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About the Role

The Global Head of Sales is responsible for leading and scaling the commercial growth engine of FCM Meetings & Events globally. This role drives new business acquisition, client expansion, and revenue performance across FCM M&E’s full product portfolio, with a focus on optimizing profitable growth and margin mix.

Responsibilities

• Own and drive the global sales strategy for FCM Meetings & Events, aligned to the M&E 2030 growth ambition and $1B TTV target.
• Set and govern revenue targets across all markets, with clear accountability for growth across each service line.
• Drive a deliberate margin mix strategy to optimize profitability, not just volume.
• Lead the global sales team with accountability for new business acquisition and existing client growth.
• Define and embed a consistent sales methodology globally, including CRM discipline, opportunity staging, deal qualification, and service line positioning standards.
• Act as senior commercial sponsor on strategic pursuits, lending executive presence and deal strategy to high-value and complex opportunities.
• Build and maintain a robust global pipeline of qualified prospects, with clear ownership and pipeline health accountability.
• Drive targeted acquisition strategies for priority industry verticals, client segments, and geographies.
• Lead the go-to-market approach for Strategic Meetings Management (SMM), targeting enterprise clients.
• Develop client entry strategies that progress accounts from transactional services through to fuller programme ownership.
• Lead or support senior client pursuits, RFP responses, and pitch presentations for strategic accounts.
• Leverage FCM’s broader corporate travel relationships to create warm entry points for M&E conversations.
• Establish a repeatable, market-ready pitching approach that scales across regions.
• Partner with regional operations and client services to ensure existing clients are retained, grown, and actively referenced in sales activity.
• Own the commercial relationship for strategic global accounts, working alongside account teams to identify and convert expansion opportunities.
• Govern the upsell and cross-sell framework, ensuring BDMs and account managers are equipped and incentivised to grow wallet share.
• Ensure SMM programme clients receive a commercially proactive account ownership model.
• Partner closely with FCM M&E Marketing to ensure go-to-market campaigns, content, and client-facing materials are commercially aligned.
• Collaborate with Marketing on product and service line positioning — ensuring each FCM M&E offering has a compelling, differentiated value proposition.
• Drive alignment between sales priorities and marketing investment, ensuring campaign activity targets the right segments, geographies, and service lines.
• Champion the FCM M&E brand and ‘Where Worlds Meet’ narrative in all commercial activity.
• Represent FCM Meetings & Events at industry events, client forums, and partner engagements.
• Work closely with Sales Enablement and Onboarding to ensure the sales team is equipped with the right tools, content, training, and intelligence.
• Provide active commercial input into the enablement programme — identifying capability gaps, priority service line knowledge requirements, and field feedback.
• Ensure consistent adoption of the five-moment sales framework, SPICED methodology, and Salesforce CRM discipline.
• Champion the use of Klue competitive intelligence, Highspot content, and Responsive bid platform as core commercial infrastructure.
• Collaborate with Sales Enablement on onboarding standards, ensuring new BDMs are commercially ready.
• Lead, coach, and develop a high-performing global sales team across AMER, EMEA, APAC, and AU regions.
• Set clear performance expectations, KPIs, and accountability frameworks for all direct and indirect reports.
• Foster a high-energy, results-focused sales culture that balances ambition with commercial rigour and client-first thinking.
• Ensure regional sales leaders have the clarity, tools, and support to execute effectively in their markets.
• Maintain a deep understanding of the Meetings & Events competitive landscape, buyer trends, and market dynamics.
• Translate market intelligence into refined go-to-market strategies, value propositions, and client-facing narratives.
• Feed competitive intelligence and buyer insights into the Sales Enablement and Marketing functions.
• Own global sales reporting, forecasting, and pipeline visibility for the Global General Manager and senior leadership.
• Provide regular commercial performance updates with clear analysis of win/loss trends, pipeline health, conversion rates, and margin mix performance.
• Partner with Finance and Operations on pricing governance, deal structuring, and commercial risk management.
• Ensure Salesforce CRM is used consistently and accurately as the single source of commercial truth.
• Build and maintain strong relationships across FCM’s global commercial leadership, including Corporate Traveller.
• Collaborate with the Global General Manager, regional GMs, and product leadership to align sales strategy with operational delivery capability and portfolio development priorities.
• Act as a senior voice of the customer internally — feeding client intelligence, market signals, and competitive insights into strategic planning.

Requirements

• Proven track record of leading and scaling B2B sales teams in a global or multi-regional environment, with direct accountability for revenue targets.
• Experience in Meetings & Events, corporate travel, professional services, or a high-growth service business.
• Demonstrated success in selling or positioning SMM programmes to enterprise clients, including navigating complex procurement, legal, and stakeholder environments.
• Demonstrated success in winning complex, multi-stakeholder enterprise accounts and managing senior client relationships through long sales cycles.
• Experience leading diverse, geographically distributed sales teams with accountability for both revenue volume and margin performance.
• Track record of working closely with Marketing and Sales Enablement functions to align commercial activity with go-to-market strategy and capability development.
• Experience operating within a global matrix organisation and working across brand, product, and operational functions.
• Experience and comfort operating in multi-cultural environments, with the ability to lead, influence, and adapt across diverse teams and geographies.
• Proven ability to oversee the full sales process end-to-end — from lead generation and pipeline development through to deal closure and client handover — ensuring consistent commercial discipline at every stage.

Skills

• M&E product categories including venue finding, managed meetings, event management, group travel, production, and/or Strategic Meetings Management programmes
• CRM platforms (Salesforce preferred)
• Modern sales methodologies such as SPICED or Challenger
• Klue competitive intelligence
• Highspot content
• Responsive bid platform

Location

• Global

Work Type

• Hybrid

Experience Level

• A minimum of 10 years’ experience leading successful global or multi-regional sales teams, with a demonstrated track record of exceeding revenue targets and driving market expansion.

Education Level

• Bachelor’s degree in Business Administration, Marketing, or a related field required
• Master’s degree or equivalent postgraduate qualification is advantageous

Benefits

• Exclusive industry rates and discounts through our in-house travel team.
• Clear career pathways and resources for professional goals, including training and support.
• Fun, industry-renowned culture with exciting social events such as monthly awards nights, global conferences, end-of-financial-year balls, and more.
• An hour dedicated each week to focus on fitness or personal wellness.
• Reimbursement for a variety of medical services, including dental, optical, and chiropractic care, with our bronze-level health cash plan.
• Monthly health and wellbeing challenges.
• Expert financial services, including mortgage advice, regulated financial guidance, and money coaching.
• Company-matched charitable donations.
• Excellent pension scheme.
• Share options.
• Electric vehicle scheme.
• Variety of salary sacrifice benefits.

About the Company

• Our number one philosophy is Our people. Flight Centre Travel Group's promise is to provide an environment with equality of respect, dignity and opportunity for all our employees. We value an inclusive and supportive workplace which reflects the diversity of our society.

Equal Opportunity

• We welcome accommodation requests to help make our hiring and onboarding experience as accessible as possible. Please advise us about accommodation needs at any point by contacting our Recruitment Team at RecruitmentUK@flightcentre.co.uk