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About the Role
We are seeking a dynamic and results-driven Vice President, Sales to lead strategic growth initiatives, drive market expansion, and achieve revenue targets across exhibitions, events & media. This role combines leadership in business development, account management, and sales strategy, with overall accountability for the business unit's revenue performance.
Responsibilities
- Develop and execute business development strategies aligned with company objectives and long-term growth ambitions
- Identify and launch new market opportunities domestically and internationally to drive sustainable revenue growth
- Leverage customer insights and market intelligence to refine strategies targeting key demographics, verticals, and emerging segments
- Collaborate with Marketing to design and execute integrated campaigns for customer acquisition, retention, and engagement
- Take full ownership of revenue performance, ensuring delivery of the agreed sales and financial revenue plan
- Monitor and manage revenue streams to maximize profitability
- Prepare detailed revenue reports, forecasts, and performance analyses, providing actionable insights to senior leadership
- Identify revenue risks and opportunities early, implementing corrective actions to maintain trajectory
- Lead, mentor, and manage Heads of Sales, Sales Directors, Managers, and Representatives through transparent, data-driven leadership
- Foster a culture of open communication where wins are celebrated publicly and challenges are addressed directly with empathy and solutions-focused dialogue
- Conduct regular 1:1 meetings that combine performance data with coaching conversations, creating clarity on expectations and pathways to success
- Use metrics and insights to identify performance gaps early, working collaboratively with team members to develop actionable improvement plans
- Make decisive talent decisions including hiring, promotion, and performance management, always grounded in objective data and delivered with respect
- Recognize and reward excellence visibly, while addressing underperformance promptly through honest, constructive feedback supported by clear evidence
- Build and maintain deep relationships with key stakeholders, industry partners, and C-level decision-makers
- Represent the company at industry events, partnership meetings, and networking opportunities
- Organize quarterly high-level meetings with key customers to understand evolving needs and create tailored solutions
- Stay ahead of industry trends and competitive dynamics to proactively adjust sales strategies
- Oversee sales pipeline management, budgets, forecasting accuracy, and CRM data integrity (Salesforce preferred)
- Develop and execute sales strategies across diverse product categories, market segments, and customer types
- Lead sales campaign execution, including targeting, pipeline development, deal closing, and performance reporting
- Define individual quotas, develop competitive compensation plans, and ensure accurate reporting of sales performance metrics
- Meet regularly with key customers to assess needs, strengthen relationships, and identify expansion opportunities
- Drive retention and growth through strategic cross-selling, upselling, and rebooking strategies
- Focus on acquiring large key accounts and expanding customer reach through proactive new business development
- Champion customer success by ensuring seamless delivery and exceptional service across all touchpoints
- Build an effective sales culture across the business, fostering collaboration with other functions
- Maintain open communication with internal stakeholders to share customer insights and market dynamics
- Drive innovation in sales approaches, tools, and methodologies to maintain competitive advantage
Requirements
- Bachelor's degree in Business, Marketing, or equivalent professional experience
- 10+ years in events, media, or related industries leading high-performing sales teams with a proven track record of exceeding revenue targets of 50M+
- Expertise in building and scaling sales organizations across multiple product lines and markets
- Advanced proficiency in CRM systems (Salesforce preferred) and data-driven performance management
- Exceptional leadership skills with the ability to inspire teams through transparent, empathetic, and results-oriented approaches
- Strong strategic thinking, commercial acumen, and ability to develop relationships at senior executive levels
- Demonstrated success in managing complex B2B sales cycles, key account growth, and cross-functional collaboration
- Resilient and adaptable in fast-paced, complex environments
- Lead with empathy, understanding diverse perspectives and motivations while maintaining high standards
- Create psychological safety where team members can be vulnerable about challenges while remaining accountable for results
- Manage and develop diverse teams, creating inclusive and positive team dynamics
- Navigate complex interpersonal situations with sensitivity, honesty, and professionalism
- Willingness to travel domestically and internationally (up to 40%)
Skills
- Business Development
- Account Management
- Sales Strategy
- Market Expansion
- Revenue Growth
- Customer Insights
- Market Intelligence
- Integrated Campaigns
- Revenue Performance Management
- Profitability Maximization
- Revenue Reporting
- Forecasting
- Performance Analysis
- Team Leadership
- Mentoring
- Data-Driven Leadership
- Open Communication
- Coaching
- Performance Improvement Plans
- Talent Management
- Relationship Building
- Stakeholder Management
- Industry Events
- Partnership Development
- Sales Pipeline Management
- Budget Management
- CRM (Salesforce preferred)
- Sales Campaign Execution
- Quota Setting
- Compensation Planning
- Sales Performance Metrics
- Key Account Management
- Cross-selling
- Upselling
- New Business Development
- Customer Success
- Sales Culture Development
- Internal Collaboration
- Sales Innovation
Location
- Remote
- Hybrid
- Onsite
Work Type
- Full-time
- Hybrid
Experience Level
- 10+ years
Education Level
- Bachelor's degree in Business, Marketing, or equivalent professional experience
Salary/Compensations
- $175,000- $190,000
Benefits
- Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
- Broader impact: take up to four days per year to volunteer, with charity match funding available too
- Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
- Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
- Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount
- Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
- Recognition for great work, with global awards and kudos programs
- As an international company, the chance to collaborate with teams around the world
About the Company
- Informa Markets, a division within Informa, creates global platforms for industries to trade, innovate and grow.
- We organise over 450 large-scale branded and transaction-led events in over a dozen specialist markets.
- These are typically not-to-be-missed live and on-demand B2B events where industries convene and people gather to do business.
- We also provide data and digital content, as well as year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads.
Equal Opportunity
- At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed.
- As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer.
- This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law.