Business Development Representative - Money 20/20

We are looking for a motivated and proactive Outbound Business Development Representative (BDR) to join our commercial team. In this role, you’ll play a key part in building qualified lead pipelines for our New Business Account Managers for Money20/20 Europe. You will be responsible for identifying and reaching out to potential sponsors, exhibitors, and strategic partners across global markets. The role requires a mix of desk-based market research, outbound outreach, and in-person attendance at relevant industry events to build relationships and deepen your market understanding. This is an excellent opportunity for someone looking to gain experience in high-impact B2B sales and international business development within the global events industry.

Key accountabilities

• Proactively research and identify high-potential fintech companies, trade associations and innovation bodies that align with our event audiences with a focus on driving new sponsorship opportunities and building a pipeline of qualified commercial leads.
• Engage outbound leads through a combination of cold outreach, LinkedIn, email, and CRM tools to build strong relationships and qualify interest.
• Visit UK and European-based competitor events throughout the year to generate new leads, gain competitive insights, and support commercial targets.
• Understand and articulate the value of international exposure, strategic partnerships, and industry collaboration through participation in Money20/20.
• Educate prospects on how attending, exhibiting, or sponsoring at our events can accelerate their brand visibility and global engagement.
• Work closely with the Head of New Business, Account Managers and other international stakeholders to develop tailored outreach strategies by segment (fintech, government, startup, trade, etc.).
• Manage and maintain detailed prospecting activity in CRM to ensure pipeline accuracy and performance tracking.
• Strategise and follow clear cadences to deliver sales qualified leads to the Money20/20 Europe Sales team.
• Research customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency within the fintech industry.
• Keep up to date with the industry.
• Be an active member of the team by sharing learnings.
• Develop internal relationships to exceed customer expectations and provide support to the team.

Qualifications

• Previous experience in a Business Development or Sales role, ideally in B2B events, recruitment, media, or sponsorship sales.
• A proactive and commercially minded individual with a track record of building and converting outbound pipelines.
• Comfortable conducting desk research to identify relevant companies and sectors, with the ability to qualify opportunities quickly and effectively.
• Willing and able to attend competitor events across the UK and Europe to source leads and gather market intelligence.
• Confident communicator, able to engage senior-level stakeholders via email, phone, LinkedIn, and face-to-face.
• Experience using Salesforce (or a similar CRM) to manage and track outreach activity, pipeline stages, and reporting.
• Highly organized, self-motivated, and goal-driven, with strong attention to detail and follow-through.
• Familiar with using Google Suite, Outlook, Teams and other productivity tools to support research and communication.

Additional Information

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. Our benefits include:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive and most of us balance time in the office with time working remotely.
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks.
• Broader impact: take up to four days per year to volunteer, with charity match funding available too.
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning.
• Time out: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year.
• A flexible range of personal benefits to choose from, plus company funded private medical cover.
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares.
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more.
• Recognition for great work, with global awards and kudos programmes.
• As an international company, the chance to collaborate with teams around the world.

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application. At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer.