Delegate Account Manager

Insurtech Insights, part of Emerald, is seeking a high-performing Delegate Account Manager to drive revenue growth and deliver measurable customer ROI across its three Global events. This role is responsible for developing and managing delegate relationships across the insurance industry. The Account Manager will serve as a strategic partner to clients by delivering solutions that support business growth while building long-term, mutually beneficial partnerships. Success in this role requires strong consultative selling skills, disciplined pipeline management, and a proven ability to achieve revenue targets, generate new business, and grow customer relationships across multiple client types. The ideal candidate is a proactive and natural relationship builder with exceptional follow-through, strong business acumen, and the ability to solve customer challenges creatively and strategically.

Key Responsibilities

• Identify, prospect, and develop new business opportunities within assigned markets and territories.
• Build, maintain, and manage a healthy sales pipeline through proactive outreach and strategic account planning.
• Conduct discovery conversations to understand client objectives, challenges, and growth opportunities.
• Present and sell solutions including event participation whilst upselling exhibition space, sponsorships, advertising, content programs, and digital marketing.
• Own customer relationships throughout the full sales lifecycle, from prospecting through to renewal and retention.
• Develop proposals, negotiate agreements, and close business opportunities.
• Meet or exceed revenue, retention, and activity goals across assigned accounts and revenue streams.
• Increase client retention and identify opportunities for account expansion through upselling and cross-selling initiatives (group delegations).
• Partner closely with respective content colleagues to engage potential event contributors.
• Maintain accurate forecasting, opportunity tracking, and customer records within CRM platforms.
• Collaborate with marketing, operations, customer success, and brand teams to deliver exceptional customer outcomes.
• Provide ongoing market feedback and strategic insights to Sales Leadership.
• Serve as a trusted advisor and subject matter expert on Emerald solutions and competitive market offerings.
• Utilize internal sales and reporting tools to monitor performance and identify growth opportunities.
• Maintain regular customer communication to ensure satisfaction and identify improvement opportunities.

Qualifications

• 1+ years of sales, account management, or business development experience preferred.
• Trade show, media, events, or related industry experience preferred but not essential.
• Proven track record of consistently meeting or exceeding sales targets.
• Strong consultative selling, negotiation, and relationship-building skills, with the ability to influence decision-makers and close business.
• Demonstrated learning agility, adaptability, and a growth mindset in a fast-paced, evolving business environment.
• Self-directed and highly motivated with strong organizational discipline.
• Ability to collaborate effectively across teams to drive client success and business results.
• Excellent verbal, written, and presentation skills.
• Creative problem solver with strong customer relationship management skills.
• Proficiency in Microsoft Office required.
• Experience with Salesforce, Pipedrive or comparable CRM platform required.
• Experience using AI-enabled sales tools preferred.
• Ability to travel up to 25%.

About Insurtech Insights

Insurtech Insights is a global media and events platform dedicated to accelerating innovation across the insurance industry. Through our flagship conferences, digital content, and community initiatives, we connect insurers, reinsurers, brokers, investors, regulators, and technology innovators to explore the trends, technologies, and strategies shaping the future of insurance. By bringing together thought leaders and decision-makers from across the industry, we foster collaboration, spark new partnerships, and help organizations navigate the rapidly evolving landscape of digital transformation in insurance.

About Emerald

At Emerald, we strive to foster a diverse and inclusive community. We actively recruit and champion candidates who bring new perspectives from varied professional backgrounds and experiences, and we are intentional about ensuring a positive hiring experience for everyone. Our job postings don’t contain experience inflation, and most don’t require college degrees. Instead, they’re crafted to focus on outcomes and transferable experiences that are assessed in a structured interview process carried out by trained hiring teams. Emerald’s talented and experienced teams grow our customers’ businesses 365 days a year with products that create connections, deliver content, and drive commerce. We produce over 140 annual events, create and deliver content through print and digital channels, and power commerce through our seamlessly integrated in-person and digital platforms and channels.