Senior Sales Executive

Job Purpose

Drive sponsorship, exhibition, partnership and media revenue across a portfolio of international energy events and media products, covering the Middle East, Europe, Asia and other key global markets.

Identify and convert new business, develop existing accounts and manage the full sales cycle from prospecting and pitching through negotiation, contracting and closing. Support new event launches by securing sponsors, exhibitors and partners, building first-edition pipelines and developing opportunities for retention, rebooking and growth.

Key Accountabilities

Business Development and Sales

Proactively identify, qualify and convert new commercial opportunities through cold calling, targeted email outreach, networking, referrals, social selling and face-to-face meetings. Build relationships with local and international organisations whose commercial objectives align with the portfolio. Engage decision-makers across marketing, communications, business development, commercial and executive leadership.

Sponsorship and Partnership Sales

Sell headline and session sponsorships, strategic partnerships, exhibition packages, branding opportunities, networking activities and bespoke event solutions. Understand client objectives and recommend relevant packages that demonstrate clear commercial value. Identify opportunities to increase investment through additional sponsorship, participation and media opportunities.

Full Sales Cycle Management

Take ownership of opportunities from initial contact through qualification, proposal development, negotiation, contracting and closing. Prepare persuasive proposals and presentations that communicate audience profiles, event positioning and the benefits of participation. Negotiate effectively while protecting commercial value and consistently achieving or exceeding individual revenue targets.

Account Management and Growth

Manage and develop relationships with existing sponsors, exhibitors and commercial partners. Maintain regular contact throughout the sales and event cycle, understand changing client priorities and encourage repeat participation. Grow accounts through rebooking, upselling and cross-selling across events, markets and relevant products.

New Events and Market Development

Support the commercial launch of new events and entry into new territories. Research target organisations, identify sponsors and partners, develop prospect lists and build qualified pipelines. Secure first-edition revenue and strengthen future editions through client retention, account development and increased investment.

Market Research and Intelligence

Develop a strong understanding of assigned industries, markets and regions. Monitor competitor events, sponsorship activity, market trends and emerging businesses. Identify commercial opportunities and provide insights to inform event positioning, sponsorship packages and future portfolio development.

CRM, Pipeline and Forecasting

Maintain accurate client information, sales activity and opportunity records in the CRM. Record realistic opportunity values, closing dates and clear next steps. Actively progress opportunities through the sales cycle and provide reliable forecasts and regular pipeline updates. Understand pipeline value and conversion rates to prioritise activity and address revenue gaps.

Cross-functional Collaboration

Work closely with event management, marketing, content, operations, production and finance to support successful delivery. Communicate client requirements and contractual commitments clearly. Share market feedback to strengthen commercial propositions and ensure sponsors and partners receive a high-quality experience from contract signing through event delivery.

Event and Market Representation

Attend events, exhibitions, conferences and industry meetings as required. Meet existing and prospective clients, generate leads and develop commercial relationships. Represent the organisation professionally with senior executives, industry leaders, commercial partners and relevant government stakeholders.

KEY SUCCESS MEASURES

• Achievement or exceedance of individual revenue targets.
• New business revenue and acquisition of sponsors, exhibitors and partners.
• Qualified pipeline growth, opportunity progression and conversion.
• Commercial contribution to new event launches and market development.
• Client retention, rebooking, upselling and cross-selling.
• Accurate CRM records, pipeline reporting and revenue forecasts.
• Effective delivery of contractual commitments and a strong client experience.
  
  

• Minimum two years’ experience in B2B event sales, preferably within exhibitions, conferences, sponsorship or commercially driven business events.
• Proven experience selling sponsorships, exhibition packages, partnerships, branding opportunities or related commercial solutions.
• Strong record of generating new business through proactive outbound sales, including cold calling, targeted outreach, networking and client meetings.
• Ability to identify and develop commercial opportunities across new markets and international territories.
• Confidence engaging senior decision-makers, including executives, marketing and communications leaders and commercial stakeholders.
• Strong account management skills, with the ability to retain clients, secure repeat business and increase investment.
• Effective consultative selling skills, translating client objectives into relevant sponsorship and event solutions.
• Strong commercial awareness, negotiation and closing capabilities.
• Experience preparing and presenting tailored proposals, sponsorship packages and commercial presentations.
• Ability to manage pipeline value, opportunity stages, conversion rates and forecasts.
• Experience using Salesforce or a comparable CRM to manage sales activity, opportunities and reporting.
• Excellent written and verbal communication, presentation and networking skills.
• Strong organisation and time management, with the ability to manage competing priorities independently.
• Proficiency in Microsoft Office and willingness to travel internationally.
• Experience supporting new event launches or geographical market development is advantageous.
• Experience in energy, infrastructure, technology or related B2B sectors is advantageous.