About the Role
The Head of Membership Sales role drives commercial strategy and growth of the GLF Community by building and closing new business pipelines and ensuring annual membership renewals.
Key responsibilities include developing membership strategy, evolving value propositions, building new product lines, engaging new market segments, managing accounts, and delivering on revenue targets with a highly consultative sales process.
Key Responsibilities
- Develop commercial membership strategy and joint 3‑year plans and forecasts with the Managing Director and Chief Commercial Officer.
- Evolve the GLF Community membership value proposition based on research and member relationships.
- Build new product lines and revenue‑generating activities tied to membership with the Managing Director.
- Engage and support new digital infrastructure market segments through research, networking and business development, and act as an industry influencer.
- Identify and develop a strong pipeline of new commercial opportunities.
- Manage key accounts, understand member objectives, and deliver growing revenue across GLF and related event business lines.
- Effectively manage the end‑to‑end sales process and pipeline using Salesforce and clear commercial metrics.
- Deliver accurate weekly pipeline updates for the Chief Commercial Officer, GLF Director and finance.
- Deliver on and exceed revenue targets for member acquisition.
- Build and maintain strong client relationships with senior decision makers through a consultative sales process.
- Collaborate with techoraco brands (operations, SpEx and Delegate sales, product, marketing, editorial) to ensure overall membership success.
- Share market feedback with relevant colleagues across business units.
- Generate new event topic ideas and launches.
- Travel extensively to visit clients and attend events.
Essential
- Extensive B2B sales experience.
- Experience within a membership organisation with commercial membership strategy knowledge.
- Experience in defining B2B membership strategy.
- Proven membership selling and innovation in offerings.
- Business development experience with exposure to the telecom industry.
- Existing relationships with leading telcos, OEMs, system integrators, and wider ecosystem.
- Experience building new business pipelines.
- Track record of sales success, regularly exceeding targets.
- Managed growth in member sales revenues.
- Retained and grown key client accounts.
- Adapted sales approach to match client situations.
- Managed end‑to‑end sales processes and administration.
- Accurately forecasted pipeline and revenues.
Desirable
- Knowledge of telecoms / tech / digital infrastructure industry.
- Experience with member organisations such as GSMA, TM Forum, MEF or similar.
- Bachelor’s degree or equivalent.
Behavioural Competencies
- Competitive and goal‑oriented.
- Motivated by revenue generation and hitting targets.
- Highly organised and calm under pressure.
- Ability to keep to deadlines, pick things up quickly and multi‑task.
- Collaborative with peers across the business.
- Excellent communicator, able to deal with people at all levels.
- Active listener and strong consultative approach.
- Entrepreneurial self‑starter with passion for building new business lines.
Benefits
- Hybrid working (typically 3 office days per week, on pre‑agreed team days).
- Competitive salary and package.
- 25 days annual leave, plus 3 discretionary days between Christmas Day to New Year, plus 8 public holiday days.
- Birthday gifted day (discretionary).
- Up to 2 gifted days for voluntary work (discretionary).
- Pension, private medical health care, life insurance, health cash‑back, employee assistance programme, shop discounts.
- Equal opportunities employer – welcoming applications from all suitably qualified persons regardless of race, sex, disability, religion, sexual orientation or age.
- Global travel opportunities and professional development support.
Equal Employment Opportunity
Techoraco provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, colour, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
