Director, New Business Sales - Black Hat

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

Our festival-led approach re-imagines 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 605 Third Avenue, NY office.

Drive explosive growth in cybersecurity's most influential market through exceptional team leadership and strategic new business development.

Are you a dynamic sales leader who excels at building high-performing teams while personally driving breakthrough revenue growth? Informa is seeking a results-driven Director of New Business Sales to spearhead expansion across our industry-leading Cybersecurity portfolio, featuring premier brands such as Black Hat and SecTor.

In this high-impact leadership role, you'll operate as both an inspiring people manager and a hands-on new business hunter. You'll lead a team of accomplished sales professionals while personally pursuing and closing strategic new accounts that fuel our aggressive growth agenda.

The ideal candidate combines proven team development expertise with a relentless drive for new business acquisition and market expansion.

Key Responsibilities

New Business Development & Growth

• Drive aggressive new business acquisition across exhibit space, sponsorships, and media products
• Personally hunt and close strategic accounts while coaching your team to do the same
• Identify and penetrate untapped market segments within the cybersecurity ecosystem
• Build comprehensive territory expansion plans targeting high-value prospects and emerging opportunities
• Lead strategic prospecting initiatives to build robust pipeline for sustained growth

Team Leadership & Performance Management

• Lead and develop a team of New Business Sales Managers focused on acquisition and expansion
• Implement sales excellence frameworks that drive consistent new business results
• Recruit, onboard, and develop top-tier sales talent with proven new business track records
• Create a high-performance culture that rewards innovation, collaboration, and aggressive growth
• Coach team members on advanced prospecting, qualification, and closing techniques

Revenue Strategy & Market Expansion

• Consistently exceed new business revenue targets through team performance and personal contribution
• Analyze market data and sales metrics to identify expansion opportunities and optimize approach
• Develop data-driven client acquisition strategies that maximize conversion and deal size
• Build strategic partnerships that open new revenue channels and market access
• Collaborate with Sales Managers to create compelling, customized proposals for high-value prospects

Strategic Leadership

• Maintain expert-level knowledge of cybersecurity industry trends, competitive landscape, and emerging opportunities
• Serve as senior relationship manager for key strategic prospects and new market segments
• Provide accurate forecasting for new business pipeline and revenue projections
• Partner cross-functionally to ensure seamless client onboarding and solution delivery

Essential Experience

• 7+ years of B2B sales leadership with direct team management responsibility
• Proven new business development track record in events, media, or technology sectors
• Experience selling complex solutions ($50K+ average deal size) to enterprise clients
• Demonstrated success in building and scaling high-performing sales teams
• Advanced proficiency with Salesforce or similar CRM platforms

Leadership Capabilities

• Exceptional people management skills with ability to inspire and develop talent
• Strategic thinking combined with hands-on execution excellence
• Data-driven decision making with strong analytical and forecasting abilities
• Cross-functional collaboration skills to work effectively across organizations
• Executive presence for engaging with C-level prospects and internal stakeholders

Personal Attributes

• Hunter mentality with relentless drive for new business acquisition
• Competitive spirit with track record of exceeding aggressive targets
• Adaptability to thrive in fast-paced, evolving market conditions
• Integrity and professionalism that builds trust with clients and team members

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 24 Informa PLC | informa.com Information Classification: General

• 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 $145,000 - $155,000 based on experience.

This posting will automatically expire on 3.31.2026.

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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