VP of Sales, Black Hat

Informa Festivals marks an exciting new chapter in B2B events, bringing some of the world's most influential creative, technology and business festivals together. We’re combining prestigious events like Cannes Lions, Black Hat, Money20/20, GDC, and London Tech Week with cutting-edge marketing intelligence platforms and advisory services to deliver unmissable experiences and insights.

Our festival-led approach reimagines traditional B2B events, creating powerful, immersive experiences that drive innovation and industry advancement. Building on decades of expertise and powered by Informa's international reach, we're shaping the next generation of business festivals.

This role is based in our New York or Santa Monica office.

As VP Sales Americas, you will be responsible for building and leading a high-performing sales organization that delivers against ambitious revenue targets while providing exceptional customer experience. You will own the full sales strategy and execution across sponsorship, exhibition, delegate acquisition, and emerging revenue streams.

This is a critical leadership role requiring a proven track record of building and scaling B2B sales teams, driving consultative sales approaches with C-suite executives, and delivering consistent revenue growth in competitive markets. You will work in close partnership with the SVP Americas and Event Directors to maximize commercial performance across the portfolio.

The ideal candidate is a strategic sales leader who combines commercial rigor with customer-centricity, has deep experience in complex B2B sales environments, and can inspire teams to achieve exceptional results.

Key Responsibilities

Sales Leadership & Revenue Delivery

• Full accountability for sales revenue across the Americas portfolio, including sponsorship, exhibition and ancillary revenue streams
• Develop and execute comprehensive sales strategy aligned with business objectives and growth targets
• Set ambitious yet achievable sales targets and drive accountability across the team
• Lead forecasting, pipeline management, and revenue tracking with accuracy and transparency
• Identify and capitalize on new revenue opportunities and market segments

Team Leadership & Development

• Build, lead, and develop a high-performing sales team across multiple locations and brands
• Recruit top sales talent and create a culture of excellence, accountability, and collaboration
• Provide coaching, mentoring, and professional development to elevate team capabilities
• Establish clear performance metrics, incentive structures, and career progression pathways
• Foster knowledge sharing and best practice adoption across the team

Strategic Sales Planning & Execution

• Design and implement sales strategies tailored to different customer segments and product offerings
• Develop go-to-market approaches for new products, markets, and customer segments
• Lead pricing strategy and commercial positioning in partnership with marketing and product teams
• Drive innovation in sales approaches, including digital selling, account-based marketing, and customer engagement
• Establish sales processes, systems, and tools to drive efficiency and effectiveness

Customer Relationship Management

• Build and maintain relationships with C-suite executives and senior decision-makers across key accounts
• Lead strategic negotiations and close high-value, complex deals
• Champion customer-centric selling that focuses on value creation and long-term partnerships
• Oversee key account management and customer retention strategies
• Ensure exceptional customer experience throughout the sales cycle and beyond

Cross-Functional Collaboration

• Partner closely with SVP Americas and Event Directors to align sales strategy with business objectives
• Collaborate with marketing teams on lead generation, campaign development, and customer acquisition
• Work with operations and customer success teams to ensure seamless customer experience
• Coordinate with global sales counterparts to share insights and drive consistency
• Provide market intelligence and customer feedback to inform product development and strategy

Market & Competitive Intelligence

• Maintain deep understanding of customer needs, buying behaviours, and market trends
• Monitor competitive landscape and adjust sales strategies accordingly
• Identify emerging opportunities and threats in the market
• Represent the company at industry events and build strong industry networks
• Serve as a thought leader and brand ambassador in the market

Experience

• Considerable progressive B2B sales experience with at least 5 years in senior sales leadership roles
• Proven track record of consistently exceeding revenue targets in complex, multi-product environments
• Deep experience in events, media, technology, or B2B information services industries
• Demonstrated success building and scaling high-performing sales teams
• Experience selling to C-suite executives and managing strategic, enterprise-level accounts
• Background in cyber security, technology, or related industries highly valued

Sales & Commercial Capabilities

• Exceptional sales acumen with expertise in consultative, solution-based selling
• Strong understanding of multiple sales channels including sponsorship, exhibition, and delegate acquisition
• Proven ability to develop and execute sales strategies that drive revenue growth
• Experience with CRM systems, sales analytics, and performance management tools
• Strong negotiation skills with ability to structure complex, high-value deals
• Data-driven approach to sales management with focus on metrics and accountability

Leadership & People Skills

• Inspirational leader who builds trust, drives performance, and develops talent
• Excellent communication and presentation skills across all organizational levels
• Ability to motivate and energize teams to achieve ambitious goals
• Strong coaching and mentoring capabilities
• Collaborative approach with ability to influence across matrix organizations
• High emotional intelligence and cultural awareness

Strategic & Analytical Skills

• Strategic thinker with ability to translate business objectives into sales strategies
• Strong analytical skills with ability to interpret data and derive actionable insights
• Business acumen with understanding of P&L dynamics and commercial drivers
• Ability to balance short-term execution with long-term strategic planning
• Problem-solving mindset with ability to navigate complex challenges

Market Knowledge

• Deep understanding of B2B sales cycles, particularly in events or technology sectors
• Knowledge of Americas market landscape, including regional nuances across US, Canada, and LATAM
• Strong professional network within relevant industries
• Understanding of digital transformation trends impacting B2B sales and customer engagement

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com

Our benefits include:

• 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

The salary range for this role is $150,000 - $180,000 + considerable commission potential based on experience and performance

This posting will automatically expire on 29th June 2026

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. 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. Ask us or see our website for full information.

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