Senior Delegate Sales Executive

Company Description

UNLEASH brings together the senior HR leaders, innovators and technology companies shaping the future of work. Through international events, year round journalism and an influential community, we help leaders discover ideas, make better decisions and build relationships that move their organisations forward. 

Following a year long restructure, UNLEASH enters 2027 built to scale. UNLEASH 2027 in Miami is a major launch moment for the business. UNLEASH 2027 in Paris also moves into Hall 1, giving the brand its largest platform to date. 

Job Description

 We are hiring an exceptional seller to convert that momentum into paid participation from the right enterprise buyers. This is a full cycle role: you will identify the market, build and progress your own pipeline, close individual and group attendance, and develop accounts that return. 

The opportunity is proven. A recent UNLEASH seller reached target by July and went on to achieve 200% of target for our 2026 event in Paris. The result came from a disciplined and repeatable sales system, not from waiting for inbound leads. 

Your mission 

Create, progress and convert a high quality North American delegate pipeline for UNLEASH 2027 in Miami. Put the right senior buyers in the room, grow the value of each account and make performance visible through disciplined execution. 

Your commercial impact 

1)  Build your own market and pipeline 

• Map and prioritise target accounts across the US and wider Americas by sector, seniority, relevance and buying potential. 
• Work every useful source: CRM history, current marketing leads, LinkedIn, approved data tools, event networks and your own research. 
• Reactivate previous attendees and lost opportunities while continually adding net new prospects and accounts. 
• Build towards a model in which approximately 80% of your result is self generated rather than dependent on inbound demand. 

2)  Lead the commercial conversation 

• Use mobile first calling, personalised email and LinkedIn together to reach senior HR and business leaders. 
• Run discovery, connect customer priorities to the programme and community, handle objections and create a credible reason to act. 
• Close paid passes, premium experiences and team or loyalty packages within agreed commercial guardrails. 
• Multi thread valuable accounts, reach the real decision maker and turn first interest into larger bookings. 

3)  Turn bookings into attendance and loyalty 

• Qualify for role, influence, company fit, reason to attend and credible likelihood of showing up, not registration volume alone. 
• Confirm participation, reduce cancellation and no-show risk, and surface customer needs early enough for the event team to act. 
• Develop accounts through group growth, repeat attendance, cross event opportunity and referrals. 

4)  Run a visible and forecastable business 

• Keep HubSpot current with a recorded outcome, a dated next action and clear value for every viable opportunity. 
• Maintain a qualified pipeline and credible forecast, identifying risk early rather than explaining it after the event. 
• Share objections, source quality, competitive insight and customer feedback with Marketing, Content and the wider event team. 
• Represent UNLEASH professionally in customer conversations and onsite at UNLEASH 2027 in Miami and UNLEASH 2027 in Paris. 

Qualifications

• A quantified record of meeting or exceeding an individual B2B sales target. Be ready to explain the target, your result and your personal contribution. 
• Proof that you can create your own opportunities through outbound prospecting rather than rely on a queue of warm leads. 
• Confidence engaging senior decision makers by phone, email, LinkedIn and video, with strong discovery, objection handling and closing skills. 
• Disciplined CRM use to prioritise work, maintain next steps, manage a cadence and produce a forecast others can trust. 
• Evidence of growing an account through additional buyers, team packages, repeat business, cross sell or a larger commitment. 
• Commercial curiosity and the ability to learn a market and proposition quickly, understand why a customer should care and adapt your message. 
• Resilience, accountability and coachability. You respond to evidence, maintain standards and recover quickly when an approach does not work. 
• The organisation to work a North American customer day from the UK or Europe and the flexibility to travel internationally for key events. 

Your route here can be different 

Direct delegate or conference sales experience is useful, but it is not the only route. Strong candidates may come from B2B media or subscriptions, business intelligence, executive education, memberships, recruitment, professional services, SaaS or another target driven environment with meaningful outbound selling. 

What we require: Clear evidence that you can prospect, qualify, create urgency, close and manage the work with discipline. 

What we do not require: A particular degree, a fixed number of years in delegate sales or a stereotypical sales personality. 

Who thrives here 

• You like a clear number, a visible standard and the freedom to decide how best to win within it. 
• You can sustain high quality activity without confusing busyness with progress. 
• You enjoy learning what matters to senior customers and making a precise case for action. 
• You share what works, accept direct coaching and want your performance to be measurable. 

This role is unlikely to suit you if you depend on inbound leads, avoid the phone, treat CRM discipline as administration, prioritise easy registrations over the right buyers or want results judged without reference to the work that created them. 

Additional Information

At UNLEASH, we believe in creating an environment that rewards talent, fosters growth, and empowers you to make a meaningful impact. Here’s what you can look forward to:  

• 🤝 Engage directly with the world’s most influential HR leaders. 

• 🚀 Join a mission‑driven team that values innovation, creativity, and human connection. 

• 📈 Enjoy autonomy, growth opportunities, and the chance to make a visible impact. 

• 💡 Work in an environment where ideas are celebrated and your voice matters. 

• 🌍 The opportunity to help launch UNLEASH 2027 in Miami and grow UNLEASH 2027 in Paris from its new Hall 1 home. 
• 💼 A valuable North American account portfolio and broader commercial responsibility as your results and capability grow. 

Benefits  

• 👩‍⚕️ Private Medical Insurance: We’ve got your health covered.   

• 🏖️ Enhanced Annual Leave: Enjoy extra time off to rest and recharge. 

• 🎂 Birthday leave: Celebrate your special day with a paid day off. 

• 🧸 Up to 3 Volunteer Days Annually: Support causes you care about while giving back to society.   

• 🤸🏽‍♂️ Flexible Working: Embrace flexibility in working remotely from the UK or Europe, with access to a London workspace when you want to work alongside colleagues. 

• 📢 Access to World-Class Influencers: Collaborate with pioneers and leaders shaping the global HR landscape.   

• 🤕 Paid Sick Leave: Your wellbeing matters.   

• 💜 Compassionate Leave: Up to 10 days off if you lose a loved one.   

• 🤰🏾 Enhanced Maternity Pay: 24 weeks of enhanced maternity leave support.   

• 💼 Life Assurance Scheme: Providing financial peace of mind with 4x your annual salary.   

• 📨 Employee Referral Scheme: Help grow the team and earn rewards.   

How we hire 

We use a short, evidence led process built around the actual job. Every candidate is assessed against the same scorecard, and we explain what we are evaluating before the live assessment. 

1.  First conversation: A 45 minute capabilities interview focused on your numbers, self generated pipeline, account growth and the way you work. 
    
2.  Sales audition: A 60 minute live exercise covering prospect prioritisation, an outbound call, objection handling, a closing or upsell moment and the CRM next action. There is no unpaid strategy project. 

Diversity, Equity, Inclusion and Belonging   

Great selling does not come in one style. At UNLEASH, we're committed to cultivating an environment that promotes diversity, equity, inclusion and belonging. We are a global community, and we believe our unique qualities should be celebrated as they are critical to our innovation. It's essential to us that you bring your authentic self to work every single day, no matter your age, ethnicity, religion, citizenship, gender identity, sexual orientation, disability status, caring responsibilities, neurodiversity, or otherwise. Inclusion isn't just an initiative at UNLEASH, we want you to feel welcome, valued and able to do your best work. Reasonable adjustments are available throughout the hiring process. 

Ready to apply 

Show us what you sold, what you achieved, how much of the pipeline you created and how you would bring the Delegate Sales Winning Standard to UNLEASH 2027 in Miami.