Delegate Sales Executive in London

Location: UK / Hybrid (3 days a week in office) Reports To: Delegate Sales Manager techoraco, a long-standing and trusted provider of large-scale, international networking events, memberships and news, that cover the complete digital infrastructure ecosystem from fibre, data centres, wireless access, subsea and satellite.

For over two decades, our events have connected the leaders from more than 150 countries at our series of events including: ITW, Metro Connect USA, Capacity Middle East, Datacloud Global Congress and Capacity Europe.

The techoraco team is responsible for the operational delivery of these events and exhibitions, across North America, South America, Europe, Africa and Asia, with the events ranging from intimate leadership gatherings of 300 attendees to our flagship events of 7000+ attendees.

Role We are seeking a highly motivated and commercially driven Delegate Sales Executive to join our growing events business.

The primary purpose of this role is to generate delegate revenue across our portfolio of international B2B events through proactive outbound telesales.

You will engage senior-level professionals across the digital infrastructure sector, identifying attendance opportunities and convincing prospects and existing customers of the value of participating in our events.

Success in this role requires confidence on the phone, strong consultative selling skills, resilience, and a results-driven mindset.

Key Responsibilities Delegate Sales & Revenue Generation

• Sell paid delegate passes across a portfolio of international conferences.
• Conduct high-volume outbound calling campaigns to prospects and existing customers.
• Identify decision-makers and qualify opportunities within target accounts.
• Clearly articulate the commercial and networking value of attending our events.
• Convert enquiries, marketing leads and existing database contacts into paying delegates.
• Consistently achieve and exceed individual revenue targets.
• Prospecting & Pipeline Management
• Build and maintain a strong sales pipeline.
• Follow up on marketing campaigns, lead-generation activities and inbound enquiries.
• Re-engage previous attendees and lapsed customers.
• Develop a deep understanding of target industries, companies and buying motivations.
• Maintain accurate records of all sales activity within the CRM system.
• Customer Relationship Management
• Build long-term relationships with attendees and key industry stakeholders.
• Provide excellent customer service throughout the sales process.
• Identify upsell and cross-sell opportunities across the event portfolio.
• Gather market intelligence and customer feedback to support event development.
• Collaboration
• Work closely with marketing teams on targeted acquisition campaigns.
• Share prospect feedback, market trends and objections to improve campaign effectiveness.
• Collaborate with production and conference teams to understand event agendas, speakers and value propositions.
• Key Performance Indicators (KPIs)
• Delegate revenue achieved vs target.
• Outbound call activity.
• Conversion rates.
• New customer acquisition.
• Pipeline value and accuracy.
• Repeat booking rate.

Skills & Experience Essential

• Excellent communication and negotiation skills.
• Strong objection-handling and closing abilities.
• Self-motivated, resilient and highly target-driven.
• Comfortable making a high volume of outbound calls.
• Experience using CRM systems such as Salesforce.

Desirable

• Proven ability to achieve revenue and activity targets. 6-18 months in telesales, delegate sales, event sales, recruitment, media sales or a similar phone-based commercial role.
• Experience selling conference delegates, event tickets, memberships or subscriptions.
• Knowledge of the technology, digital infrastructure, telecoms or data centre sectors.
• Experience working within a fast-paced B2B events environment.
• Personal Attributes
• Competitive and commercially minded.
• Energetic and enthusiastic.
• Confident communicating with senior decision-makers.
• Organised and disciplined in managing pipelines and follow-up activity.
• Results-focused with a strong desire to succeed.
• Positive attitude and willingness to learn.