can-do’ approach to work will deliver rewards.
• Self-starting, self-motivated, proactive and comfortable taking responsibility and working on their own initiative to achieve personal targets.
• Demonstrates a strong ability to source new leads.
• Strong negotiation skills, utilised for driving sales.
• Be able to build trust and credibility amongst our potential customer base.
• Strong objection avoidance and objection handling skills.
• Excellent self-starting, organisational and time-management skills.

Our Values:

At Clarion, our people are at the absolute heart of what we do. We are proud that our core values of PASSION, CARE, IMAGINATION, and TRUST define the way we carry out our work across all of our teams.

Equal Opportunity Employer:

• Recruit, develop and retain the most talented people, regardless of background, and make the best use of their talents.
• Ensure that no person is unlawfully discriminated against.
• Select the best person for the role based on their skills, qualifications and abilities.

Benefits:

25 days’ holiday plus