Full-time Head of Sales, Flight Centre

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02Role Summary

• 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 — including FCM Venue Finder, Managed Meetings, Group Travel,

Event Management, Production and Creative Services, and Strategic Meetings

Management (SMM) for enterprise clients. The role is accountable for delivering

profitable growth with a strong focus on margin mix optimisation across all

markets and service lines.

03What You'll Do

Commercial Leadership

• 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: FCM Venue Finder, Managed Meetings,
• Group Travel, Event Management, Production and Creative Services, and
• Strategic Meetings Management
• Drive a deliberate margin mix strategy — ensuring the portfolio is sold in a
• way that optimises profitability, not just volume, with targeted growth in
• higher-margin service lines including Event Management, Production and
• Creative Services
• Lead the global sales team with accountability for new business acquisition
• and existing client growth across FCM and Corporate Traveller brands
• 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

04New Business Development

• Build and maintain a robust global pipeline of qualified prospects, with
• clear ownership and pipeline health accountability across all regions and
• service lines
• Drive targeted acquisition strategies for priority industry verticals, client
• segments, and geographies — with deliberate sequencing across the M&E product
• portfolio to maximise total deal value and margin contribution
• Lead the go-to-market approach for Strategic Meetings Management (SMM),
• targeting enterprise clients where a programmatic, policy-driven meetings
• management solution creates a competitive advantage and strengthens long-term
• retention
• Develop client entry strategies that progress accounts from transactional

services (e.g. FCM Venue Finder, Managed Meetings) through to fuller

programme ownership including Event Management and Production and Creative

05Services

• 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, particularly for SMM and Group Travel
• opportunities within existing FCM enterprise accounts
• Establish a repeatable, market-ready pitching approach that scales across
• regions without losing local commercial relevance

06Client Growth and Retention

• 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
• across the full M&E product suite
• Govern the upsell and cross-sell framework, ensuring BDMs and account
• managers are equipped and incentivised to grow wallet share — with particular
• focus on migrating clients into higher-value, higher-margin service lines
• Ensure SMM programme clients receive a commercially proactive account
• ownership model, with regular business reviews and continuous programme
• expansion opportunities

07Marketing and Brand Collaboration

• Partner closely with FCM M&E Marketing to ensure go-to-market campaigns,
• content, and client-facing materials are commercially aligned and actively
• support pipeline generation
• Collaborate with Marketing on product and service line positioning — ensuring
• each FCM M&E offering has a compelling, differentiated value proposition for
• the market
• Drive alignment between sales priorities and marketing investment, ensuring
• campaign activity targets the right segments, geographies, and service lines
• at the right time
• Champion the FCM M&E brand and ‘Where Worlds Meet’ narrative in all
• commercial activity, ensuring consistency across regions and client
• touchpoints
• Represent FCM Meetings & Events at industry events, client forums, and
• partner engagements to grow brand visibility and commercial relationships

08Sales Enablement Partnership

• Work closely with Sales Enablement and Onboarding to ensure the sales team is
• equipped with the right tools, content, training, and intelligence at every
• stage of the sales cycle
• Provide active commercial input into the enablement programme — identifying
• capability gaps, priority service line knowledge requirements, and field
• feedback that shapes BDM training and coaching
• Ensure consistent adoption of the five-moment sales framework, SPICED
• methodology, and Salesforce CRM discipline across the global sales team
• Champion the use of Klue competitive intelligence, Highspot content, and
• Responsive bid platform as core commercial infrastructure for the sales
• function
• Collaborate with Sales Enablement on onboarding standards, ensuring new BDMs
• are commercially ready and positioned to sell the full M&E portfolio from day
• one

09Team Leadership and Capability

• 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 — including service line revenue, margin
• contribution, and pipeline quality measures
• 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

10Market Intelligence and Positioning

• Maintain a deep understanding of the Meetings & Events competitive landscape,
• buyer trends, and market dynamics across key geographies
• Translate market intelligence into refined go-to-market strategies, value
• propositions, and client-facing narratives — including how FCM M&E’s
• portfolio compares to specialist competitors across each service line
• Feed competitive intelligence and buyer insights into the Sales Enablement
• and Marketing functions to sharpen positioning and response quality

11Revenue and Reporting

• 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 by service line and region
• 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 across all markets

12Cross-Brand and Stakeholder Collaboration

• Build and maintain strong relationships across FCM’s global commercial
• leadership, including Corporate Traveller, to maximise shared client and
• pipeline opportunities
• 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

13What We're Looking For

• 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 — with working knowledge of M&E product
• categories including venue finding, managed meetings, event management, group
• travel, production, and/or Strategic Meetings Management programmes
• 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
• Familiarity with CRM platforms (Salesforce preferred) and modern sales
• methodologies such as SPICED or Challenger
• Experience operating within a global matrix organisation and working across
• brand, product, and operational functions
• 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
• 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

14Qualifications

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

15What You Will Enjoy

• Exclusive Travel Discounts: As part of Flight Centre Travel Group, you gain
• access to exclusive industry rates and discounts through our in-house travel
• team.
• Career Development: With Flight Centre Travel Group’s global presence,
• spanning 30+ brands in over 20 countries, you’ll have clear career pathways
• and the resources you need to achieve your professional goals, including
• training and support.
• Vibrant Culture & industry-renowned social events: Experience our fun,
• industry-renowned culture with exciting social events such as monthly awards
• nights, global conferences, end-of-financial-year balls, and more.
• Active Hour: Prioritise your well-being with an hour dedicated each week to
• focus on your fitness or personal wellness.
• Comprehensive Health Cash Plan: Get reimbursed for a variety of medical
• services, including dental, optical, and chiropractic care, with our
• bronze-level health cash plan.
• Health & Wellbeing Challenges: Stay engaged with monthly health and wellbeing
• challenges designed to keep you motivated and healthy.
• Financial Wellbeing Support: Access expert financial services, including
• mortgage advice, regulated financial guidance, and money coaching to help you
• manage your finances.
• And Much More: Enjoy a range of additional benefits, including
• company-matched charitable donations, an excellent pension scheme, share
• options, an electric vehicle scheme, and a variety of salary sacrifice
• benefits.

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.

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

16RecruitmentUK@flightcentre.co.uk

[RecruitmentUK@flightcentre.co.uk].  #LI-CS2#MTEV#LI-Hybrid

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