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About the Role
The Delegate Sales team supports the ambitious growth goals of the Cannes Lions Festival by driving new customer acquisition and expanding the LIONS ecosystem through consultative sales and strategic lead conversion. This role focuses on high-value customer acquisition across key growth sectors and strategic geographies, contributing to sales strategy and best practices.
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
Requirements
- 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
- 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
Skills
- Consultative selling
- Sales pipeline management
- CRM systems (e.g., Salesforce)
- Mentoring
- Strategic planning
- Business development
- Negotiation
- Presentation
Location
- 5 Howick Place office
Work Type
- Hybrid
- In-person
- Remote
Experience Level
- Senior
- 5-8 years
Benefits
- Welcoming culture with in-person and online social events
- Charity day and active diversity and inclusion networks
- Up to four days per year to volunteer, with charity match funding
- Bespoke training and learning
- Mentoring platforms
- On-demand access to thousands of courses on LinkedIn Learning
- Support for internal job moves
- 25 days annual leave, rising to 27 days after two years
- Birthday leave day
- Up to four weeks a year to work from (almost!) anywhere
- Flexible personal benefits
- Company funded private medical cover
- ShareMatch scheme with free matching shares
- Strong wellbeing support through EAP assistance, mental health first aiders, healthy living subsidy, access to health apps
- Global awards and kudos programmes for recognition
- Chance to collaborate with international teams
About the Company
- Informa Festivals brings together influential creative, technology, and business festivals, combining events with marketing intelligence platforms and advisory services.
- We are part of Informa, a global business with trusted brands in specialist markets across more than 30 countries.
- Informa is a member of the FTSE 100 and ranked #3 in Glassdoor's Best Places to Work 2025 UK list.
- LIONS powers the marketing segment, showcasing global best practice in creativity and serving as the global benchmark for creative and effective marketing.
- We help brands and companies use creativity to drive growth through events, intelligence, training, and advisory services.
- The five-day Festival in Cannes, France, is a meeting place for the global marketing community.
Equal Opportunity
- We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen.
- We welcome applications even if you don't have all the listed skills and experience.
- Requests for reasonable adjustments or accommodations during the hiring process will be reviewed and considered in confidence.
- Informa provides inclusive experiences and environments where all perspectives and backgrounds are welcomed.
- We are formally an Equal Opportunities Employer, basing decisions on relevant qualifications and merit without discrimination.
- We do not discriminate on the basis of key characteristics and statuses protected by law.