Informa Plc
Company Description
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.
Job Description This role is based in our 605 Third Avenue, NY office.
Drive sustainable revenue growth through exceptional customer retention and strategic account expansion in cybersecurity’s most influential market.
Are you an accomplished sales professional with a passion for building lasting customer relationships and maximizing account value? Join the industry‑leading Black Hat & SecTor brands as we strengthen our customer retention capabilities and drive long‑term revenue growth.
As a
Sales Manager, Retention Sales , you’ll manage an assigned territory with a focus on renewal optimization, account expansion, and customer success. This role offers an exceptional opportunity for experienced professionals who excel at consultative selling, relationship management, and driving growth from existing accounts. With emphasis on customer lifetime value and retention excellence, this position is ideal for a strategic salesperson ready to achieve outstanding success through customer‑centric approaches.
Responsibilities Sales Growth and Expansion
Sell exhibit space renewals and sponsorship packages to clients in assigned territory
Drive customer retention rates of 90%+ while maximizing account expansion opportunities
Develop comprehensive account strategies focused on long‑term relationship building and value creation
Identify and execute cross‑selling opportunities across multiple events and product offerings
Drive incremental revenue through strategic upselling of digital/media products and premium event experiences
Conduct strategic business reviews with key customers to ensure satisfaction and identify growth opportunities
Territory Management & Planning
Strategically manage territory with a focus on customer health and satisfaction optimization
Develop territory plans to ensure systematic approach to sales growth and relationship management
Build robust expansion pipeline through systematic identification of upselling and cross‑selling opportunities
Utilize advanced Salesforce.com functionality for customer health tracking, renewal management, and accurate forecasting
Collaborate with customer success teams to ensure exceptional event experiences that drive retention
Provide accurate forecasting for revenue and expansion potential
Relationship Building & Customer Advocacy
Serve as primary point of contact for assigned accounts throughout the customer lifecycle
Build and maintain strong relationships with key decision makers and influencers across assigned accounts
Build trust and rapport with key customer contacts through consistent, professional communication
Create custom retention and expansion proposals that demonstrate ROI and align with customer business objectives
Proactively address customer concerns and coordinate internal resources to resolve issues quickly
Gather customer feedback to inform product development and service enhancement initiatives
Serve as customer advocate internally while driving revenue growth and retention excellence
Qualifications Essential Experience
4‑6 years of B2B sales experience with strong focus on account management and customer retention
Proven track record of achieving retention rates above 85% while driving account expansion
Experience managing complex, multi‑stakeholder customer relationships with contract values of $25K+ annually
Background in events, media, technology, or professional services with preference for cybersecurity industry exposure
Demonstrated success in consultative selling and solution‑based account management
Core Competencies
Customer success mindset with genuine passion for helping clients achieve their business objectives
Strategic account planning skills with ability to develop long‑term relationship and growth strategies
Consultative selling expertise including needs assessment, solution development, and value‑based selling
Negotiation skills for renewal discussions and expansion opportunity development
Relationship building capabilities with ability to build trust and credibility with diverse stakeholders
Technical & Industry Knowledge
Understanding of cybersecurity industry trends, challenges, and market dynamics
Knowledge of event marketing and sponsorship ROI measurement and optimization
Proficiency in Salesforce.com and CRM best practices for account management
Experience with customer success methodologies and retention best practices
Familiarity with digital marketing and integrated marketing solutions
Personal Attributes
Customer‑centric approach with focus on long‑term relationship building over short‑term gains
Problem‑solving mindset with ability to address customer challenges and find creative solutions
Collaborative style that builds internal partnerships and drives customer success
Results‑oriented with consistent track record of meeting and exceeding retention and growth targets
Professional communication skills including presentation abilities and executive presence
Additional Information 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 • 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 $90,000 - $100,000 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.
See how Informa handles your personal data when you apply for a job here.
#J-18808-Ljbffr
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.
Job Description This role is based in our 605 Third Avenue, NY office.
Drive sustainable revenue growth through exceptional customer retention and strategic account expansion in cybersecurity’s most influential market.
Are you an accomplished sales professional with a passion for building lasting customer relationships and maximizing account value? Join the industry‑leading Black Hat & SecTor brands as we strengthen our customer retention capabilities and drive long‑term revenue growth.
As a
Sales Manager, Retention Sales , you’ll manage an assigned territory with a focus on renewal optimization, account expansion, and customer success. This role offers an exceptional opportunity for experienced professionals who excel at consultative selling, relationship management, and driving growth from existing accounts. With emphasis on customer lifetime value and retention excellence, this position is ideal for a strategic salesperson ready to achieve outstanding success through customer‑centric approaches.
Responsibilities Sales Growth and Expansion
Sell exhibit space renewals and sponsorship packages to clients in assigned territory
Drive customer retention rates of 90%+ while maximizing account expansion opportunities
Develop comprehensive account strategies focused on long‑term relationship building and value creation
Identify and execute cross‑selling opportunities across multiple events and product offerings
Drive incremental revenue through strategic upselling of digital/media products and premium event experiences
Conduct strategic business reviews with key customers to ensure satisfaction and identify growth opportunities
Territory Management & Planning
Strategically manage territory with a focus on customer health and satisfaction optimization
Develop territory plans to ensure systematic approach to sales growth and relationship management
Build robust expansion pipeline through systematic identification of upselling and cross‑selling opportunities
Utilize advanced Salesforce.com functionality for customer health tracking, renewal management, and accurate forecasting
Collaborate with customer success teams to ensure exceptional event experiences that drive retention
Provide accurate forecasting for revenue and expansion potential
Relationship Building & Customer Advocacy
Serve as primary point of contact for assigned accounts throughout the customer lifecycle
Build and maintain strong relationships with key decision makers and influencers across assigned accounts
Build trust and rapport with key customer contacts through consistent, professional communication
Create custom retention and expansion proposals that demonstrate ROI and align with customer business objectives
Proactively address customer concerns and coordinate internal resources to resolve issues quickly
Gather customer feedback to inform product development and service enhancement initiatives
Serve as customer advocate internally while driving revenue growth and retention excellence
Qualifications Essential Experience
4‑6 years of B2B sales experience with strong focus on account management and customer retention
Proven track record of achieving retention rates above 85% while driving account expansion
Experience managing complex, multi‑stakeholder customer relationships with contract values of $25K+ annually
Background in events, media, technology, or professional services with preference for cybersecurity industry exposure
Demonstrated success in consultative selling and solution‑based account management
Core Competencies
Customer success mindset with genuine passion for helping clients achieve their business objectives
Strategic account planning skills with ability to develop long‑term relationship and growth strategies
Consultative selling expertise including needs assessment, solution development, and value‑based selling
Negotiation skills for renewal discussions and expansion opportunity development
Relationship building capabilities with ability to build trust and credibility with diverse stakeholders
Technical & Industry Knowledge
Understanding of cybersecurity industry trends, challenges, and market dynamics
Knowledge of event marketing and sponsorship ROI measurement and optimization
Proficiency in Salesforce.com and CRM best practices for account management
Experience with customer success methodologies and retention best practices
Familiarity with digital marketing and integrated marketing solutions
Personal Attributes
Customer‑centric approach with focus on long‑term relationship building over short‑term gains
Problem‑solving mindset with ability to address customer challenges and find creative solutions
Collaborative style that builds internal partnerships and drives customer success
Results‑oriented with consistent track record of meeting and exceeding retention and growth targets
Professional communication skills including presentation abilities and executive presence
Additional Information 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 • 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 $90,000 - $100,000 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.
See how Informa handles your personal data when you apply for a job here.
#J-18808-Ljbffr