Senior Delegate Sales Manager

This role is based in our 5 Howick Place office.

The Delegate Sales team plays a critical role in supporting the ambitious growth goals of Cannes Lions Festival. This team drives new customer acquisition and expands the reach of the broader LIONS ecosystem through consultative sales and strategic lead conversion.

We are seeking a highly experienced Senior Delegate Sales Manager to lead complex sales cycles, drive strategic new business acquisition, and mentor junior team members. This role focuses on high-value customer acquisition across key growth sectors and strategic geographies, while contributing to the development of sales strategy and best practices.

Reporting directly to the Head of Delegate Sales, this is an excellent opportunity for an accomplished sales professional with 5-8 years of B2B sales or business development experience within events, media, advertising, tech, or creative industries.

Key Responsibilities:

• Own and manage complex, high-value sales cycles from prospecting through to closing
• Develop and execute strategic account plans targeting senior decision-makers and C-suite executives
• Build and manage a robust sales pipeline, consistently exceeding revenue targets
• Deliver sophisticated consultative sales conversations that align customer needs with the Cannes Lions experience
• Lead outbound prospecting initiatives and convert high-priority marketing-generated leads
• Provide mentorship and guidance to one Account Executive
• Maintain accurate CRM records and provide strategic market insights to inform business planning
• Cross functional collaboration to optimise conversion and customer experience
• Represent Cannes Lions at industry events and networking opportunities

About You:

Essential

• 5-8 years of proven B2B sales or business development experience
• Consistent history of exceeding sales targets and driving significant revenue growth
• Strong consultative selling skills with experience engaging C-suite and senior stakeholders
• Excellent communication, negotiation, and presentation abilities
• Proficiency in CRM systems (e.g., Salesforce)
• Demonstrated ability to mentor and support junior team members
• Self-motivated, resilient, and highly target-driven
• Strategic thinker with strong business acumen

Desirable

• Experience in events, media, advertising, tech, or creative industries
• Deep understanding of the creative and advertising landscape
• Experience developing sales strategies and processes
• Passion for creativity and innovation

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you're not spending time together in one of our offices or other workplaces - like at an Informa event - you get the flexibility and support to work from home or remotely.

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. But don't just take our word for it - see what our colleagues have to say LifeAt.Informa.com

Our benefits include:

• 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. When it's time for the next step, we encourage and support internal job moves
• 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. At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcome