Director, Regional 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.

Are you an exceptional sales leader who thrives on developing high-performing teams while driving significant revenue growth? Informa is seeking an inspiring Director of Sales to lead our industry-leading Cybersecurity portfolio, featuring premier brands such as Black Hat and SecTor.

In this strategic leadership role, you'll combine the mindset of a player-coach with the vision of a revenue strategist. You'll directly manage a team of accomplished sales managers while serving as a brand ambassador for our influential events in the cybersecurity market. The ideal candidate will create an environment where both business results and people flourish through inclusive leadership and performance excellence.

Responsibilities:

Team Leadership & Development

• Lead and mentor a team of Sales Managers selling exhibit space, sponsorships, and media products
• Create a best practice sales environment using the company's sales excellence framework and tools
• Recruit, onboard, and develop high-performing sales talent as needed
• Foster a diverse, inclusive, and collaborative team culture

Revenue Strategy & Execution

• Drive team performance to consistently to meet and exceed revenue targets/metrics
• Analyze sales data to measure and improve team performance and business outcomes
• Build and execute strategic territory plans to retain, upsell, and maximize revenue per customer
• Identify new business opportunities and market segments for portfolio growth
• Work with Sales Managers to develop customized, data-driven client proposals

Market & Client Engagement

• Maintain deep understanding of the cybersecurity industry, competitive landscape, and customer needs
• Serve as a senior relationship manager for key accounts and strategic partnerships
• Provide accurate forecasting and performance metrics to internal stakeholders
• Collaborate effectively across departments to ensure integrated client solutions

Experience & Expertise

• 10+ years in events/media/digital sales with demonstrated management success
• Proven track record of leading sales teams to exceed revenue targets
• Experience growing key accounts and acquiring new business across event sponsorship and media platforms
• Advanced analytical skills for market mapping, competitive analysis, and strategic planning

Leadership & Skills

• Excellent management and coaching abilities with focus on meaningful feedback and development
• Strategic planning capabilities with accurate forecasting and execution
• Exceptional communication skills, both verbal and written
• Ability to motivate and lead globally dispersed teams in a matrix organization
• Advanced proficiency with Salesforce or similar CRM platforms

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 atLifeAt.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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