Head of Sales (International Conferences)

We are looking for a strong and commercially driven Head of Sales to join our international conference business.

This role is for someone who can not only lead a sales team but also build scalable processes, develop the commercial strategy, improve sales performance, and directly contribute to the overall revenue and profitability of the project.

Key Responsibilities

Lead, manage, motivate, and develop the Sales Team.

Set sales targets, KPIs, and performance standards.

Build, manage, and continuously optimize the sales funnel and internal sales processes.

Create a clear and efficient sales flow — from the first client contact to closing, upselling, repeat business, and long-term partnerships.

Monitor monthly targets and overall team performance.

Conduct regular performance analysis, including monthly results, conversion rates, average deal value, and performance by product.

Work directly with key accounts and support the team in closing high-value and strategic deals.

Develop upselling and cross-selling strategies to increase revenue from existing clients.

Build strong, long-term relationships with clients and partners.

Handle complex negotiations, objections, and conflict situations.

Analyze the company’s product portfolio and identify new commercial opportunities.

Conduct regular competitor analysis, including products, pricing, positioning, packages, and sales approaches.

Participate in developing and optimizing the pricing strategy and commercial offers.

Analyze product profitability and the overall commercial performance of the project.

Identify growth opportunities and implement initiatives to increase both sales and profitability.

Represent the company at international conferences, exhibitions, and industry events.

Requirements

Minimum 2 years of experience as Head of Sales, Sales Lead, or in a similar leadership position.

Proven experience in managing and developing a sales team.

Strong understanding of sales funnels, CRM processes, KPIs, and sales performance management.

Ability to build structured processes rather than simply manage day-to-day sales.

Strong analytical and commercial thinking.

Understanding of pricing, margins, revenue, and product profitability.

Excellent negotiation and client relationship skills.

Strong upselling and account development skills.

Ability to resolve difficult and conflict situations professionally.

Highly organized and able to manage multiple priorities simultaneously.

Excellent communication and interpersonal skills.

Persistent, proactive, and strongly results-oriented.

Focused not only on achieving sales targets but also on the overall profitability of the business.

High level of stress resistance and ability to perform effectively in a fast-paced international environment.

Positive mindset, initiative, ownership, and a strong team attitude.

Must Have

English — B2+ or higher.

The candidate must be comfortable conducting negotiations and professional business communication in English.

Availability for regular international business travel.

The position requires frequent international travel to our own events as well as major industry conferences and exhibitions — a minimum of 6 international events per year.

Who We Are Looking For

We are not looking for someone whose role is limited to monitoring CRM and checking whether the team has reached its monthly target.

We are looking for a commercially minded Head of Sales who understands the entire cycle:

Product → Pricing → Client → Team → Sales → Profitability

Someone who can identify opportunities, build efficient systems, develop the team, analyze performance, and personally step into important negotiations when needed.

The ultimate measure of success in this role is a strong, scalable, predictable, and profitable sales department