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About the Role

Drive sustainable revenue growth through new business development and strategic account management for the world's premier cybersecurity event portfolio across international markets. This role is ideal for a persistent, strategic seller with a strong hunter mentality who thrives in a consultative sales environment, manages large international territories effectively, and consistently exceeds revenue targets.

Responsibilities

Prospect and close new business while managing renewals and expansions across assigned territory
Sell exhibition space, sponsorship packages, and integrated marketing solutions for Black Hat Europe, Black Hat Asia, and regional events
Drive high customer retention rates while minimizing churn through proactive relationship management
Develop territory plans that balance new logo acquisition with account growth and retention
Build robust pipeline through systematic prospecting, networking, and strategic account planning
Strategically manage large territory across multiple countries and time zones
Develop comprehensive account strategies focused on long-term relationship building and value creation
Conduct strategic business reviews with key customers to ensure satisfaction and identify growth opportunities
Utilize Salesforce.com for pipeline management, customer tracking, and accurate forecasting
Proactively monitor account health and take swift action to address at-risk customers
Build strong relationships from first engagement through event delivery to ensure exceptional experiences
Conduct post-event debriefs to gather feedback, demonstrate value, and secure renewals
Address customer concerns quickly and coordinate internal resources to resolve issues
Build and maintain strong relationships with C-level executives, marketing directors, and key decision-makers across markets
Serve as trusted advisor, understanding customer business objectives and aligning event solutions to their needs
Create custom proposals that demonstrate ROI and align with customer goals

Requirements

4-6 years of B2B sales experience with proven track record in both new business development and account management
Experience selling large events, trade shows, exhibitions, or conferences
Demonstrated success managing international territories with ability to prioritize and execute effectively across geographic regions
Strong track record of exceeding sales quotas and achieving high retention rates
Experience with consultative, solution-based selling and managing multi-stakeholder relationships
Proficiency in Salesforce.com and CRM best practices

Skills

Hunter mentality with persistence and drive balanced with strategic account planning and territory management skills
Consultative selling expertise including needs assessment, solution development, and value-based selling
Strong negotiation skills for complex, high-value international contracts
Relationship building capabilities with ability to engage C-level executives and build trust quickly across cultures
Customer-centric approach focused on long-term partnerships and sustainable growth
Self-motivated and results-oriented with consistent track record of exceeding targets
Resilient and persistent with ability to handle rejection and maintain momentum
Collaborative style that builds internal partnerships and drives customer success
Professional communication skills with strong presentation abilities and executive presence
Organized and disciplined with ability to manage complex sales cycles across multiple time zones

Location

5 Howick Place office

Work Type

Hybrid work model: in-person three days a week or more, with flexibility to work remotely
Full-time

Experience Level

4-6 years of B2B sales experience

Benefits

Great community: welcoming culture with in-person and online social events, Walk the World charity day, and active diversity and inclusion networks
Broader impact: up to four days per year to volunteer, with charity match funding
Career opportunity: bespoke training and learning, mentoring platforms, and on-demand access to LinkedIn Learning courses
Time out: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day
Work from (almost!) anywhere for up to four weeks a year
Flexible personal benefits
Company-funded private medical cover
ShareMatch scheme for Informa shareholder participation with free matching shares
Strong wellbeing support through EAP assistance, mental health first aiders, healthy living subsidy, and access to health apps
Recognition for great work through global awards and kudos programmes
Chance to collaborate with international teams

About the Company

Informa Festivals is a new chapter in B2B events, bringing together influential creative, technology, and business festivals.
We combine prestigious events like Cannes Lions, Black Hat, Money20/20, GDC, and London Tech Week with marketing intelligence platforms and advisory services.
Our festival-led approach creates powerful, immersive experiences that drive innovation and industry advancement.
We are part of Informa, a FTSE 100 member recognised as one of Britain's Most Admired Companies, with trusted brands in specialist markets across 30+ countries.

Equal Opportunity

We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen.
If you have most – although not all – of the skills and experience listed, we welcome your application.
Requests for reasonable adjustments or accommodations during the hiring process will be reviewed and considered in confidence.
At Informa, you'll find 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 on the basis of protected characteristics and statuses.