Director, New Business Sales - Black Hat

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.

Job Description

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

Qualifications

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