Sales Manager, New Business - 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 605 Third Avenue, NY office.

Drive explosive revenue growth through strategic new business acquisition and market expansion in cybersecurity's most influential market.

Are you an accomplished sales professional with a passion for hunting new opportunities and building relationships from the ground up? Join the industry-leading Black Hat & SecTor brands as we aggressively expand our market presence and capture new revenue streams across the cybersecurity landscape.

As a Sales Manager, New Business, you'll own an assigned territory with a focus on prospecting, lead generation, and converting new prospects into long-term customers. This role offers an exceptional opportunity for experienced professionals who excel at consultative selling, competitive positioning, and driving growth through new customer acquisition. With emphasis on market penetration and new revenue generation, this position is ideal for a strategic hunter ready to achieve outstanding success through aggressive business development.

Responsibilities:

New Business Development & Acquisition

• Sell exhibit space and sponsorship packages to new prospects across assigned territory
• Drive new customer acquisition with comprehensive prospecting strategies focused on market penetration and competitive displacement
• Identify and pursue greenfield opportunities across multiple events and product offerings
• Drive new revenue through strategic selling of digital/media products and premium event experiences
• Conduct discovery meetings with new prospects to understand business objectives and identify opportunities

Territory Management & Market Expansion

• Strategically manage territory with focus on market share growth and competitive positioning
• Develop territory plans to ensure systematic approach to prospecting and new business development
• Build robust new business pipeline through systematic identification of qualified prospects and opportunities
• Utilize advanced Salesforce.com functionality for lead management, opportunity tracking, and accurate forecasting
• Provide accurate forecasting for new business revenue and pipeline development

Prospecting & Lead Generation

• Serve as primary hunter for new business opportunities within assigned territory
• Build and maintain prospect database with key decision makers and influencers across target accounts
• Execute multi-touch prospecting campaigns through phone, email, social selling, and networking
• Create compelling value propositions that differentiate our offerings and demonstrate clear ROI
• Proactively research and qualify prospects to ensure efficient use of sales resources
• Leverage industry events and networking to generate new leads and build market presence
• Convert marketing qualified leads into sales opportunities through effective follow-up and nurturing

Essential Experience

• 4-6 years of B2B sales experience with strong focus on new business development and prospecting
• Proven track record of managing complex sales cycles and consistently exceeding new business quotas and acquisition targets
• Background in events, media, technology, or professional services with preference for technology industry exposure
• Demonstrated success in consultative selling and competitive displacement strategies

Core Competencies

• Hunter mentality with relentless drive for new business development and market expansion
• Strategic prospecting skills with ability to identify and qualify high-value opportunities
• Consultative selling expertise including needs assessment, solution development, and value-based selling
• Relationship building capabilities with ability to quickly establish trust and credibility with new prospects

Technical & Industry Knowledge

• Understanding of cybersecurity industry trends, challenges, and competitive landscape
• Knowledge of event marketing and sponsorship value proposition development
• Proficiency in Salesforce.com and CRM best practices for lead and opportunity management
• Experience with sales development methodologies and new business acquisition strategies
• Familiarity with digital marketing and integrated marketing solutions for prospect engagement

Personal Attributes

• Aggressive hunter approach with focus on new market penetration and revenue generation
• Resilient and persistent mindset with ability to handle rejection and maintain motivation
• Competitive drive that thrives on winning new business and displacing competitors
• Results-oriented with consistent track record of meeting and exceeding new business targets
• Professional communication skills including presentation abilities and executive presence

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 $80,000 - $95,000 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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